Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
Publisher: Gildan Media
Date: April 2013
Duration: 6 hours 52 minutes
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.
The audiobook includes a PDF of charts, diagrams and helpful tools.