LEADER 00000cam a2200793Ma 4500 001 869801478 003 OCoLC 005 20240129213017.0 006 m o d 007 cr zn||||||||| 008 121011s2012 nyua ob 001 0 eng d 010 2011040069 019 775863658|a778957018|a816880996|a819322411|a1151780613 |a1153029671|a1165391993|a1175677800|a1192329047 |a1262685102 020 9780071769747|q(electronic bk.) 020 0071769749|q(electronic bk.) 020 1283395657 020 9781283395656 020 |q(hardback ;|qacid-free paper) 020 |q(hardback ;|qacid-free paper) 024 8 9786613395658 029 1 AU@|b000053284359 029 1 AU@|b000065315039 029 1 AU@|b000066233231 029 1 AU@|b000066525785 029 1 AU@|b000067090933 029 1 AU@|b000069005734 035 (OCoLC)869801478|z(OCoLC)775863658|z(OCoLC)778957018 |z(OCoLC)816880996|z(OCoLC)819322411|z(OCoLC)1151780613 |z(OCoLC)1153029671|z(OCoLC)1165391993|z(OCoLC)1175677800 |z(OCoLC)1192329047|z(OCoLC)1262685102 037 339565|bMIL 037 EBC3EB8D-366D-433F-8438-02771C2A45C5|bOverDrive, Inc. |nhttp://www.overdrive.com 040 CEF|beng|epn|cCEF|dCEF|dOCLCQ|dD6H|dTOH|dINARC|dUKAHL |dOCLCQ|dVT2|dOCLCF|dYDX|dCZL|dOCLCO|dOCLCQ|dOCLCO 049 INap 082 04 658.85 082 04 658.85|223 099 eBook O'Reilly for Public Libraries 100 1 Bosworth, Michael T. 245 10 What great salespeople do :|bthe science of selling through emotional connection and the power of story / |cMichael Bosworth, Ben Zoldan.|h[O'Reilly electronic resource] 246 30 Science of selling through emotional connection and the power of story 260 New York :|bMcGraw-Hill,|c©2012. 300 1 online resource 336 text|btxt|2rdacontent 337 computer|bc|2rdamedia 338 online resource|bcr|2rdacarrier 500 Title from title screen. 500 Includes index. 504 Includes bibliographical references and index. 505 0 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. 520 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. 590 O'Reilly|bO'Reilly Online Learning: Academic/Public Library Edition 650 0 Selling. 650 0 Sales management. 650 0 Marketing. 650 6 Vente. 650 6 Ventes|xGestion. 650 6 Marketing. 650 7 selling.|2aat 650 7 marketing.|2aat 650 7 Marketing|2fast 650 7 Sales management|2fast 650 7 Selling|2fast 700 1 Zoldan, Ben. 730 0 BusinessPro. 776 08 |iPrint version:|z9786613395658|w(DLC) 2011040069 856 40 |uhttps://ezproxy.naperville-lib.org/login?url=https:// learning.oreilly.com/library/view/~/9780071769716/?ar |zAvailable on O'Reilly for Public Libraries 938 Askews and Holts Library Services|bASKH|nAH24089411 938 Coutts Information Services|bCOUT|n20497358 938 ProQuest MyiLibrary Digital eBook Collection|bIDEB|n339565 938 Internet Archive|bINAR|nwhatgreatsalespe00bosw 938 YBP Library Services|bYANK|n16840649 994 92|bJFN