Description

This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyers attention and secure business.

Todays buyers want more from sales professionals than a simple consultation. What theyre hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a winwhere they, the seller, and the organization, achieve a winning outcome. Based on the authors five-step sales system, Whats in It for Them (WIIFT) Wait, Initiate, Investigate, Facilitate, Then Consolidate Conversations That Sell shows you 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; 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 belongson the buyer.

Author: Nancy Bleeke
Binding Type: Paperback
Publisher: Amacom
Published: 04/01/2013
Pages: 240
Weight: 0.57lbs
Size: 8.80h x 6.00w x 0.80d
ISBN: 9780814431801
Language: English

This title is not returnable