Publisher Description
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 – 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.
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