Todayâs buyers want more from sales professionals than a simple consultation. What theyâre 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 buyerâs attention and secure business. Based on the authorâs five-step sales system, Whatâs in It for Them (WIIFT)âWait, Initiate, Investigate, Facilitate, Then Consolidateâthe 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 buyerâAchievers, 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 belongsâon the buyer.