What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

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9780071769716: What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Reseña del editor:

Build better relationships and Sell More Effectively With a Powerful SALES STORY

“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.”
—John Burke, Group Vice President, Oracle Corporation

“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.”
—Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone

“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”
—Gerhard Gschwandtner, publisher of Selling Power

“This book breaks the paradigm. It really works miracles!”
—David R. Hibbard, President, Dialexis Inc™

What Great Salespeople Do humanizes the sales process.”
—Kevin Popovic, founder, Ideahaus®

“Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.”
—Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC

About the Book:

This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.

Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn.

The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to:

  • Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged
  • Use the power of story to influence buyers to change
  • Make your ideas, beliefs, and experiences “storiable” using a proven story structure
  • Build a personal inventory of stories to use throughout your sales cycle
  • Tell your stories with authenticity and real passion
  • Use empathic listening to get others to reveal themselves
  • Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers

Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

Reseña del editor:

The next game-changing sales method--from the creator of Solution Selling! Michael Bosworth, the founder of Solution Selling, teams up with Ben Zoldan to present a framework based on the latest research in brain science to help you sell with greater confidence, effectiveness, and purpose. What Great Salespeople Do explains how to create and deliver the perfect "sales story" to emotionally connect with prospects and build meaningful relationships. Mike Bosworth founded two of the most successful businesses in the B2B sales arena: Solution Selling and CustomerCentric Selling. He is the author of Solution Selling and coauthor of CustomerCentric Selling. Ben Zoldan cofounded Story Leaders with Bosworth, a firm that helps engage, inspire, and influence customers and employees using the sales story.

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Michael T. Bosworth, Ben Zoldan
Editorial: McGraw-Hill Education - Europe, United States (2012)
ISBN 10: 0071769714 ISBN 13: 9780071769716
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Descripción McGraw-Hill Education - Europe, United States, 2012. Hardback. Estado de conservación: New. 231 x 152 mm. Language: English . Brand New Book. The next game-changing sales method--from the creator of Solution Selling! Michael Bosworth, the founder of Solution Selling, teams up with Ben Zoldan to present a framework based on the latest research in brain science to help you sell with greater confidence, effectiveness, and purpose. What Great Salespeople Do explains how to create and deliver the perfect sales story to emotionally connect with prospects and build meaningful relationships. Mike Bosworth founded two of the most successful businesses in the B2B sales arena: Solution Selling and CustomerCentric Selling. He is the author of Solution Selling and coauthor of CustomerCentric Selling. Ben Zoldan cofounded Story Leaders with Bosworth, a firm that helps engage, inspire, and influence customers and employees using the sales story. Nº de ref. de la librería AA39780071769716

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Michael T. Bosworth, Ben Zoldan
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Descripción McGraw-Hill Education - Europe, United States, 2012. Hardback. Estado de conservación: New. 231 x 152 mm. Language: English . Brand New Book. The next game-changing sales method--from the creator of Solution Selling! Michael Bosworth, the founder of Solution Selling, teams up with Ben Zoldan to present a framework based on the latest research in brain science to help you sell with greater confidence, effectiveness, and purpose. What Great Salespeople Do explains how to create and deliver the perfect sales story to emotionally connect with prospects and build meaningful relationships. Mike Bosworth founded two of the most successful businesses in the B2B sales arena: Solution Selling and CustomerCentric Selling. He is the author of Solution Selling and coauthor of CustomerCentric Selling. Ben Zoldan cofounded Story Leaders with Bosworth, a firm that helps engage, inspire, and influence customers and employees using the sales story. Nº de ref. de la librería AA39780071769716

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Descripción McGraw-Hill Education, 2012. HRD. Estado de conservación: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9780071769716

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Descripción McGraw-Hill Education. Hardcover. Estado de conservación: New. 0071769714 Brand New Book. Ships from the United States. 30 Day Satisfaction Guarantee!. Nº de ref. de la librería 15565403

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Descripción McGraw-Hill Education, 2012. Hardcover. Estado de conservación: New. Nº de ref. de la librería 0071769714

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Descripción McGraw-Hill Education - Europe, 2012. Estado de conservación: New. 2012. 1st Edition. Hardcover. From the creator of CustomerCentric Selling--using the sales story to trigger positive cognitive reactions in prospects, build meaningful relationships, and close more sales Num Pages: 256 pages, ill. BIC Classification: KJS. Category: (G) General (US: Trade). Dimension: 236 x 176 x 22. Weight in Grams: 490. . . . . . . Nº de ref. de la librería V9780071769716

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