Conversations That Sell

Collaborate with Buyers and Make Every Conversation Count

 Conversations That Sell

Author: Nancy Bleeke
Pub Date: April 2013
Print Edition: $17.95
Print ISBN: 9780814431801
Page Count: 240
Format: Paper or Softback
e-Book ISBN: 9780814431818

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Table of Contents

Contents

 

Foreword, by Jill Konrath

Acknowledgments

 

Introduction

 

PART I

Selling in Today’s Transparent World

 

1 The Importance of You in Selling: Being a Real Part of the Solution

Your Role in the Solution You Sell

Fake It ‘Til You Make It: Does That Work?

There’s Nowhere to Hide in a Transparent World

Adopt and Adapt Best Practices to Escalate Your Value and Sales

 

2 Collaborative Selling:Where Every Conversation Matters

and Everyone Wins

Why Collaborative Selling Works

Collaborative Selling Is Consultation Plus

When You Collaborate, Everyone Wins

How Collaborative Selling Works in Challenging Situations

Is Collaborative Selling Worth the Effort?

Quick Tips for Collaborative Selling

 

PART I I

The What and How of Collaborative Sales Conversations

 

3 Systematized Success: Make Every Conversation Count

Five Steps to Systematic Sales Success

Prepare to Succeed

Prove the Value

Quick Tips for Using the WIIFT SystemTM

 

4 Tribal Types:Work and Sell with Buyers the Way They Want to Be

Worked With

Introducing the Tribal Types™ Model

Achievers

Commanders

Reflectors

Expressers

Identifying and Using Tribal Types

Strategies for Selling with Tribal Types

Quick Tips for Using Tribal Types

 

5 Wait: The Conversation Starts with You

Five Actions to Prepare for a Conversation that Counts

Action 1: Eliminate Your Distractions

Action 2: Focus on What’s in It for Them in This Conversation

Action 3: Review Notes from Previous Meetings or Research

Action 4: Check Your Mirror and Materials

Action 5: Prepare Your Mind to Engage with the Buyer

Quick Tips for Preparing for Your Sales Conversation

 

6 Initiate: Win Them at Hello with a Purposeful Start

Five Actions to Ensure a Purposeful Conversation Start

Action 1: Greet

Action 2: Explain Why You Are Connecting

Action 3: Ask Questions to Engage and Get Them Talking

Action 4: Use Appropriate Eye Contact and Open Ears

Action 5: Focus on What They Are Communicating—Words and Intent

Adjust Your Initiation to the Situation

Quick Tips for Initiating Your Conversation

 

7 Investigate: Investigation or Interrogation?

Five Actions to Investigate Compelling POWNsTM

Action 1: Ask Relevant, Open-Ended Questions

Action 2: Listen Actively

Action 3: Ask Follow-Up Questions

Action 4: Paraphrase What the Buyer Has Stated

Action 5: Qualify and Confirm Your Opportunity

Group Investigations

Quick Tips to Investigate POWNsTM

 

8 Facilitate, Part I: Create Collaborative Solution Presentations

Focused on the Buyer

Five Actions That Make It Easy for Buyers to Connect to Your Solution

Action 1: Explain Your Solution by Connecting Whats to WiifTs

Action 2: Include Others in the Presentation and Ask for Feedback

Action 3: Provide Proof to Support Your Solution

Action 4: Present Costs Followed by Value

Facilitating a Group Sales Conversation

What to Do When Your Solution Doesn’t Fit

Quick Tips to Facilitate the Presentation of Your Solution

 

9 Facilitate, Part II:Work Through Objections

Action 5: Ask for and Work Through Objections with Stop, Drop,

and Roll™

Prepare to Work Through Objections

Tap Into Emotions That Affect Working Through Objections

Skip the “Buts” That Hinder Collaboration

Strategies to Work Through Objections with the Tribal Types

Traps to Avoid When Faced with Objections and Concerns

Turn Objections Into Opportunities

Quick Tips to Work Effectively Through Objections

 

10 Then Consolidate: Close Every Conversation with Purpose

Know What You Are Closing

Five Actions That Consolidate Your Win3 Conversations

Action 1: Complete a Decision Readiness Check

Action 2: Confirm the Value Your Solution Will Provide

Action 3: Ask for a Decision or Commitment to Action

Action 4: Identify the Next Steps with Specifics

Action 5: Close the Conversation

Quick Tips for Consolidating Your Conversations

 

PART I I I

The Factors That Make or Break Your Sales

 

11 Will You or Won’t You Succeed? It’s Your Choice

“Skill and Will”: The Dynamic Duo of Sales Success

The Success Drivers of Top Sales Professionals

Quick Tips to Build Your Drive to Succeed

 

12 The Tools of the Trade:What’s in Your Toolbox?

Sales Conversation Preparation Tools

Powerful Technology-Based Tools

The Most Important Sales Tool: You!

Quick Tips to Use What’s in Your Toolbox

 

13 Now What? Action Time!

Target Your Success with Ready, Aim, Succeed

Get Ready

Take Aim

Act to Succeed

Take Action, and Update and Confirm Your Plan

Celebrate!

Quick Tips to Achieve Your Goals

 

Index

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