The Secret Language of Influence: Master the One Skill Every Sales Pro Needs
Autor Dan Seidmanen Limba Engleză Paperback – 10 apr 2012
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).
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Specificații
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
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).
Cuprins
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