Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count
2,33 3 5 Autor: Narrador: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.
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