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.
