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Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count Kindle Edition
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"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--This text refers to the paperback edition.
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.|
Winner of the Top Sales World Magazine's 2013 Top Sales & Marketing Book Award, Gold Medal--This text refers to the paperback edition.
- File size : 1590 KB
- Publication date : April 10, 2013
- Word Wise : Enabled
- Print length : 241 pages
- Publisher : AMACOM (April 10, 2013)
- ASIN : B00BW8SFQK
- Language: : English
- Text-to-Speech : Enabled
- Enhanced typesetting : Enabled
- X-Ray : Not Enabled
- Simultaneous device usage : Up to 5 simultaneous devices, per publisher limits
- Lending : Not Enabled
- Best Sellers Rank: #720,381 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
Top reviews from the United States
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This book has so much valuable, actionable information that I had read the book three times and am actively taking notes each time I read it. I realized so much of what I was doing was wrong and that selling doesn’t need to be a slimey high pressure exercise. Instead, it is fun and I can see how I am helping future and prospective clients while increasing my confidence immensely!
If you want a great book that gives you clear actionable steps to help you increase your sales while giving the client a better experience, this is the book for you!
"So many salespeople hide behind their products and services. They think that’s what matters. But it’s not. People want to work with you because of what you bring to the relationship...Effective selling is about having meaningful, collaborative conversations where you, the buyer, and your companies win, and where you are an important part of your solution."
"What makes a buyer choose your solution over your competitor’s is often you— your understanding of their situation, your concern for their need, your ideas about how they might best use your solution, and the confidence you give them in your company’s solution."
Nancy Bleeke emphasizes that collaborative selling doesn't have to be complex and applies virtually in every situation, from transactional selling to complex procurement based sales. Collaboration can be as simple as a single conversation, done correctly. For that Ms. Bleeke provides a methodology: Wait, Initiate, Investigate, Facilitate, and Then Consolidate. Do this for a conversation, a BlueSheet, or a strategic plan.
"Conversations that Sell" is a must read for salespeople that want to be more than taking brochures or break the stereotype of all salespeople being "used car salespeople." This is a fantastic book. Become more effective, happier in the profession of selling, make more money and have better customer relationships by using, not simply reading, this book.
Most people don't learn sales - it's just something you pick up over time. This book will quickly enhance your sales skills and put you in the best possible position to clearly articulate your value for your customer.
I saw client acquisition and close rates skyrocket after reading this book!