Conversations That Sell e-bog
25,00 DKK
(inkl. moms 31,25 DKK)
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, achi...
E-bog
25,00 DKK
Forlag
AMACOM
Udgivet
10 april 2013
Længde
240 sider
Genrer
Business communication and presentation
Sprog
English
Format
epub
Beskyttelse
LCP
ISBN
9780814431818
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 actAdjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and ExpressersMake conversations flow easily - Address problems, opportunities, wants, and needsWork through objections - Advance and close sales; and morePacked 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 belongson the buyer.