Summary of Conversations That Sell

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Conversations That Sell book summary


7 Overall

8 Applicability

6 Innovation

6 Style


Do you ever wonder why some sales professionals close their deals every time, while equally committed sales reps falter and fall by the wayside? Sales training consultant Nancy Bleeke explains what the best salespeople know that you might not. She details how knowledge, perception, insight and good communication skills come together to create compelling sales discussions and why you should use them to win with buyers, one conversation at a time. Bleeke offers a wealth of highly useful information, including – on her website – a useful, two-page sales-preparation form, the “Quick Prep Tool.” Although her awkward acronyms and their labored explanations can be somewhat annoying, getAbstract suggests that sales managers and salespeople – especially neophytes – will benefit from her knowledgeable insights.

In this summary, you will learn

  • Why collaborative selling is the best approach;
  • Why the “what’s in it for them” (WiifT) sales philosophy puts client needs first;
  • How to use the “Wait, Initiate, Investigate, Facilitate and Then Consolidate” (WIIFT) collaborative sales approach; and
  • How “Tribal Type” categories can help you understand buyers;

About the Author

Nancy Bleeke is the president of Sales Pro Insider.



The Collaborative Salesperson
No potential buyer enjoys being the target of selling, but a good salesperson can turn that feeling around by being an informative collaborator who is focused on the client’s goals.

In the past, buyers had to depend on salespeople to obtain ...

Comment on this summary

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    John Craven 1 year ago
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    Israel Attar 4 years ago
    Makes some good points
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    Mark Leitheiser 5 years ago
    I read the abstract. Love it. I am a Production Superviser and it gve me ideas on selling managements point of view to my workers..Mark
    • Avatar
      Matias Diego Michelis Rodriguez 5 years ago
      Thanks Mark!
      Really good resume.
  • Avatar
    Alfredo Vargas 5 years ago
    I just received this free 7 day trail and I don't know how to use it. please get back to me on how to use it.
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    Dave Bartek 5 years ago
    Any selling advice that says understand your client, how he is measured, and what they are looking for can't be bad. As opposed to the reviewer, I like acronyms and think anything that works to help remember key points is great.
    I liked the slow down and talk (collaborate) rather than 'crank out the calls' approach. Who hasn't had a salesmen give his speil while you have yet to open your mouth as the customer?
    I would have to read to see if it belongs with SPIN, Solution Selling, and others that belong in every sales library.

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