Conversations That Sell

NANCY BLEEKE is president of Sales Pro Insider, a training and consulting firm specializing in sales effectiveness. Her clients include Motorola, CVS-Caremark, Celestica, MassMutual, and Rexnord.

• 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