{"product_id":"9780814431818","title":"Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count","description":"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.","brand":"AMACOM","offers":[{"title":"Default Title","offer_id":47068864151792,"sku":"9780814431818","price":8.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780814431818_p0.jpg?v=1763745257","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780814431818","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}