PublishedAmacom, March 2019 |
ISBN9780814431801 |
FormatSoftcover, 240 pages |
Dimensions22.9cm × 15.2cm × 1.6cm |
This book introduces sales professionals to the collaborative conversation skills they need tocapture the buyer's attention and secure business.
Today's buyers want more from sales professionals than a simple consultation. What they're hungry for aremeaningful, collaborative conversationsbuilt on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to:
Prepare for aneffective sales call - Identify sales opportunities and the factors thatdrive buyers to act
Adjust their approachto 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; and more
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.
