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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

What members say

Average Customer Ratings

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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

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I loved it

yes yes this is worth the money yet another reason why you should be able to make it work

1 of 1 people found this review helpful

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Very good updated information about solution selling

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

1 of 1 people found this review helpful

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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.

1 of 1 people found this review helpful

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  • Diana
  • Cherry Hill, NJ, United States
  • 03-04-13

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

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Selling Through Stories

The book is provide evidence on using stories to sell to customer in an efficient and effective manner. It was light on the actual skills for telling a story i.e. plot develop, building suspense, sentence structure; however, I am under the impression that the author wants the reader to acquire these storytelling skills from another resource. Thank you for selling me on the idea of incorporating storytelling into my salesmanship and thank you for allowing me the opportunity to engage another resource to learn the actual craft of story selling.

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Simply Effective

I finished the book and bought index cards that day to start implementing. I also bought the hard bound book so that I can fully learn and incorporate this change to how I communicate.

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Not just the same old techniques respun

This book is excellent and methods are relatable for both acquistion and relationship accounts. This is the first sales book I have read that I could begin using from day one and build on everyday after.

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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.

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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.