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Preface: Great Persuasion Skills Are Invisible / VII
PART ONE: INFLUENCING OTHERS
1 Breaking Buyers' Patterns / 3
2 Toward Buyers and Away Buyers / 9
3 Buyer Tortoises vs. Buyer Hares / 19
4 Buyers Who Like Proof vs. Buyers Who Don't / 24
5 Artist Buyers vs. Accountant Buyers / 28
6 Big Picture Buyers vs. Detail-Oriented Buyers / 33
7 Four Kids in a Classroom / 36
8 Critical Language Tips / 44
9 Evoke Emotions! / 56
10 The Persuasive Power of Storytelling in Selling / 63
11 Questions That Advance the Sale Closer to the Close / 72
12 The Ultimate Objection-Handling Tool / 86
13 Strategic Listening / 97
14 The Opening Strategy for All Sales Calls / 106
15 How to Be Funny: Humor for Sales Pros / 116
16 Potent Communication Skills / 129
17 High-Influence Cold Calling / 140
PART TWO: INFLUENCING YOURSELF
18 Seven Keys to Influencing Your Brain / 145
19 Heart and Head Check: Self-Test / 162
20 Influence Your Body / 166
21 Know Your Numbers / 171
PART THREE: IMPLEMENTING YOUR INFLUENCE
22 A Summary of Strategies / 179
23 Can't Decide What's Most Important? / 184
24 First Step, Next Steps / 188
25 Model of Sales Excellence Tool / 192
Index / 195
| Erscheinungsjahr: | 2012 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 210 |
| ISBN-13: | 9780814417263 |
| ISBN-10: | 0814417264 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Seidman, Dan |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 13 mm |
| Von/Mit: | Dan Seidman |
| Erscheinungsdatum: | 11.04.2012 |
| Gewicht: | 0,349 kg |
Preface: Great Persuasion Skills Are Invisible / VII
PART ONE: INFLUENCING OTHERS
1 Breaking Buyers' Patterns / 3
2 Toward Buyers and Away Buyers / 9
3 Buyer Tortoises vs. Buyer Hares / 19
4 Buyers Who Like Proof vs. Buyers Who Don't / 24
5 Artist Buyers vs. Accountant Buyers / 28
6 Big Picture Buyers vs. Detail-Oriented Buyers / 33
7 Four Kids in a Classroom / 36
8 Critical Language Tips / 44
9 Evoke Emotions! / 56
10 The Persuasive Power of Storytelling in Selling / 63
11 Questions That Advance the Sale Closer to the Close / 72
12 The Ultimate Objection-Handling Tool / 86
13 Strategic Listening / 97
14 The Opening Strategy for All Sales Calls / 106
15 How to Be Funny: Humor for Sales Pros / 116
16 Potent Communication Skills / 129
17 High-Influence Cold Calling / 140
PART TWO: INFLUENCING YOURSELF
18 Seven Keys to Influencing Your Brain / 145
19 Heart and Head Check: Self-Test / 162
20 Influence Your Body / 166
21 Know Your Numbers / 171
PART THREE: IMPLEMENTING YOUR INFLUENCE
22 A Summary of Strategies / 179
23 Can't Decide What's Most Important? / 184
24 First Step, Next Steps / 188
25 Model of Sales Excellence Tool / 192
Index / 195
| Erscheinungsjahr: | 2012 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Seiten: | 210 |
| ISBN-13: | 9780814417263 |
| ISBN-10: | 0814417264 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: | Seidman, Dan |
| Hersteller: | AMACOM |
| Maße: | 229 x 152 x 13 mm |
| Von/Mit: | Dan Seidman |
| Erscheinungsdatum: | 11.04.2012 |
| Gewicht: | 0,349 kg |
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