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Author Bleeke, Nancy, author.

Title Conversations That Sell [O'Reilly electronic resource] / Bleeke, Nancy.

Edition 1st edition
Publication Info. AMACOM, 2013.
QR Code
Description 1 online resource (240 pages)
text file
17.95
Summary 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.
Reproduction Electronic reproduction. Boston, MA : Safari, Available via World Wide Web. 2013.
System Details Mode of access: World Wide Web.
Subject Electronic commerce.
Web site development.
Genre Electronic books.
Added Author Konrath, Jill, author.
Safari, an O’Reilly Media Company.
ISBN 9780814431818
9780814431801
9780814431818
Standard No. 9780814431801
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