Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count

图书标准信息

• 作者 Nancy Bleeke 著
• 出版社 McGraw-Hill Education
• 出版时间 2013-04
• 版次 1
• ISBN 9780814431801
• 定价 203.30元
• 装帧 平装
• 开本 其他
• 纸张 其他
• 页数 240页
• 正文语种 英语

【内容简介】

Today’sbuyerswantmorefromsalesprofessionalsthanasimpleconsultation.Whatthey’rehungryforaremeaningful,collaborativeconversationsbuiltonmutualvalueandtrust,thatresultinaWin3...wherethey,theseller,andtheorganization,achieveawinningoutcome.
ConversationsThatSellintroducessalesprofessionalstothecollaborativeconversationskillstheyneedtocapturethebuyer’sattentionandsecurebusiness.Basedontheauthor’sfive-stepsalessystem,What’sinItforThem(WIIFT)—Wait,Initiate,Investigate,Facilitate,ThenConsolidate—thebookshowsreadershowto:
Prepareforaneffectivesalescall
Identifysalesopportunitiesandthefactorsthatdrivebuyerstoact
Adjusttheirapproachtothetypeofbuyer—Achievers,Commanders,Reflectors,andExpressers
Makeconversationsfloweasily
Addressproblems,opportunities,wants,andneeds
Workthroughobjections
Advanceandclosesales
Andmore
Packedwithvaluabletoolsandexamples,salespeopleinallindustrieswilldiscoverhowtoincreasetheirshort-andlong-termsalessuccessbykeepingthefocusofeveryconversationwhereitbelongs—onthebuyer.

【作者简介】

NancyBleekeispresidentofSalesProInsider,atrainingandconsultingfirmspecializinginsaleseffectiveness.HerclientsincludeMotorola,CVS-Caremark,Celestica,MassMutual,andRexnord.