What great salespeople do : the science of selling through emotional connection and the power of story /

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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 build...

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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Bosworth, Michael T.
Other Authors: Zoldan, Ben
Format: Electronic eBook
Language:Inglés
Published: New York : McGraw-Hill, Ã2012.
Subjects:
Selling.
Sales management.
Marketing.
Vente.
Ventes > Gestion.
selling.
marketing.
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Cover
  • Contents
  • Appreciation
  • Introduction
  • Chapter 1 The Old Paradigm
  • Chapter 2 Earth Is No Longer the Center of the Universe
  • Chapter 3 The Hidden Power of Vulnerability
  • Chapter 4 Our Brains on Story
  • Chapter 5 Story Building
  • Chapter 6 Stories for Selling
  • Chapter 7 The Collaboration: Storytelling and Story Tending
  • Chapter 8 Empathic Listening
  • Chapter 9 Shifting the Herd: The Enterprise Sale
  • Chapter 10 The "Storiable" Organization
  • Chapter 11 Continuing the Journey
  • Index.

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