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Informationen zum Autor DAN SEIDMAN is a globally recognized speaker, consultant, and trainer on selling and influence. He is the author of Sales Autopsy, and his regular columns reach more than 2 million readers monthly online and in print. Klappentext Author Dan Seidman shares a sales tip that will revolutionize the way you approach your work--your success relies on nothing more than a few masterfully used words. Zusammenfassung Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase. A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches you to think of influence as something occurring at a level just below the buyer’s awareness. The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are: motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid); proactive vs. reactive; big picture vs. detail oriented; systems thinkers vs. creative minds; and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). Today’s buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes. Inhaltsverzeichnis CONTENTS 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 ...
