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    Conversations That Sell: Collaborate with Buyers and Make Every Conversation…
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    Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count

    By Nancy Bleeke

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    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.
    Download eBook Link updated in 2017
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