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Informationen zum Autor NANCY BLEEKE is president of Sales Pro Insider, a training and consulting firm specializing in sales effectiveness. Her clients include Motorola, CVS-Caremark, Celestica, MassMutual, and Rexnord. Klappentext What do customers most hunger for? Meaningful, collaborative conversations built on mutual value and trust. Learn the collaborative conversation skills you need to capture the buyer's attention and secure business. "Nancy represents a new breed of sales training and coaching pioneers: She is refreshingly straightforward; devoid of sycophancy and passionate about making a difference."--"Top Sales magazine" Zusammenfassung This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. 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 win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you 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. Inhaltsverzeichnis Contents Foreword, by Jill Konrath Acknowledgments Introduction PART I Selling in Today's Transparent World 1 The Importance of You in Selling: Being a Real Part of the Solution Your Role in the Solution You Sell Fake It 'Til You Make It: Does That Work? There's Nowhere to Hide in a Transparent World Adopt and Adapt Best Practices to Escalate Your Value and Sales 2 Collaborative Selling:Where Every Conversation Matters and Everyone Wins Why Collaborative Selling Works Collaborative Selling Is Consultation Plus When You Collaborate, Everyone Wins How Collaborative Selling Works in Challenging Situations Is Collaborative Selling Worth the Effort? Quick Tips for Collaborative Selling PART I I The What and How of Collaborative Sales Conversations 3 Systematized Success: Make Every Conversation Count Five Steps to Systematic Sales Success Prepare to Succeed Prove the Value Quick Tips for Using the WIIFT SystemTM 4 Tribal Types:Work and Sell with Buyers the Way They Want to Be Worked With Introducing the Tribal Types™ Model Achievers Commanders Reflectors Expressers Identifying and Using Tribal Types Strategies for Selling with Tribal Types Quick Tips for Using Tribal Types 5 Wait: The Conversation Starts with You Five Actions to Prepare for a Conversation that Counts Action 1: Eliminate Your Distractions Action 2: Focus on What's in It for Them in This Conversation Action 3: Review Notes from Previous Meetings or Research Action 4: Check Your Mirror and Materials Action 5: Prepare Your Mind to Engage with the Buyer Quick T...
