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Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count | [Nancy Bleeke]

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

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.
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Publisher's 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 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.

Download the accompanying reference guide.

©2013 Nancy Bleeke (P)2013 Gildan Media LLC

What the Critics Say

Conversations That Sell is the game changer you’ve been looking for. Nancy Bleeke gives you tools and techniques to easily engage customers in winning conversations that make objections vanish, and allow you to effortlessly close the deal.” (Jeb Blount, CEO of SalesGravy.com, and author of People Buy You)

What Members Say

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  • Melviba
    Fleet, United Kingdom
    1/10/14
    Overall
    Performance
    Story
    "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?

    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.

    0 of 0 people found this review helpful
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