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#133; 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: #149; Prepare for an effective sales call #149; Identify salesopportunities and the factors that drive buyers to act #149; Adjust their approach to the type of buyer-Achievers, Commanders, Reflectors, and Expressers #149; Make conversations flow easily #149; Address problems, opportunities, wants, and needs #149; Work through objections #149; Advance and close sales #149; 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.
