Secret Language of Influence: Master the One Skill Every Sales Pro Needs - Couverture souple

Seidman, Dan

 
9780814417263: Secret Language of Influence: Master the One Skill Every Sales Pro Needs
Couverture souple
ISBN 10 : 0814417264 ISBN 13 : 9780814417263
Editeur : AMACOM, 2012

Synopsis

Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase.

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).

Today’s buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l?auteur

DAN SEIDMAN is a globally recognized speaker, consultant, and trainer on selling and influence. He is the author of Sales Autopsy, and his regular columns reach more than 2 million readers monthly online and in print.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
AMACOM
Date d'édition
2012
Langue
anglais
ISBN 10 
0814417264
ISBN 13 
9780814417263
Reliure
Broché
Nombre de pages
208
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

Friedensallee 273
Hamburg
22763
Allemagne