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What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story | [Michael Bosworth]

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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  •  
    Danny Yong Kang City, Taiwan 10-16-13
    Danny Yong Kang City, Taiwan 10-16-13
    ratings
    REVIEWS
    5
    2
    Overall
    Performance
    Story
    "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
  •  
    Diana Cherry Hill, NJ, United States 03-04-13
    Diana Cherry Hill, NJ, United States 03-04-13 Member Since 2011
    ratings
    REVIEWS
    7
    1
    Overall
    Performance
    Story
    "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.


    0 of 0 people found this review helpful
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