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 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.
PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio.
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What listeners say about Conversations That Sell
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Dull and unoriginal
If this book wasn’t for you, who do you think might enjoy it more?
Purchased this on the back of it winning the Top Sales & Marketing Awards 2013. Personally I've listened to and read dozens of Sales focused books and there are a few really awful ones out there, this book isn't the worst but it's very basic and didn't really bring anything new. Even the original ideas (on the face of it) are just poor rehash's of long standing ideas.
What will your next listen be?
"People Buy You" I think.
How could the performance have been better?
I found myself tuning out and day dreaming very often, not sure if it was the content or the narrator. Personally I found the narrator very whinning and not overly convincing.
What reaction did this book spark in you? Anger, sadness, disappointment?
Any additional comments?
For someone seeking a process to follow for business sales I recommend New Sales Simplified, or Smart Selling on the Phone or Online. Both provide excellent examples and bring fresh new ideas. Sadly this one doesn't.
- Yeskay Fremont CA
Actionable plans for starting out in sales
I do not have direct sales experience. This audiobook plus the webinars by the author Nancy Bleeke are very helpful in guiding my sales process. I like the flow of the book with anectodes interweaved throughout the book. The book has some good nuggets that can be used immediately. I recommend it highly for a finance professional like me.
Terrible redo of basic sales
Author spends first few chapters about what’s coming in future chapters, great selling tools. They then just review a stolen concept called disc profile. Junk content.