Summary of Conversations That Sell
Copyright © 2013 AMACOM, a division of American Management Association
Looking for the book?
We have the summary! Get the key insights in just 10 minutes.
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.
Comment on this summary
2 years agointeresting
4 years agoMakes some good points
5 years agoI 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
5 years agoThanks Mark!
Really good resume.
5 years agoI 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.
5 years agoAny 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.