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Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count Paperback – April 1, 2013


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Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count + Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World + SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
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Product Details

  • Paperback: 240 pages
  • Publisher: AMACOM (April 1, 2013)
  • Language: English
  • ISBN-10: 0814431801
  • ISBN-13: 978-0814431801
  • Product Dimensions: 9 x 6.1 x 0.6 inches
  • Shipping Weight: 13.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (34 customer reviews)
  • Amazon Best Sellers Rank: #269,295 in Books (See Top 100 in Books)

Editorial Reviews

Review

"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



“…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



Winner of the Top Sales World Magazine's 2013 Top Sales & Marketing Book Award, Gold Medal



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

Book Description

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.


More About the Author

Nancy Bleeke has been one to 'get it done' her entire life. Smart,energetic, and positive with a need to help others, she overcame her reluctance about selling as a career to not only find personal success, but become expert at helping others learn how to sell well. Her philosophy is that selling is helping others do or decide something conversation by conversation.

"When you make everything you do and say focus on What's in it for THAT buyer, you succeed."

Nancy has earned her expert title by earning her BBA and MBA and training, coaching, and hiring thousands of sellers around the world. She was recently listed as a Top Sales and Marketing Influencer for 2013 by Top Sales World.

To learn more visit: www.conversationsthatsell.com

Customer Reviews

4.9 out of 5 stars
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This book makes great reading and can help you make more money!
Steven Rosen, Author 52 Sales Management Tips
The focus of this book is on collaborative selling; working with your customers and prospects to find out what helps everyone win.
Philip R. Gerbyshak
I received a free copy of the book in exchange for an honest review.
ForeverYoung

Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Philip R. Gerbyshak on August 12, 2013
Format: Paperback
Conversations That Sell is unlike any other sales book I've read. Instead of offering many ways to "close" your customers, it offers you real ways you can open your customer up so they can sell themselves. The focus of this book is on collaborative selling; working with your customers and prospects to find out what helps everyone win. The WIIFT (what's in it for them) system outlined in this book really works to grow your sales, and every tool in this book will be a good fit in your tool belt, whether you're a long time sales person or someone who doesn't even feel they are in sales.

While there are so many useful elements in this book, my favorite (and most useful) is the focus on ME, the sales person, in the first chapter. Rather than hurry about and make a sales call, Conversations that Sell tells us to wait first. This tip alone has earned me many thousands of dollars with new clients, and focuses my thinking on the customer's needs instead of my own.

This book is a must read, and the tips are must do if you want to earn your customer's trust - and your paycheck.
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1 of 1 people found the following review helpful By Rebecca of Amazon HALL OF FAMETOP 500 REVIEWERVINE VOICE on July 7, 2014
Format: Paperback
Hard sell techniques may not be the best methods to use these days. Instead companies should be thinking about what value they bring to their customer's lives. In order to become a more successful seller this book promotes a more collaborative selling approach. The author emphasizes the importance of preparation and explains how to work with people who are achievers, commanders, reflectors or expressers. This book explains how sellers often talk too much and emphasizes that listening should also be part of the process. I liked the section on what not to say to a buyer. Also there were some good quotes throughout. This book will help you look at selling in a new light and will help you tailor an approach to your specific clients. Very helpful.

~The Rebecca Review

I received a free copy of this book for review. This review is my honest opinion.
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1 of 1 people found the following review helpful By Trish Bertuzzi on September 8, 2013
Format: Paperback
In this day and age there is so much focus on how to "get to" a buyer that we often forget what to do when we actually need to "have a conversation". This book changes that.

Nancy hit the nail on the head with her focus on collaborative selling. She defines it as being on the same side as your buyer working with them to achieve something you both want. They want a solution, you want a sale. Those two things are not mutually exclusive but how you approach this type of sales process is unique. This book give you the tools to accomplish that task.

I particularly like how this author takes the WIIFT (What Is In It For Them) acronym and made it actionable via a sales strategy. W - Wait I - Initiate I - Investigate F - Facilitate T - Then Consolidate.

Loved the information in this book and the style in which it was delivered. It was like having a conversation with the author and when it comes to sales books.. what is better than that?
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1 of 1 people found the following review helpful By Dan Waldschmidt on August 6, 2013
Format: Paperback Verified Purchase
Length: 4:11 Mins
Not sure why buyers hide from your calls? Not sure what to say to prospects? Nancy Bleeke rolls back the curtain on "Conversations That Sell". It's a practical guide to moving the needle on productivity and sales growth. Buy it!
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1 of 1 people found the following review helpful By John Chancellor TOP 500 REVIEWERVINE VOICE on March 29, 2013
Format: Paperback
This book is intended and written for the professional salesperson who wants to significantly improve their sales performance. Nancy Bleeke, the author is a reluctant salesperson. She got her start in HR but eventually realized that no matter our title, all of business and life involves selling. In addition to selling products/services, we are all trying to sell our ideas, plans and point of view. Her initial resistance to sales came from the society's tendency to stereotype salespeople negatively. Once she overcame that perception and moved into sales, she approached it as a very serious student.

Eventually she founded her own sales training company. This book is based on the methods she has used to train thousands of professional salespeople all around the world.

The book is written in a very conversational tone, the concepts are straightforward and easy to understand. There are plenty of examples from her own experience as a professional salesperson as well as from her trainings. She and her clients have enjoyed remarkable success based on these methods. So for the professional looking to improve their performance, this is a very valuable resource.

Most people involved with marketing or sales have heard the acronym WIIFM - What's In It For Me. Ms Bleeke suggests that the salesperson needs to adjust that to WIIFT - What's In It For Them. While the WIIFM tells us that the prospect is always thinking about what's in it for them, the salesperson needs to adjust their thinking to that of the prospects.

She then uses the WIIFT to develop a sales process: Wait, Initiate, Investigate, Facilitate and Then Consolidate.
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1 of 1 people found the following review helpful By Alice Kemper on March 6, 2013
Format: Paperback Verified Purchase
This isn't just another sales book. Conversations that Sell is filled with tools for today's sales arena. It's consultative selling PLUS and that's why the game changing tools are perfect for today's sales people. Other sales books talk about preparation, yet this book's first step in the WIIFT sales system is Wait (Chapters 3 and 12). Wait includes preparation for the conversation with the buyer AND preparation for yourself to keep you from losing yourself in a robotic process and truly be genuine. Another game changer tool is the 4 Point Investigate Model. This line of questioning is so collaborative, it makes it easier to advance more sales or know when to walk away from one. Sales people know to ask questions - only are we asking the right questions? This 4 Point Model is so specific to drill to 'tomorrow' outcomes as they already have today. Customers really want to buy tomorrow. I know it's easier to get caught up into today questions and think I'm asking good questions. One more game changer (there are so many to pick from)is the Success Drivers and Goal Transparency in particular (Chapter 13). It's great to have Goal planning in a sales book and not treat it as a second skill after you improve how to sell. Set business and personal goals at the same time you're paying attention to shifting your sales conversations and there's potential to achieve more. I recommend this book for all sales experience levels.
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