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210123 ||| eng |
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|a 0814417272
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|a 1283688492
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|a 9780814417270
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|a HF5438.25
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|a Seidman, Dan
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|a The secret language of influence
|b master the one skill every sales pro needs
|c Dan Seidman
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| 260 |
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|a New York
|b AMACOM, American Management Association
|c 2012
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| 300 |
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|a 1 online resource
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|a Part one: influencing others. Breaking buyers' patterns -- Toward buyers and away from buyers -- Buyer tortoises vs. buyer hares -- Buyers who like proof vs. buyers who don't -- Artist buyers vs. accountant buyers -- Big picture buyers vs. detail-oriented buyers -- Four kids in a classroom -- Critical language tips -- Evoke emotions! -- The persuasive power of storytelling in selling -- Questions that advance the sale closer to the close -- The ultimate objection-handling tool -- Strategic listening -- The opening strategy for all sales calls -- How to be funny: humor for sales pros -- Potent communication skills -- High-influence cold calling -- Part two: influencing yourself. Seven keys to influencing your brain -- Heart and head check: self-test -- Influence your body -- Know your numbers -- part three: implementing your influence. A summary of strategies -- Can't decide what's most important? -- First steps, next steps -- Model of sales excellence tool
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|a Includes bibliographical references and index
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|a Persuasion (Psychology) / http://id.loc.gov/authorities/subjects/sh85100175
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|a Vente
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|a selling / aat
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|a Consommateurs / Comportement
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|a Selling / http://id.loc.gov/authorities/subjects/sh85119819
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| 653 |
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|a BUSINESS & ECONOMICS / Marketing / General / bisacsh
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|a BUSINESS & ECONOMICS / Distribution / bisacsh
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| 653 |
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|a Consumer behavior / fast
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| 653 |
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|a Selling / fast
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| 653 |
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|a Persuasion (Psychology) / fast
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| 653 |
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|a Consumer behavior / http://id.loc.gov/authorities/subjects/sh87006429
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|a eng
|2 ISO 639-2
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| 989 |
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|b OREILLY
|a O'Reilly
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| 500 |
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|a Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force
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|a Includes index
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|a GBB212254
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|a GBB8C2288
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|z 0814417264
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|z 9780814417263
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|z 9780814417270
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|u https://learning.oreilly.com/library/view/~/9780814417263/?ar
|x Verlag
|3 Volltext
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|a 658
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|a 658.834
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|a Great selling is invisible. Influence occurs at a level just below the buyer's awareness. That's important because today's buyer is savvy and all too familiar with traditional selling techniques. However, 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. Some people, for example, want to hear about the money they'll save, while others respond to the pain they'll avoid
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