The Conversations That Sell

<p><strong>This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business.</strong></p><p>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 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 - <em>Conversations That Sell</em> shows you how to: </p><ul><li>Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act</li><li>Adjust their approach?to the type of buyer - Achievers Commanders Reflectors and Expressers</li><li>Make conversations flow easily - Address problems opportunities wants and needs</li><li>Work through objections - Advance and close sales; and more</li></ul><p>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.</p>