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:
âą Prepare for an effective sales call
âą Identify sales opportunities and the factors that drive buyers to act
âą Adjust their approach to the type of buyerâAchievers, Commanders, Reflectors, and Expressers
âą Make conversations flow easily
âą Address problems, opportunities, wants, and needs
âą Work through objections
âą Advance and close sales
âą 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.