000			02833nam a2200325Ia 4500
001			1426
008			230305s2012 xx 000 0 und d
020			_a978007176716
041			_aeng
245		0	_aWhat great salespeople do
260			_a _bMcGraw-Hill, _c2012
300			_axvi + 237 p. ; 24 cm
490			_aSales
500			_athe science of selling through emotional connection and the power of story
520			_aThis 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 change ; Make 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.
630			_aHF COMMERCE _914
650		0	_aSelling _9359
650		0	_aSales management _9291
650			_a _912
650		0	_a Marketing
700			_aZoldan, Ben _eAuthor _97528
700			_aBosworth, Michael T. _eAuthor
856			_uhttps://books.google.es/books?id=O-70NPHPIg4C&printsec=frontcover&dq=what+great+salespeople+do&hl=ca&sa=X&ved=0ahUKEwj4qJqqt97JAhXCFz4KHTKIBWgQ6AEIHDAA#v=onepage&q=what%20great%20salespeople%20do&f=false
902			_a557
905			_am
912			_a2012-01-01
942			_a1
953			_d2015-12-15 18:57:18
999			_c1436 _d1436