Advanced
Error loading page.
Try refreshing the page. If that doesn't work, there may be a network issue, and you can use our self test page to see what's preventing the page from loading.
Learn more about possible network issues or contact support for more help.
Title details for Conversations That Sell by Nancy Bleeke - Available

Conversations That Sell

by Nancy Bleeke
Rose Itzcovitz
Audiobook (Includes supplementary content)
Listen to a sample Listen to a sample
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.
    • Expand title description text
    Publisher: Ascent Audio Edition: Unabridged

    OverDrive Listen audiobook

    • ISBN: 9781469024592
    • File size: 197622 KB
    • Release date: April 1, 2013
    • Duration: 06:51:42

    Formats

    OverDrive Listen audiobook

    subjects

    Business Management Nonfiction Economics

    Languages

    English

    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.
    • Expand title description text
    Business Management Nonfiction Economics