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by Dan Seidman
Download The Secret Language of Influence: Master the One Skill Every Sales Pro Needs fb2
Marketing & Sales
  • Author:
    Dan Seidman
  • ISBN:
    0814417264
  • ISBN13:
    978-0814417263
  • Genre:
  • Publisher:
    AMACOM; 1 edition (April 11, 2012)
  • Pages:
    208 pages
  • Subcategory:
    Marketing & Sales
  • Language:
  • FB2 format
    1338 kb
  • ePUB format
    1254 kb
  • DJVU format
    1299 kb
  • Rating:
    4.4
  • Votes:
    866
  • Formats:
    docx txt lrf lit


Dan Seidman, a proven, international expert in the field of sales and marketing, has captured the . It does no good to learn new skills unless you put them into practice

If the reader will consider using the recommendations regarding the patterns in the book, he or she will significantly increase his or her power of influence without any highly visible signs of change. It does no good to learn new skills unless you put them into practice. In part three, Mr. Seidman summarizes the strategies taught in the book and gives you a direction to take to become a sales pro. The book is well written, easy to read and full of very valuable content.

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. Books by Dan Seidman.

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Rejection is a very close cousin to resilience

Rejection is a very close cousin to resilience. With Safari, you learn the way you learn best.

Master the One Skill Every Sales Pro Needs. Print ISBN: 9780814417263, 0814417264. eText ISBN: 9780814417270, 0814417272. . 9 USD SKU: 9780814417270. The world’s eTextbook reader for students. VitalSource is the leading provider of online textbooks and course materials. More than 15 million users have used our Bookshelf platform over the past year to improve their learning experience and outcomes

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

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.

SEIDMAN, DAN. Format: eBook. 14 The Opening Strategy for All Sales Calls. 15 How to Be Funny: Humor for Sales Pros. 16 Potent Communication Skills. 17 High-Influence Cold Calling. Part Two: Influencing Yourself. 18 Seven Keys to Influencing Your Brain. 19 Heart and Head Check: Self-Test.

getAbstract is summarizing much more than books. We look at every kind of content that may matter to our audience: books, but also articles, reports, videos and podcasts. What we say here about books applies to all formats we cover. Some want the big picture, while others prefer the details. Some live by their guts, and others demand statistics and reports.

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. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to "yes." The Secret Language of Influence reveals the best ways to approach buyers who are: Motivated by benefits vs. problems * Proactive vs. reactive * Big-picture vs. detailoriented * Systems thinkers vs. creative minds * Influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs) From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyers' minds.

Runeterror
The "Language of Influence" is a little known artifact of neurolinguistic psychology. It is strange that it remains off the radar for so long given the connection between language, motivation, and performance. Dan Seidman, a proven, international expert in the field of sales and marketing, has captured the essence of the language of influence in his book on selling. If the reader will consider using the recommendations regarding the patterns in the book, he or she will significantly increase his or her power of influence without any highly visible signs of change. The keys are: (a) understanding the link between language and influence; (b) understanding how others process language is key to getting information to them; (c) understanding that we most often communicate and influence as though we were talking to someone like us; and (d) learning how to "read" the other person's patterns and using language that matches them. This book works not only for sales, but also for relationships, day-to-day transactions with others, and life in general.
Dont_Wory
Book was boring and It wasn't interesting. I almost never put down a book but did for this one. Maybe my problem is that it's geared towards sales
Talrajas
Every salesperson should own this book. I'd put this book in my top-5 sales books. The chapter on Storytelling is worth the price of the book. The book covers NLP a little bit, so if you're interested in that this is worth a read.
Qwert
A must read for any Insurance Salesperson, will open so many opens
Zeli
Excellent. Good examples.
Celace
A fairly large number of sales people begin their career thinking they need to learn to talk people into buying their product or service. Quoting Bill Brooks, a brilliant sales tactician and trainer, "Listen people into buying instead of talking your way out of the sale." Strategic listening is just one of the highly valuable chapters in this book which is full of valuable and insightful tips and techniques for those who aspire to becoming true sales professionals.

In order to master the art of selling, you need to develop the skill and ability to influence others. The starting point of influencing others is understanding why people do the things they do. All buyers are not created the same. Dan Seidman, the author, explores the various types of buyers in great detail. There are toward buyers and away buyers. Some buyers are motivated to move towards goals while others are motivated to move away from pain. Some buyers act like tortoises (slow and deliberate) and others act like the hare (fast). There are artist buyers (creative, spontaneous) and accountant buyers (systematic and deliberate). And you also have big picture buyers and detail buyers.

As you see the different buying styles of various buyers you come to fully understand that one sales pitch will not fit all buyers. You must understand what type of buyer you are dealing with and tailor your approach directly to their style. There are many other topics covered in Part one - there is a chapter on strategic listening, the power of storytelling, questions that advance the close and opening strategy for all sales calls - just to name a few. In Part one you will learn many valuable ways to influence others. This section is not just for reading. If you aspire to become a sales professional, you will need to study Part one and master the skills taught here.

Part two is all about influencing yourself. Here you will learn about resilience, how to handle rejection, how to set goals, priorities, achieve balance, develop the proper attitude and control your self-talk. This section is a great condensed self-help book.

Part three is all about implementation. It does no good to learn new skills unless you put them into practice. In part three, Mr. Seidman summarizes the strategies taught in the book and gives you a direction to take to become a sales pro.

The book is well written, easy to read and full of very valuable content. There is a surprising amount of very excellent information in this book. There are plenty of examples to illustrate the teachings. In order to make the lessons easier to learn and remembers, there is an ample use of humor scattered throughout the book. The information is based on Mr. Seidman's years of experience in sales and sales training. He also draws on and refers to a wide range of research and experts to validate and supplement his own knowledge.

This is an excellent reference and teaching guide for those wanting to accelerate and elevate their sales career.
Yozshujinn
Another fine book from the good folks at Amacom. This is an easy to read, very insightful and terrifically useful salesmanagers and salesman's book. The author not only provides you with what you need to really raise your sales game, he follows his own advice in how he presents the information. You will learn and be educated on this topic like never before. I appreciated that this material compliments any type of sales training or process you follow. He has three dozen major topics, from which he then points out the twelve activities to get yourself started. I appreciated his short direct chapters. Some of my '"found" items were how to:

build a strong opening strategy ( reinforce the time, the objective and the yes/no aspect of the call beforehand)
prepare beforehand your reps with the proven strong responses to the six most common objections (also pointed on in contextual pricing preparation)
find great sources of humour
influence your "self talk to be positive
show your reps the data they need to know

Get this book - read and reread it. With the growing emphasis on having and using valuable content, this will become a classic.
Author and sales trainer Dan Seidman says salespeople will encounter various kinds of buyers: Some find new ideas exciting, others are suspicious. Some want the big picture, while others prefer the details. Some live by their guts, and others demand statistics and reports. The key to making more sales is figuring out your prospects' character and matching your dialogue to their individual style. Many of Seidman's strategies - such as evoking emotions, asking questions, using stories and adopting positive self-talk - form the backbone of good standard sales practices, so if you're a sales rookie seeking a solid model or a veteran who wants to brush up your skills, getAbstract recommends beginning with this book.