{"product_id":"conversational-selling-norm-trainor-9781997596349","title":"Conversational Selling","description":"\u003cp\u003e\u003cstrong\u003eHelping advisors thrive is at the core of everything we do at The Covenant Group.\u003c\/strong\u003e \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWe apply a best practices methodology to answer the question: What distinguishes the top performing advisors from the other 99%? What has led to their success is the implementation of a set of six principles. Top performers apply these principles to set themselves up for sustainable growth: \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003ePrinciple #1: Where relationships matter, so too do conversations and stories.\u003c\/p\u003e\u003cp\u003ePrinciple #2: The narrower your focus, the bigger the opportunity.\u003c\/p\u003e\u003cp\u003ePrinciple #3: If you know how to open, you don't have to close.\u003c\/p\u003e\u003cp\u003ePrinciple #4: Buying is a series of micro-decisions.\u003c\/p\u003e\u003cp\u003ePrinciple #5: What separates high performers from average performers is the time horizon in which they think and act, plan and implement.\u003c\/p\u003e\u003cp\u003ePrinciple #6: There are three truths in decision-making. All decisions are value based, confidence based, and risk based.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eYou don't have to take my word for it. This book features interviews with highly successful advisors, so you will see how they apply the principles in real-life scenarios. You stand to learn from the best how to manage and grow client relationships.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eOne more key item separates elite performers from average performers-they understand the importance of stories. A sales conversation involves stories. The buyer and seller share their narratives. A successful outcome is a shared story.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eMy purpose in writing this book is to help advisors reach the next level of their business and the level after that. The concepts are practical and proven. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003e\u003cem\u003eIn these pages are models and methods that enable you to attract and retain the right clients.\u003c\/em\u003e\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Norm Trainor\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1997596342\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781997596349\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Northern Forest Publishing\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 12\/15\/2025\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 212\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.22lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.69d","brand":"Norm Trainor","offers":[{"title":"Hardcover","offer_id":48454328156415,"sku":"9781997596349","price":29.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_eff2bafe-7ec4-4c05-8af4-f1316106e2bb.jpg?v=1777305546","url":"https:\/\/www.whiterainbookhouse.com\/products\/conversational-selling-norm-trainor-9781997596349","provider":"WR Book House","version":"1.0","type":"link"}