If you want a steer on a great introduction to how salespeople need to engage with their prospects these days look no further than Nancy Bleeke’s book ‘Conversations That Sell’.

Published midway through this year it’s an easy, logical read with a fair number of insights into the changing demands of buyers today – and how salespeople need to address those changes. What’s particularly interesting is that it refutes some of the findings from Josiane Chriqui Feigon that I posted about last week. Seems they disagree on whether the salesperson’s role is becoming more or less important to the buyer.

Her site is currently offering the first chapter free.

http://www.conversationsthatsell.com

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• Don’t Spook Your Prospects: 5 Sure-Fire Ways to Keep Your Prospects From Fleeing in Fear (socialmediatoday.com)