Author Dan Seidman shares a sales tip that will revolutionize the way you approach your work--your success relies on nothing more than a few masterfully used words.
Author Dan Seidman shares a sales tip that will revolutionize the way you approach your work--your success relies on nothing more than a few masterfully used words.
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.
Inhaltsangabe
CONTENTS Preface: Great Persuasion Skills Are Invisible / VII PART ONE: INFLUENCING OTHERS 1 Breaking Buyers' Patterns / 3 2 Toward Buyers and Away Buyers / 9 3 Buyer Tortoises vs. Buyer Hares / 19 4 Buyers Who Like Proof vs. Buyers Who Don't / 24 5 Artist Buyers vs. Accountant Buyers / 28 6 Big Picture Buyers vs. Detail-Oriented Buyers / 33 7 Four Kids in a Classroom / 36 8 Critical Language Tips / 44 9 Evoke Emotions! / 56 10 The Persuasive Power of Storytelling in Selling / 63 11 Questions That Advance the Sale Closer to the Close / 72 12 The Ultimate Objection-Handling Tool / 86 13 Strategic Listening / 97 14 The Opening Strategy for All Sales Calls / 106 15 How to Be Funny: Humor for Sales Pros / 116 16 Potent Communication Skills / 129 17 High-Influence Cold Calling / 140 PART TWO: INFLUENCING YOURSELF 18 Seven Keys to Influencing Your Brain / 145 19 Heart and Head Check: Self-Test / 162 20 Influence Your Body / 166 21 Know Your Numbers / 171 PART THREE: IMPLEMENTING YOUR INFLUENCE 22 A Summary of Strategies / 179 23 Can't Decide What's Most Important? / 184 24 First Step, Next Steps / 188 25 Model of Sales Excellence Tool / 192 Index / 195
CONTENTS Preface: Great Persuasion Skills Are Invisible / VII PART ONE: INFLUENCING OTHERS 1 Breaking Buyers' Patterns / 3 2 Toward Buyers and Away Buyers / 9 3 Buyer Tortoises vs. Buyer Hares / 19 4 Buyers Who Like Proof vs. Buyers Who Don't / 24 5 Artist Buyers vs. Accountant Buyers / 28 6 Big Picture Buyers vs. Detail-Oriented Buyers / 33 7 Four Kids in a Classroom / 36 8 Critical Language Tips / 44 9 Evoke Emotions! / 56 10 The Persuasive Power of Storytelling in Selling / 63 11 Questions That Advance the Sale Closer to the Close / 72 12 The Ultimate Objection-Handling Tool / 86 13 Strategic Listening / 97 14 The Opening Strategy for All Sales Calls / 106 15 How to Be Funny: Humor for Sales Pros / 116 16 Potent Communication Skills / 129 17 High-Influence Cold Calling / 140 PART TWO: INFLUENCING YOURSELF 18 Seven Keys to Influencing Your Brain / 145 19 Heart and Head Check: Self-Test / 162 20 Influence Your Body / 166 21 Know Your Numbers / 171 PART THREE: IMPLEMENTING YOUR INFLUENCE 22 A Summary of Strategies / 179 23 Can't Decide What's Most Important? / 184 24 First Step, Next Steps / 188 25 Model of Sales Excellence Tool / 192 Index / 195
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