The Secret Language of Influence

The Secret Language of Influence

Master the One Skill Every Sales Pro Needs

eBook - 2012
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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
Publisher: New York : American Management Association, c2012.
ISBN: 9780814417270
0814417272
Characteristics: 1 online resource (ix, 198 p.) : ill.
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
Summary: 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

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