Cantitate/Preț
Produs

The Secret Language of Influence: Master the One Skill Every Sales Pro Needs

Autor Dan Seidman
en Limba Engleză Paperback – 10 apr 2012
Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase.
A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches you to think of influence as something occurring at a level just below the buyer’s awareness.
The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are:
  • motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid);
  • proactive vs. reactive;
  • big picture vs. detail oriented;
  • systems thinkers vs. creative minds;
  • and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs).
Today’s buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.
Citește tot Restrânge

Preț: 11054 lei

Nou

Puncte Express: 166

Preț estimativ în valută:
2116 2180$ 1786£

Carte disponibilă

Livrare economică 11-25 februarie

Preluare comenzi: 021 569.72.76

Specificații

ISBN-13: 9780814417263
ISBN-10: 0814417264
Pagini: 208
Dimensiuni: 152 x 229 x 12 mm
Greutate: 0.32 kg
Ediția:Specială
Editura: Amacom
Colecția Amacom
Locul publicării:Nashville, United States

Descriere

Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase.
A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches you to think of influence as something occurring at a level just below the buyer’s awareness.
The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are:
  • motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid);
  • proactive vs. reactive;
  • big picture vs. detail oriented;
  • systems thinkers vs. creative minds;
  • and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs).
Today’s buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.

Cuprins

AD>

CONTENTS

Preface: Great Persuasion Skills Are Invisible / VII

PART ONE: INFLUENCING OTHERS

1 Breaking Buyers' Patterns / 3

2 Toward Buyers and Away Buyers / 9

3 Buyer Tortoises vs. Buyer Hares / 19

4 Buyers Who Like Proof vs. Buyers Who Don't / 24

5 Artist Buyers vs. Accountant Buyers / 28

6 Big Picture Buyers vs. Detail-Oriented Buyers / 33

7 Four Kids in a Classroom / 36

8 Critical Language Tips / 44

9 Evoke Emotions! / 56

10 The Persuasive Power of Storytelling in Selling / 63

11 Questions That Advance the Sale Closer to the Close / 72

12 The Ultimate Objection-Handling Tool / 86

13 Strategic Listening / 97

14 The Opening Strategy for All Sales Calls / 106

15 How to Be Funny: Humor for Sales Pros / 116

16 Potent Communication Skills / 129

17 High-Influence Cold Calling / 140

PART TWO: INFLUENCING YOURSELF

18 Seven Keys to Influencing Your Brain / 145

19 Heart and Head Check: Self-Test / 162

20 Influence Your Body / 166

21 Know Your Numbers / 171

PART THREE: IMPLEMENTING YOUR INFLUENCE

22 A Summary of Strategies / 179

23 Can't Decide What's Most Important? / 184

24 First Step, Next Steps / 188

25 Model of Sales Excellence Tool / 192

Index / 195


Notă biografică