| Description |
1 online resource |
| Note |
Title from title screen. |
|
Includes index. |
| Bibliography |
Includes bibliographical references and index. |
| Summary |
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 building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework-helping you break down barriers, build trust, forge meaningful relationships, and win more customers. |
| 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. |
| Subject |
Selling.
|
|
Sales management.
|
|
Marketing.
|
|
Vente. |
|
Ventes -- Gestion. |
|
Marketing. |
|
selling. |
|
marketing. |
|
Marketing |
|
Sales management |
|
Selling |
| Added Author |
Zoldan, Ben.
|
| Added Title |
Science of selling through emotional connection and the power of story |
|
BusinessPro.
|
| Other Form: |
Print version: 9786613395658 (DLC) 2011040069 |
| ISBN |
9780071769747 (electronic bk.) |
|
0071769749 (electronic bk.) |
|
1283395657 |
|
9781283395656 |
|
(hardback ; acid-free paper) |
|
(hardback ; acid-free paper) |
| Standard No. |
9786613395658 |
|
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