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

4.3 (29 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
    Summary of 9 key ideas

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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.

    Conversations That Sell Review

    Conversations That Sell (2013) is a practical guide that equips you with the tools to master the art of selling through effective conversations. Here's why this book is worth reading:

    • With its focus on actionable strategies and techniques, it provides invaluable insights on how to close deals and build strong relationships with clients.
    • The book combines real-life examples and practical exercises to help you apply the concepts in your own sales conversations, making it highly relevant and applicable.
    • By emphasizing the importance of active listening and asking the right questions, the book ensures that your sales conversations are engaging and meaningful, keeping boredom at bay.

    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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    Conversations That Sell FAQs 

    What is the main message of Conversations That Sell?

    The main message of Conversations That Sell is the power of effective communication to drive sales success.

    How long does it take to read Conversations That Sell?

    The reading time for Conversations That Sell may vary, but it typically takes several hours. The Blinkist summary can be read in just 15 minutes.

    Is Conversations That Sell a good book? Is it worth reading?

    Conversations That Sell is worth reading as it provides valuable insights and practical strategies for improving sales conversations.

    Who is the author of Conversations That Sell?

    The author of Conversations That Sell is Nancy Bleeke.

    What to read after Conversations That Sell?

    If you're wondering what to read next after Conversations That Sell, here are some recommendations we suggest:
    • Sell Like Crazy by Sabri Suby
    • The 5 AM Club by Robin Sharma
    • Thinking, Fast and Slow by Daniel Kahneman
    • The Brain Sell by David Lewis
    • Super Human by Dave Asprey
    • Flipnosis by Kevin Dutton
    • Bringing Out the Best in People by Aubrey C. Daniels
    • Eat, Pray, Love by Elizabeth Gilbert
    • The 7 Habits of Highly Effective People by Stephen R. Covey
    • How Highly Effective People Speak by Peter Andrei