Conversations That Sell, Paperback, Nancy Bleeke

Conversations That SellCollaborate with Buyers and Make Every Conversation Count\nAuthor(s): Nancy Bleeke\nFormat: Paperback\nPublisher: HarperCollins Focus, United States\nImprint: Amacom\nISBN-13: 9780814431801, 978-0814431801\nSynopsis\nThis 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:\nPrepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Ac.