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What Great Salespeople Do

The Science of Selling Through Emotional Connection and the Power of Story
Lu par : Jeff Riggenbach
Durée : 7 h et 48 min
Catégories : Anglais - Business, Sales
4.5 out of 5 stars (3 notations)

Prix : 26,34 €

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Description

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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Notations

Global

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  • Global
    5 out of 5 stars
  • Interprétation
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  • Histoire
    5 out of 5 stars
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  • Scott Vandivier
  • 24/04/2015

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.

4 sur 4 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
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  • David
  • 01/02/2017

I loved it

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

1 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
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  • Adventures Explored
  • 06/07/2016

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 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
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    4 out of 5 stars
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  • Francisco
  • 14/11/2015

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 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    4 out of 5 stars
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    3 out of 5 stars
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  • Diana
  • 04/03/2013

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 sur 1 personne(s) ont trouvé cet avis utile.

  • Global
    5 out of 5 stars
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  • kenneth
  • 01/08/2019

Probably the best sales book I have ever read

A lot of sales book are exactly the same thing just in different words but not this one. I attribute a lot of my sales success to what I learned in this book.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
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  • Marcelo
  • 04/05/2019

Great book

New ideas presented in a very practical and easy to use way. A must read.

  • Global
    5 out of 5 stars
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    5 out of 5 stars
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  • Dana
  • 12/06/2018

Amazing

Very well written, I learned a lot from the book. Will listen twice to make sure got all the info.

  • Global
    3 out of 5 stars
  • Interprétation
    4 out of 5 stars
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    4 out of 5 stars
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  • Emanuel Thurman
  • 29/10/2017

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.

  • Global
    5 out of 5 stars
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  • Adam J. Dunlap
  • 26/04/2017

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.