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What Great Salespeople Do Audiobook

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
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Publisher's 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. This book teaches you how to:

  • Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged
  • Use the power of story to influence buyers to changeMake your ideas, beliefs, and experiences “storiable” using a proven story structure
  • Build a personal inventory of stories to use throughout your sales cycle
  • Tell your stories with authenticity and real passion
  • Use empathic listening to get others to reveal themselves
  • Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers

Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

©2012 McGraw-Hill (P)2012 McGraw-Hill Education

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Average Customer Rating

4.3 (68 )
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4.1 (57 )
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  •  
    Scott Vandivier 04-24-15 Member Since 2013
    HELPFUL VOTES
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    "The best sales book available"

    If you are in sales and looking to grow professionally & personally, then this a 'must read'. This is the first sales book in a long time that teaches the 'how'. The strategies and tactics are explained succinctly. If you don't change your 80's and 90's approach to sales, you will be left in the dust. After listening to this book, I began using the methods taught and have begun to make incredible progress with my biggest accounts.

    2 of 2 people found this review helpful
  •  
    Diana Cherry Hill, NJ, United States 03-04-13
    Diana Cherry Hill, NJ, United States 03-04-13
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    "Thought provoking."
    Would you recommend this audiobook to a friend? If so, why?

    Highly recommend. A sophisticated view on processes which may seem common sense, but provides new insights and methods to actualize human interaction.


    What aspect of Ben Zoldan’s performance would you have changed?

    He speaks slowly so I might recommend increasing the pace slightly.


    1 of 1 people found this review helpful
  •  
    Peter R. Stmartin 02-19-16

    PSM

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    "Good Ideas. A Bit Long and Boring."

    Maybe it's the narrator's voice, but this book was hard to listen to at times. He's got good ideas, but it felt very long.

    0 of 0 people found this review helpful
  •  
    Francisco 11-14-15
    Francisco 11-14-15 Member Since 2016

    Co-Founder, and VP of We Are Communitie, inc. The mission of helping strengthening our communities businesses, non-profits, and education system by rebuilding how marketers market, and consumers purchase. I'm also an avid cook, mountain biker, surfer, love of movies with "Star" in the title, a gadget freak, and thankful to God daily of my lovely family, friends, and the opportunities given before me.

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    "Worth investing the time to read"

    Everyone hears "tell a story" but what is a good business story? What kinds are there and when to use the? This book answeres those questions and others. The authors provide a framework or tool box of how to create different kinds of stories that help connect and influence people.

    0 of 0 people found this review helpful
  •  
    Amazon Customer 10-30-15 Member Since 2015
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    6
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    "Fantastic new approach"

    This book is one of the most impressive sales book, that i has ever read. I'm very impressed. content is suprr practical and it works in practise.

    0 of 0 people found this review helpful
  •  
    Teppo 10-21-15
    Teppo 10-21-15 Member Since 2015
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    "Spectacular"

    A truly magnificent take on the importance of trust on selling. Especially enjoyed to listen how traditional sales techniques only help those who know that trust must be built right at the start.

    Inspired me to do thesis on storytelling

    0 of 0 people found this review helpful
  •  
    Robert 04-22-15
    Robert 04-22-15
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    "It's all about the power of a story!"

    I will use this with my sales team as a tool for me and teach it as a tool for them.

    0 of 0 people found this review helpful
  •  
    Danny Yong Kang City, Taiwan 10-16-13
    Danny Yong Kang City, Taiwan 10-16-13
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    5
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    "Hwhat Hwhere Hwhy"
    What did you love best about What Great Salespeople Do?

    The book has a lot of great advice for salespeople that don't like the pushy, in your face approaches to selling. It was nice to hear that salespeople can be successful based on their personality and story telling abilities.


    What didn’t you like about Ben Zoldan’s performance?

    He can't pronounce Ws! It was painful for the first half of the book but I eventually just got used to it and tried to tune it out. I must admit, I almost returned the book for a refund because of it. He pronounces each W with an "H" in front of it. "Hwhat great salespeople do." It is ridiculous!


    Was this a book you wanted to listen to all in one sitting?

    No. Ben Zoldan's reading made sure that such a thing was impossible to do.


    0 of 0 people found this review helpful

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