Conversations That Sell - by Nancy Bleeke (Paperback)

About the Book

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.

Book Synopsis

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.

From the Back Cover

"Conversations That Sell is the game changer you've been looking for. Nancy Bleeke gives you tools and techniques to easily engage customers in winning conversations that make objections vanish, and allow you to effortlessly close the deal."

-- Jeb Blount, CEO of SalesGravy.com, and author of People Buy You

"To succeed, sales professionals must distinguish themselves from their competition. Conversations That Sell provides a blueprint for enlightening conversations that collaboratively guide customers to their best decisions in ways your competitors never thought of, and your customers never dreamed possible. Any salesperson looking to elevate their position with their customers must read this book!"

-- Kendra Lee, President of KLA Group, and author of The Sales Magnet

To be a successful salesperson these days, you need to be having conversations with prospective buyers--collaborative, value-filled, and focused on What's in it for Them. Conversations That Sell shows you how to build the will and the skills you need to get to Win3, win cubed: the solution that benefits you, the buyer, and your company.

Customers today are more informed than ever before, and they want to be listened to and engaged through the buying process. They also want you to use their time effectively. Learn how to make every conversation count--and make the sale--using the author's five-step system: Wait, Initiate, Investigate, Facilitate, Then Consolidate (WIIFT).

Packed with powerful ideas and practical tips, this book will help you develop your will to succeed and the skills to prepare for each conversation; investigate problems, opportunities, wants, and needs; build value for your solution; and close the conversation. You'll see how using the Tribal Types model to identify and adapt to your buyer builds relevancy and efficiency into your sales. Pertinent examples and resources round out this essential guide.

The tools you'll pick up here can be used in all sales situations--and in all conversations. You'll gain the valuable ability to self-assess and self-correct your conversation midstream, and also learn how to:

- Prepare for an effective sales call using the Quick Prep Tool

- Build your drive: the confidence and competence you need to succeed

- Work through objections in a positive way

- Keep the focus where it belongs: on the buyer

There's no doubt about it: Every sales conversation benefits from a salesperson who is well-prepared, fully engaged, and ready to work with the buyer in a collaborative way. Learn how to make every conversation count--and watch your close ratios soar.

Nancy Bleeke is President of Sales Pro Insider, a training and consulting firm that specializes in helping salespeople improve their customer service and sales skills, and enhance their leadership ability. Clients who have benefited from her innovative approach to sales include Motorola, CVS-Caremark, MassMutual, Celestica, and Rexnord.

Review Quotes

..".writing like Ms. Bleeke's does a great job of refreshing perspectives...provide[s] a reality check and to channel your inner sales guru." --Life Insurance Selling

"Become the sales person you never thought you'd be with Conversations That Sell." --Small Business Trends

"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

About the Author

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.