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 an