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

by Nancy Noel Bleeke

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.

Genres: Business, Buisness

240 pages, Paperback

First published March 1, 2013

Reviews

[John Browning · Rating 4 out of 5]

Good solid material - the idea of identifying the type of person you are speaking to is a well worn but true topic. The idea of enhancing the user experience is as well. However the material was presented well and was a good reminder

[Katie · Rating 5 out of 5]

Conversations That Sell is full of straight forward and useful information on how to approach selling in today’s business world. Nancy Bleeke explains that sellers need to adapt to the way sales currently work, and that means using new sales techniques. Gone are the days of the slick shyster salesman; thanks to the internet and how easy information is to access, customers are too informed for this to work. Bleeke advocates straightforward, collaborative sales techniques that will benefit the salesperson, the customer, and the business, creating a win-win-win situation.

I really liked Bleeke’s advice and found this book both very insightful and useful. She outlines strong sales practices and details why they are useful today, how there are different types of customers (and how to meet each groups needs), and covers a five step sales system. I think this book is a complete guide for improving or learning sales skills, and is easy to read and follow.
I received a free copy of the book in exchange for an honest review.

[Melissa]

I have been a student of sales & marketing for at least 30 years now. Of all the books that I have read (too many to count) there are only about 20 - 30 that I keep on my bookshelf. These are the books that I will purchase for someone before I would ever lend out my copy. Conversations that Sell by Nancy Bleeke is one of these books. Like Nancy, I never saw myself as a sales person. I would guess that many people in sales began the same way. Maybe that's why her words resonated with me. Sales is not about being pushy or unethical. It's about helping people. I also value how she was able to explain the different styles of buyers and how to present your solution differently for each style. This is not about being manipulative. It's about speaking your buyers language. Nancy provides a number of systems that anyone can use. If you follow her systems, you can duplicate her success. I also see this as much more than a book for salespeople. Her systems can be applied in all of our relationships. I have 3 teenagers. Trust me, they allow me to practice these systems every day!

[Marievic · Rating 5 out of 5]

I'm pretty sure I can speak for a lot of people when I say this... but there are are so many salespeople who can be complete jerks, either too aggressive, not professional, or you can just tell they know nothing about what they are trying to sell you so they give you a bunch of BS. These people can learn a lot from this book! The author's "WIIFT" method is perfect! Everyone wants to know they are getting a good deal and Nancy really has brought some great techniques for you to follow. Reading this book would be greatly beneficial and I would recommend it to all salespeople or anyone interested in sales.

I received a free copy of the book in exchange for an honest review.

[Nicole Tahsildar · Rating 5 out of 5]

i was having as hard time closing sales. This book was recommended to me by my regional training director and after reading this book, I went from a week without closing any sales to a week with 4 sales closing. Since reading this book I have steadily increased my sales.

[Haelhaelhael · Rating 4 out of 5]

This is not your ordinary sales book. This has so much value in sales.