CONVERSATIONS THAT SELL: COLLABORATE WITH BUYERS AND MAKE EVERY CONVERSATION COUNT

Book ID/图书代码： 00431012B57347

English Summary/英文概要： Today’s buyers want more from sales professionals than a simple consultation. What they’re hungry for are meaningful, collaborative conversations built on personal connection and trust, that result in a WIN3...where they, their organization, and the seller arrive at a common solution.

This book introduces sales professionals to the collaborative conversation skills they need to capture the buyer’s time 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 •And more

Packed with valuable tools and examples, salespeople in all industries will dis cover how to increase their short and long-term sales success by keeping the focus of every conversation where it belongs—on the buyer.

Chinese Summary/中文概要： 现在的买家更希望得到专业销售人员的帮助，而不是简单的咨询。他们渴求建立在私人联系上的，可以互相信任的，一个合作式的有意义的谈话。这就产生了WIN3，他们的组织和销售方寻求一个彼此都接受的解决方案。

这本书介绍了专业销售人员合作式的谈话技巧，这些技巧让他们捕捉到顾客的时间以及将这笔生意攥在手中。作者有五步销售系统，它们分别是什么呢？——等待、启动、调查、促进，最后合并。这本书也展示了如何去完成这些步骤。

准备一个有效的销售拜访：

•弄清楚促进买家行动的销售机会和因素

•调整方法来适应买家的类型，比如有成就的人、指挥官、反映者、表达者

•让谈话更流利并容易进行

•记下出现的问题、机会，客户的愿望、需求

•通过一些反对意见让工作更完善

•等等。

通过将有用的工具和例子打包，在各行各业中的销售人员会学会，如何通过对和买家的每一次对话保持专注，来提高他们短期和长期销售的成功率。(LNL)

Awards/获奖情况：

About the Author/作者介绍： NANCY BLEEKE 是销售内情的领军人物，也是在销售效率方面的专业培训和咨询公司的总裁，她的客户包括摩托罗拉公司、CVS-Caremark公司、天鸿、万通和莱克斯诺。

NANCY BLEEKE is president of Sales Pro Insider, a training and consulting firm spe ci al izing in sales effectiveness. Her clients include Motorola, CVS-Caremark, Celestica, MassMutual, and Rexnord.

Format:HARDCOVER

Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE

Complex/Traditional Chinese/繁体中文：AVAILABLE

Sales in other countries/其他国家销售情况：

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