How To Develop Persuasive Selling Skills

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How to Develop Persuasive Selling Skills

Author : Sarah Taylor
Publisher :
ISBN 13 : 9781520205946
Total Pages : 37 pages
Book Rating : 4.2/5 (59 download)

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Book Synopsis How to Develop Persuasive Selling Skills by : Sarah Taylor

Download or read book How to Develop Persuasive Selling Skills written by Sarah Taylor and published by . This book was released on 2016-12-21 with total page 37 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understanding how people think and behave is key to mastering the art of persuasion and an essential ingredient to any successful sale. In this book, author draws on the work of social psychologists and behavioral economists to provide concrete, actionable items and transferrable ideas to each stage of the sales process. To begin, learn the eight psychological concepts that you can employ throughout the sales workflow: reciprocity, liking, social proof, authority, consistency, scarcity, compare/contrast, and because. Next, learn how these concepts play a role in the early stages of the sales cycle, as well as how they can help you realize the qualities of your ideal client, deliver presentations, handle objections, negotiate, close, and ask for referrals. Lastly, learn how to grow from each sale and continuously refine your approach.What do you think persuasion is? The definition I hear most often from people is "to change somebody's mind." What if you want your child to clean their room? Do you want them to say, "That's a good idea? "Let me think about it?" No, you want them to clean their room. Aristotle, the famous Greek philosopher, told the world more than 2300 years ago that persuasion was the art of getting someone to do something they wouldn't normally do if you didn't ask. So how does this apply to selling? Well, selling is your attempt to convey that your product or service meets a need and is worth the price you're asking for it.Understanding how people think and behave, and specifically what causes them to say yes can make selling much, much easier. This is where persuasion comes in. In this book on persuasive selling, I'll share with you eight psychological concepts that can be employed throughout the sales process. These concepts will make it easier for potential clients and customers to see the value in your offering. It cannot be overstated.Persuasive selling is not about manipulation. It's not about pushing products or services people don't want or need. It's about helping people see their wants or needs more clearly, then communicating how your products or services satisfy those needs or wants using language that decades of research show to be most effective. Done right, persuasive selling is not just changing minds, but it's changing behaviors to create a win-win situation for both you and your customers.Topics include:1-Reaching out to prospects2-Developing a rapport with customers3-Making a good first impression4-Giving a successful presentation5-Providing the correct amount of options6-Handling objections7-Understanding the value equation8-Closing the sale

Mastering the Art of Persuasive Selling

Author : Amit Mehta
Publisher : Notion Press
ISBN 13 :
Total Pages : 61 pages
Book Rating : 4.8/5 (936 download)

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Book Synopsis Mastering the Art of Persuasive Selling by : Amit Mehta

Download or read book Mastering the Art of Persuasive Selling written by Amit Mehta and published by Notion Press. This book was released on 2024-04-26 with total page 61 pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to MAPS, Mastering the Art of Persuasive Selling! Whether you're aiming to close a business deal, build meaningful connections, or simply influence positive outcomes, this guide is designed to empower you with the insights, techniques, and mindset needed to navigate the art of persuasion successfully. In these pages, we will discover the keys to winning hearts, minds, and deals, regardless of your role or industry. This isn't just a book about selling products; it's a journey into the subtle art of influencing positive outcomes in both professional and personal spheres. So, whether you're a sales pro looking to refine your craft or an everyday person eager to enhance your persuasive abilities, I invite you to explore the transformative insights within these chapters. Let's embark on this journey to MAPS together, where the art of persuasion becomes a skill for everyone, everywhere.

The Necessary Art of Persuasion

Author : Jay A. Conger
Publisher : Harvard Business Review Press
ISBN 13 : 1633691020
Total Pages : 81 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis The Necessary Art of Persuasion by : Jay A. Conger

Download or read book The Necessary Art of Persuasion written by Jay A. Conger and published by Harvard Business Review Press. This book was released on 2008-09-08 with total page 81 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an age when managers can no longer rely on formal power, persuading people is more important than ever. Persuasion is a process of learning from colleagues and employees and negotiating shared solutions to solving problems and achieving goals. In The Necessary Art of Persuasion, Jay Conger describes four essential components of persuasion and explains how to master them, providing the information you need to fulfill your managerial mandate: getting work done through others.

