The secret language of influence : master the one skill every sales pro needs /

Great selling is invisible. Influence occurs at a level just below the buyer's awareness. That's important because today's buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words-the right words-can transform an awkward sales call into a co...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Seidman, Dan (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, American Management Association, [2012]
Temas:
Selling.
Consumer behavior.
Persuasion (Psychology)
Vente.
Consommateurs > Comportement.
selling.
BUSINESS & ECONOMICS > Distribution.
BUSINESS & ECONOMICS > Marketing > General.
Consumer behavior
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Part one: influencing others. Breaking buyers' patterns
  • Toward buyers and away from buyers
  • Buyer tortoises vs. buyer hares
  • Buyers who like proof vs. buyers who don't
  • Artist buyers vs. accountant buyers
  • Big picture buyers vs. detail-oriented buyers
  • Four kids in a classroom
  • Critical language tips
  • Evoke emotions!
  • The persuasive power of storytelling in selling
  • Questions that advance the sale closer to the close
  • The ultimate objection-handling tool
  • Strategic listening
  • The opening strategy for all sales calls
  • How to be funny: humor for sales pros
  • Potent communication skills
  • High-influence cold calling
  • Part two: influencing yourself. Seven keys to influencing your brain
  • Heart and head check: self-test
  • Influence your body
  • Know your numbers
  • part three: implementing your influence. A summary of strategies
  • Can't decide what's most important?
  • First steps, next steps
  • Model of sales excellence tool.

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