Conversations That Sell Book Summary - Conversations That Sell Book explained in key points
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Conversations That Sell summary

Nancy Bleeke

Collaborate with Buyers and Make Every Conversation Count

4.4 (28 ratings)
18 mins

Brief summary

'Conversations That Sell' by Nancy Bleeke teaches sales professionals how to have authentic and effective conversations with clients, helping them build relationships, identify needs, and close more deals. It offers actionable tips and techniques for success in sales.

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    Conversations That Sell
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    The most important thing in selling is you, so show your strengths.

    Remember what salespeople were like when you were a kid? Pushy and slick?

    Things are dramatically different today. For one, the stakes are higher.

    Most products or services in today’s businesses look fairly similar, and are priced similarly too. Because of this, the one-to-one pitching approach won’t cut it anymore. Buyers aren’t looking for someone to just talk about a product and its features. They’re looking for someone that can make positive and lasting changes to their company, and above all someone who understands their concerns and ideas. Companies don’t need salespeople. They need differentiators.

    So what makes a good differentiator? Three things: preparation, transparency and self-confidence.

    Prepare yourself by ensuring you fully understand your client’s situation. Collect as much information as possible not just beforehand, but throughout the process, too. The main thing is that you focus on them.

    Don’t see yourself as a salesperson trying to make a pitch, but a salesperson who guides the process, helps their client to overcome obstacles and outlines opportunities – so be open and trustworthy!

    This in turn will allow you to build a valuable relationship with your client, which is vital for a successful sales process. To further strengthen this relationship, let your personality and its strengths shine through.

    When she was new to selling, the author had a mentor who recommended focusing sales conversations on the product. But after a few early failures she realized that when she put her own personality and creativity on show, companies trusted her more, making her more likely to close the sale.

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    What is Conversations That Sell about?

    Conversations That Sell (2013) reveals the changing nature of sales as its focus shifts away from waxing lyrical about a product to demonstrating a commitment to the needs of the buyer. From preparation to problem solving, these blinks guide you to a winning sales conversation and a strong sales career.

    Best quote from Conversations That Sell

    You are an essential component of what you sell.

    —Nancy Bleeke
    example alt text

    Who should read Conversations That Sell?

    • Anyone in sales looking to accelerate their career
    • Salespeople who are fed up with traditional sales strategies
    • Managers of salespeople or people setting up sales teams

    About the Author

    Nancy Bleeke is the founder and president of the training and consulting company Sales Pro Insider. She is the developer of the Genuine training courses.

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