Today’s buyers want more from sales professionals than a simple consultation. What they’re hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3...where they, the seller, and the organization, achieve a winning outcome. Conversations That Sell introduces sales professionals to the collaborative conversation skills they need to capture the buyer’s attention and secure business. Based on the author’s five-step sales system, What’s in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - the audiobook shows listeners how to:
Prepare for an effective sales call
Identify sales opportunities and the factors that drive buyers to act
Adjust their approach to the type of buyer - Achievers, Commanders, Reflectors, and Expressers
Make conversations flow easily
Address problems, opportunities, wants, and needs
Work through objections
Advance and close sales
Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs - on the buyer.
PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.
“Conversations That Sell is the game changer you’ve been looking for. Nancy Bleeke gives you tools and techniques to easily engage customers in winning conversations that make objections vanish, and allow you to effortlessly close the deal.” (Jeb Blount, CEO of SalesGravy.com, and author of People Buy You)
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Dull and unoriginal
Purchased this on the back of it winning the Top Sales & Marketing Awards 2013. Personally I've listened to and read dozens of Sales focused books and there are a few really awful ones out there, this book isn't the worst but it's very basic and didn't really bring anything new. Even the original ideas (on the face of it) are just poor rehash's of long standing ideas.
"People Buy You" I think.
I found myself tuning out and day dreaming very often, not sure if it was the content or the narrator. Personally I found the narrator very whinning and not overly convincing.
For someone seeking a process to follow for business sales I recommend New Sales Simplified, or Smart Selling on the Phone or Online. Both provide excellent examples and bring fresh new ideas. Sadly this one doesn't.