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- Author: Nancy Bleeke
- Publisher: Amacom
- ISBN-10: 0814431801
- ISBN-13: 9780814431801
- Format: 15.2 x 22.4 x 2 cm, minkšti viršeliai
- Language: English
- SAVE -10% with code: EXTRA
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Description
This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business.
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 - Conversations That Sell shows you 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.
EXTRA 10 % discount with code: EXTRA
The promotion ends in 21d.08:44:22
The discount code is valid when purchasing from 10 €. Discounts do not stack.
- Author: Nancy Bleeke
- Publisher: Amacom
- ISBN-10: 0814431801
- ISBN-13: 9780814431801
- Format: 15.2 x 22.4 x 2 cm, minkšti viršeliai
- Language: English English
This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business.
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 - Conversations That Sell shows you 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.
Reviews