Hypnotic Mind Manipulation For Selling

Author : Patrick Steel
Publisher : Patrick Steel
ISBN 13 :
Total Pages : 145 pages
Book Rating : 4./5 ( download)

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Book Synopsis Hypnotic Mind Manipulation For Selling by : Patrick Steel

Download or read book Hypnotic Mind Manipulation For Selling written by Patrick Steel and published by Patrick Steel. This book was released on 2023-01-16 with total page 145 pages. Available in PDF, EPUB and Kindle. Book excerpt: What keeps you from achieving consistent and important sales results? Find out by reading the only book on hypnotic mind manipulation for selling. A book based on over 10 years of experience in direct sales of both services and products, both online and offline. Not just a book but a real "BIBLE" that contains the techniques of the world's best salespeople. With this manual your sales will TRIPLY. Through this book you will learn how the world's great manipulators use this advantage to lead others to say "YES" - What will you learn from reading Hypnotic Mind Manipulation for Selling? - What is hypnotic mind manipulation for selling ? - What is selling ? What does it mean to sell ? - How to eliminate the mental barrier between you and your unknown customer in the first 5 seconds - 6 persuasive elements - The psychology of marketing - Sales techniques: the 7 rules to use everywhere - The right mental attitude for selling - Hypnotic writing for selling - A series of practical mental prompts to stimulate your customer that you can put into practice right away, without them even knowing it - What types of people you may be facing and how to communicate with each of them - 7 tricks you need to know to sell anything (known by 3% of people ) - The rules of hypnotic persuasive communication - The 5 strategies to get others to say yes - 10 secret weapons to underwrite, persuade your customer and sell at a high price - Influencing people's emotional state through NLP - 15 mental manipulation techniques for selling PLEASE NOTE: Once you have learned these techniques you can use them immediately in YOUR FAVOUR TO SELL ANYTHING! This is an EXCLUSIVE product suitable for anyone who wants to multiply their sales both online and offline. You now have two choices..... Stay in your current situation Or...Become an expert salesperson and MULTIPLY YOUR SALES. In case you prefer the second choice, scroll up and add this book to your cart.

Way of the Wolf

Author : Jordan Belfort
Publisher : Simon and Schuster
ISBN 13 : 1501164295
Total Pages : 256 pages
Book Rating : 4.5/5 (11 download)

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Book Synopsis Way of the Wolf by : Jordan Belfort

Download or read book Way of the Wolf written by Jordan Belfort and published by Simon and Schuster. This book was released on 2017-09-26 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Influence PEOPLE

Author : Brian Ahearn
Publisher :
ISBN 13 : 9781733178501
Total Pages : 170 pages
Book Rating : 4.1/5 (785 download)

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Book Synopsis Influence PEOPLE by : Brian Ahearn

Download or read book Influence PEOPLE written by Brian Ahearn and published by . This book was released on 2019-08-09 with total page 170 pages. Available in PDF, EPUB and Kindle. Book excerpt: Would it help your career if people said yes to you 20% more than they do now? How about 30% or 40%? It's possible if you understand how to ethically persuade people. Influence PEOPLE can make that become a reality for you. Brian Ahearn breaks down decades of research into actionable ideas that will have more people saying yes to you more often.

Close More Sales!

Author : Mike Stewart
Publisher : Amacom Books
ISBN 13 : 9780814479902
Total Pages : 278 pages
Book Rating : 4.4/5 (799 download)

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Book Synopsis Close More Sales! by : Mike Stewart

Download or read book Close More Sales! written by Mike Stewart and published by Amacom Books. This book was released on 1999 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most successful salespeople are the ones that continually learn and improve their performance. This positive and realistic guide encourages both newcomers and seasoned pros to learn or rediscover the basics of superlative salesmanship. Written by a professional sales trainer, the book is filled with proven techniques for mastering each stage of the process, from properly planning and actively listening to asking for the sale.

