Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count

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 book shows readers 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.