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Today's buyers want more from sales professionals than a simple consultation...

Today's buyers want more from sales professionals than a simple consultation... What they're hungry for are

What they're hungry for aremeaningful, collaborative conversations

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.

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

"Conversations That Sell" introduces sales professionals to the collaborative conversation skills they need tocapture the buyer's attention and secure business.

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:

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

- Prepare for aneffective sales call

effective sales call - Identify sales opportunities and the factors that

- Identify sales opportunities and the factors thatdrive buyers to act

drive buyers to act -

-Adjust their approach

Adjust their approach to the type of buyer-Achievers, Commanders, Reflectors, and Expressers

to the type of buyer-Achievers, Commanders, Reflectors, and Expressers - Make conversations flow easily

- Make conversations flow easily - Address problems, opportunities, wants, and needs

- Address problems, opportunities, wants, and needs -

-Work through objections

Work through objections - Advance and close sales; and more.

- 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.

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.