How To Get To Yes

Author : Rebecca Cox
Publisher : Rebecca Cox
ISBN 13 :
Total Pages : 174 pages
Book Rating : 4./5 ( download)

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Book Synopsis How To Get To Yes by : Rebecca Cox

Download or read book How To Get To Yes written by Rebecca Cox and published by Rebecca Cox. This book was released on 2023-07-29 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: "How To Get To Yes: Guide To Persuasive Sales" is a comprehensive and empowering guide that unlocks the secrets to becoming a highly effective and ethical sales professional. Whether you're a seasoned sales expert or just starting your sales journey, this book offers invaluable insights and strategies that will elevate your sales game to new heights. Let's dive into the art of persuasion, emphasizing the importance of ethical sales practices. Learn how to build trust with customers, respect their choices, and deliver personalized solutions that truly meet their needs. This book will transform your approach to sales, emphasizing the significance of creating lasting relationships that go beyond a single transaction. Discover the science behind customer behavior, unlocking the key to understanding what drives buying decisions. Harness the power of persuasion and social proof to build credibility and inspire confidence in your offerings. Embrace the growth mindset and continuous learning, positioning yourself as a sales professional who thrives in a dynamic and ever-changing market. What's inside: - Proven methods for establishing trust and integrity in your sales approach. - Strategies to adapt and excel in an ever-changing sales landscape. - Techniques for crafting persuasive sales pitches that resonate with your customers. - Insights into customer behavior and decision-making, empowering you to deliver personalized experiences. - A roadmap to ethical and sustainable sales practices, building lasting relationships with your clients. Whether you're a sales executive, entrepreneur, or anyone looking to enhance their persuasion skills and build genuine connections, "How To Get To Yes" is your indispensable guide to achieving sales excellence. Embrace the power of ethical persuasion and create a successful sales journey that fosters long-term success and customer loyalty. Are you ready to elevate your sales game and unlock your full potential as a sales professional? If so, let's embark on a transformative journey to sales success and ethical influence.

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Paradox of Choice

Author : Barry Schwartz
Publisher : Harper Collins
ISBN 13 : 0061748994
Total Pages : 308 pages
Book Rating : 4.0/5 (617 download)

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Book Synopsis The Paradox of Choice by : Barry Schwartz

Download or read book The Paradox of Choice written by Barry Schwartz and published by Harper Collins. This book was released on 2009-10-13 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether we're buying a pair of jeans, ordering a cup of coffee, selecting a long-distance carrier, applying to college, choosing a doctor, or setting up a 401(k), everyday decisions—both big and small—have become increasingly complex due to the overwhelming abundance of choice with which we are presented. As Americans, we assume that more choice means better options and greater satisfaction. But beware of excessive choice: choice overload can make you question the decisions you make before you even make them, it can set you up for unrealistically high expectations, and it can make you blame yourself for any and all failures. In the long run, this can lead to decision-making paralysis, anxiety, and perpetual stress. And, in a culture that tells us that there is no excuse for falling short of perfection when your options are limitless, too much choice can lead to clinical depression. In The Paradox of Choice, Barry Schwartz explains at what point choice—the hallmark of individual freedom and self-determination that we so cherish—becomes detrimental to our psychological and emotional well-being. In accessible, engaging, and anecdotal prose, Schwartz shows how the dramatic explosion in choice—from the mundane to the profound challenges of balancing career, family, and individual needs—has paradoxically become a problem instead of a solution. Schwartz also shows how our obsession with choice encourages us to seek that which makes us feel worse. By synthesizing current research in the social sciences, Schwartz makes the counter intuitive case that eliminating choices can greatly reduce the stress, anxiety, and busyness of our lives. He offers eleven practical steps on how to limit choices to a manageable number, have the discipline to focus on those that are important and ignore the rest, and ultimately derive greater satisfaction from the choices you have to make.

