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The Secret Language of Influence [Elektronisk resurs] Master the One Skill Every Sales Pro Needs.

Seidman, Dan. (författare)
ISBN 9780814417270
Publicerad: New York : AMACOM, 2012
Engelska 1 online resource (209 p.)
  • E-bok
Innehållsförteckning Sammanfattning Ämnesord
Stäng  
  • Contents; Preface: Great Persuasion Skills Are Invisible; PART ONE: INFLUENCING OTHERS; 1 Breaking Buyers' Patterns; 2 Toward Buyers and Away Buyers; 3 Buyer Tortoises vs. Buyer Hares; 4 Buyers Who Like Proof vs. Buyers Who Don't; 5 Artist Buyers vs. Accountant Buyers; 6 Big Picture Buyers vs. Detail-Oriented Buyers; 7 Four Kids in a Classroom; 8 Critical Language Tips; 9 Evoke Emotions!; 10 The Persuasive Power of Storytelling in Selling; 11 Questions That Advance the Sale Closer to the Close; 12 The Ultimate Objection-Handling Tool; 13 Strategic Listening. 
  • 14 The Opening Strategy for All Sales Calls15 How to Be Funny: Humor for Sales Pros; 16 Potent Communication Skills; 17 High-Influence Cold Calling; PART TWO: INFLUENCING YOURSELF; 18 Seven Keys to Influencing Your Brain; 19 Heart and Head Check: Self-Test; 20 Influence Your Body; 21 Know Your Numbers; PART THREE: IMPLEMENTING YOUR INFLUENCE; 22 A Summary of Strategies; 23 Can't Decide What's Most Important?; 24 First Step, Next Steps; 25 Model of Sales Excellence Tool; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y. 
  • 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 comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money they'll save, while others respond to the pain they'll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to 

Ämnesord

Consumer behavior. 
Persuasion (Psychology). 
Sales promotion. 
Selling. 

Genre

Electronic books.  (LCSH)

Klassifikation

HF5438.25 .S43574 2012 (LCC)
658.85 (DDC)
Qblnc (kssb/8 (machine generated))
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