- Cover
- Title
- Copyright
- Contents
- Foreword
- Acknowledgments
- Introduction
- Part I: Selling in Today’s Transparent World
- Part II: The What and How of Collaborative Sales Conversations
- 3 Systematized Success: Make Every Conversation Count
- 4 Tribal Types: Work and Sell with Buyers the Way They Want to Be Worked With
- 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 POWNs ™
- 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 POWNs ™
- 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 Win 3 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 III: The Factors That Make or Break Your Sales
- Index
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