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:
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
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.
Highly recommend. A sophisticated view on processes which may seem common sense, but provides new insights and methods to actualize human interaction.
He speaks slowly so I might recommend increasing the pace slightly.
Loved this book
Awesome resource for being able to create memorable, business centric stories you can use in any profession. Great info on connecting with prospects on a personal level
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.
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.
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
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.
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!
No. Ben Zoldan's reading made sure that such a thing was impossible to do.
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