The Art of Convincing

Author : 50minutes,
Publisher : 50Minutes.com
ISBN 13 : 2806279364
Total Pages : 29 pages
Book Rating : 4.8/5 (62 download)

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Book Synopsis The Art of Convincing by : 50minutes,

Download or read book The Art of Convincing written by 50minutes, and published by 50Minutes.com. This book was released on 2017-03-08 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ready to take your career to the next level? Find out everything you need to know about persuasive communication with this practical guide. Communicating persuasively without being manipulative is an art form, and while everybody is capable of mastering this technique, it does take practice and persistence to get it right. This guide will give you all the tools you need to develop your capacity to convince in both a professional and personal environment, as well as to detect and avoid manipulative behaviour. In 50 minutes you will be able to: • Become a more persuasive speaker by mastering simple techniques • Identify the difference between convincing and manipulating, an essential distinction for ethical professional behaviour • Develop your career by learning to influence others in a subtle, skilful manner ABOUT 50MINUTES.COM| COACHING The Coaching series from the 50Minutes collection is aimed at all those who, at any stage in their careers, are looking to acquire personal or professional skills, adapt to new situations or simply re-evaluate their work-life balance. The concise and effective style of our guides enables you to gain an in-depth understanding of a broad range of concepts, combining theory, constructive examples and practical exercises to enhance your learning.

Sell the Way You Buy

Author : David Priemer
Publisher : Page Two
ISBN 13 : 1989603203
Total Pages : 0 pages
Book Rating : 4.9/5 (896 download)

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Book Synopsis Sell the Way You Buy by : David Priemer

Download or read book Sell the Way You Buy written by David Priemer and published by Page Two. This book was released on 2020-04-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.

Persuasion

Author : Leonard Moore
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781987778991
Total Pages : 80 pages
Book Rating : 4.7/5 (789 download)

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Book Synopsis Persuasion by : Leonard Moore

Download or read book Persuasion written by Leonard Moore and published by Createspace Independent Publishing Platform. This book was released on 2018-04-13 with total page 80 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover The Real Psychological Techniques To Close The Sale Every Time Sales may be about math, but the selling itself is based on psychology, understanding consumer mindset, and persuasion techniques. The good news is, anyone can master the art of selling. It isn't a secret superpower that some people are just born with. It is a carefully cultivated and practiced skill that can help you in many situations in life. We are all salespeople. We are either selling our best qualities to a new date or selling our expertise/experience to a prospective employer or selling our ideas to people or convincing our friend to join us for a weekend movie. Knowingly or unknowingly, we are all selling. I'd say sales training is excellent training for social or public life. You meet new people every day, learn to handle objections, gain greater knowledge about the buyer's needs/psychology, look for a common ground, and handle rejection. In this book you'll learn the best selling techniques and psychological strategies to close the sale every time. With the help of this guide, you'll be able to identify your target prospects, understand what drives people to make buying decisions, how to use emotions and facts to overcome objections and close the sale. As a bonus, you'll also find two sample sales scripts that will show you how to apply the techniques learned in everyday life to improve your skills and sell more. In this guide you'll learn: Proven Techniques To Close The Sale Every Time 9 Sales Techniques That Actually Work, Explained What Drives People To Buy And How To Take Advantage Of It How To Become A Superstar Salesperson How Psychology Can Help You Sell More 4 Rules To Be A Great Salesman The Best Strategies For Prospecting And Getting Appointments 10 Most Common Objections And How To Overcome Them Sample Sales Scripts That Show How To Apply The Techniques Described And Much, Much More Discover how to close every sale! Scroll to the top and select BUY NOW!

Sales

Author : Brian Gadsen
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781514114292
Total Pages : 60 pages
Book Rating : 4.1/5 (142 download)

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Book Synopsis Sales by : Brian Gadsen

Download or read book Sales written by Brian Gadsen and published by Createspace Independent Publishing Platform. This book was released on 2015-05-28 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do You Want To Know How To Sell To Anyone? Would you like to improve your selling techniques? Are you having trouble influencing people to buy? Do you want to improve your sales? When you buy this book these persuasive techniques and easy tips will transform your selling skills. You'll be proud to see your increase in profit and revenue while closing more sales!

Persuasion Techniques

Author : Robert Power
Publisher :
ISBN 13 :
Total Pages : 134 pages
Book Rating : 4.6/5 (126 download)

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Book Synopsis Persuasion Techniques by : Robert Power

Download or read book Persuasion Techniques written by Robert Power and published by . This book was released on 2020-02-11 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you acknowledge that your academic, career, and personal relationships success depends greatly on your ability to persuade, influence, and motivate others? Whether you are selling a product, coming up with a new idea, or offering a salary, persuasive skills are an indispensable requirement. Keep reading! ⬇⬇⬇ When you consider influence, what comes into view? A couple of individuals may consider promoting messages which urge watchers to buy a particular item albeit some should seriously mull over a guilty political party endeavoring to impact voters to choose her or his name onto the polling station. Influence is a powerful power in regular day to day existence and impacts society and furthermore a whole. Legislative issues, lawful ends, broad communications, news, and commercials are impacted by the capacity of influence and influence us. Sporadically we like to feel that we're insusceptible to influence. That we have a characteristic capacity to see through the attempt to sell something, comprehend the realities at a circumstance and come to choices all autonomously. This might be valid in specific circumstances. However, influence isn't just a pushy sales rep attempting to sell you a vehicle, or even a television plug alluring you to buy the most forward-thinking and best product. Influence might be unobtrusive, and furthermore, the manner in which we respond to these impacts can depend on a wide range of elements. At the point when we consider influence, negative models are every now and again the first to ring a be. In any case, influence may likewise be used as a positive weight. Open help battles that urge individuals to reuse or quit smoking are awesome instances of influence used to improve individuals' ways of life. Everybody goes through different kinds of challenges in life especially when dealing with people. You life will be changed by the chapters in this book that include ✅ Getting to know more about persuasion and its importance ✅ The skills you should embrace in persuasion and making sales ✅ The principles and tools that make up the persuasion world ✅ How sales and marketing are influenced by your general outlook on persuasion ✅ Embracing body language usage and the techniques for mind control ✅ How you can influence other people ✅ How to stay self-persuaded always And much more!! When you have influence over someone, you can help others fulfill their needs too, especially if you are helping someone who might be lost or has no direction. Everyone is responsible for making their own decisions, but sometimes people need encouragement or at least a small push in the right direction. At work, you can finally start getting what you want. Sometimes, we become a "yes man," or someone who just takes orders and does what they are told. At first, it is easier to do. Instead of having to confront people, we just say yes because doing the task is easier than trying to get out of it. Now, enough with the descriptions, let's get into what you are really here for. ➡ Press the buy now button and find out. ⬅

The 7 Triggers to Yes: The New Science Behind Influencing People's Decisions

Author : Russell H. Granger
Publisher : McGraw Hill Professional
ISBN 13 : 007166212X
Total Pages : 273 pages
Book Rating : 4.0/5 (716 download)

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Book Synopsis The 7 Triggers to Yes: The New Science Behind Influencing People's Decisions by : Russell H. Granger

Download or read book The 7 Triggers to Yes: The New Science Behind Influencing People's Decisions written by Russell H. Granger and published by McGraw Hill Professional. This book was released on 2008-01-07 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introducing 7 scientifically proven ways to masterfully apply the skill of persuasion and get the results you want Everybody knows that the best way to persuade people to reach the “Yes” response is by using logic and reason, right? Wrong. According to the latest research in neuroscience, most people respond to emotional cues rather than rational ones. Instead of using facts and figures to persuade, you should be tapping into the brain’s internal triggers for making decisions. With the new technology of realtime brain imaging, scientists have been able to pinpoint seven of these emotional triggers. Activating one or more of the other person’s triggers will make you a master persuader in every aspect of your life. You’ll learn how to motivate a “Yes” response from clients, coworkers, employees, and entire organizations. Just say “YES” to success. "7 Triggers to Yes is a great book. It's not the same old information repackaged. It contains information you can apply not only to your job but also in your everyday life, so you will forge constructive relationships, become a better leader, and create organizational change--all of which will lead to a more powerful, influential, and successful life." --From the review by Melissa F. Thompson, project manager/instructional designer, in Training Magazine

Secrets of Question-Based Selling

Author : Thomas Freese
Publisher : Sourcebooks, Inc.
ISBN 13 : 1402287534
Total Pages : 441 pages
Book Rating : 4.4/5 (22 download)

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Book Synopsis Secrets of Question-Based Selling by : Thomas Freese

Download or read book Secrets of Question-Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more