Audiobook7 hours
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Written by Michael T. Bosworth and Ben Zoldan
Narrated by Ben Zoldan
Rating: 5 out of 5 stars
5/5
()
About this audiobook
Build better relationships and Sell More Effectively With a Powerful SALES STORY
“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn't work; best case, we can argue with the customer about numbers-purely a left brain exercise, which turns buyers off. This book explains a better way.”
-John Burke, Group Vice President, Oracle Corporation
“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.”
-Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”
-Gerhard Gschwandtner, publisher of Selling Power
“This book breaks the paradigm. It really works miracles!”
-David R. Hibbard, President, Dialexis Inc
“What Great Salespeople Do humanizes the sales process.”
-Kevin Popovic, founder, Ideahaus®
“Mike and Ben have translated what therapists have known for years into a business solution-utilizing and developing one's Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.”
-Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC
About the Book:
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 change
Make 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
“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn't work; best case, we can argue with the customer about numbers-purely a left brain exercise, which turns buyers off. This book explains a better way.”
-John Burke, Group Vice President, Oracle Corporation
“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.”
-Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”
-Gerhard Gschwandtner, publisher of Selling Power
“This book breaks the paradigm. It really works miracles!”
-David R. Hibbard, President, Dialexis Inc
“What Great Salespeople Do humanizes the sales process.”
-Kevin Popovic, founder, Ideahaus®
“Mike and Ben have translated what therapists have known for years into a business solution-utilizing and developing one's Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.”
-Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC
About the Book:
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 change
Make 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
Related to What Great Salespeople Do
Related audiobooks
SPIN Selling Rating: 4 out of 5 stars4/5Sell Without Selling Out: A Guide to Success on Your Own Terms Rating: 5 out of 5 stars5/5The Language of Trust: Selling Ideas in a World of Skeptics Rating: 4 out of 5 stars4/5People Buy You: The Real Secret to what Matters Most in Business Rating: 5 out of 5 stars5/5Ditch The Pitch: The Art of Improvised Persuasion Rating: 4 out of 5 stars4/5Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition Rating: 5 out of 5 stars5/5The Invisible Touch: The Four Keys to Modern Marketing Rating: 4 out of 5 stars4/5unReceptive: A Better Way to Sell, Lead, and Influence Rating: 3 out of 5 stars3/5Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know Rating: 5 out of 5 stars5/5Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price Rating: 0 out of 5 stars0 ratingsAll About Them: Grow Your Business by Focusing on Others Rating: 4 out of 5 stars4/5Top of Mind: Use Content to Unleash Your Influence and Engage Those Who Matter To You Rating: 4 out of 5 stars4/5Carry That Quota: Sales Tactics and Stories By the Rep For the Rep Rating: 0 out of 5 stars0 ratingsThe Lost Art of Closing: Winning the Ten Commitments That Drive Sales Rating: 4 out of 5 stars4/5CustomerCentric Selling Rating: 4 out of 5 stars4/5Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance Rating: 3 out of 5 stars3/5The Art of the Sale Rating: 5 out of 5 stars5/5Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Rating: 4 out of 5 stars4/5What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Rating: 4 out of 5 stars4/5Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Rating: 5 out of 5 stars5/5The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections Rating: 4 out of 5 stars4/5The Art of Woo: Using Strategic Persuasion to Sell Your Ideas Rating: 4 out of 5 stars4/5The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results Rating: 4 out of 5 stars4/5The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale Rating: 0 out of 5 stars0 ratingsThe Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers Rating: 5 out of 5 stars5/5
Business Communication For You
Never Split the Difference: Negotiating As If Your Life Depended On It Rating: 5 out of 5 stars5/5How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships Rating: 5 out of 5 stars5/5How to Win Friends and Influence People in the Digital Age Rating: 5 out of 5 stars5/5Crucial Conversations: Tools for Talking When Stakes are High, Third Edition Rating: 4 out of 5 stars4/5The Communication Book: 44 Ideas for Better Conversations Every Day Rating: 5 out of 5 stars5/5Storyworthy: Engage, Teach, Persuade, and Change Your Life through the Power of Storytelling Rating: 5 out of 5 stars5/5Crucial Conversations: Tools for Talking When Stakes Are High Rating: 4 out of 5 stars4/5How to Talk to Anyone at Work: 72 Little Tricks for Big Success Communicating on the Job Rating: 5 out of 5 stars5/5Think Faster, Talk Smarter: How to Speak Successfully When You're Put on the Spot Rating: 5 out of 5 stars5/5Win Every Argument: The Art of Debating, Persuading, and Public Speaking Rating: 5 out of 5 stars5/5Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Rating: 4 out of 5 stars4/5Just Listen: Discover the Secret to Getting Through to Absolutely Anyone Rating: 4 out of 5 stars4/5You're Not Listening: What You're Missing and Why It Matters Rating: 5 out of 5 stars5/5Crucial Confrontations: Tools for talking about broken promises, violated expectations, and bad behavior Rating: 4 out of 5 stars4/5Crucial Conversations: Tools for Talking When Stakes Are High, Second Edition Rating: 4 out of 5 stars4/5Get to the Point!: Sharpen Your Message and Make Your Words Matter Rating: 5 out of 5 stars5/5The First Minute: How to start conversations that get results Rating: 5 out of 5 stars5/5Talk Like TED: The 9 Public-Speaking Secrets of the World's Top Minds Rating: 5 out of 5 stars5/5What to Say Next: Successful Communication in Work, Life, and Love—with Autism Spectrum Disorder Rating: 5 out of 5 stars5/5TED Talks: The Official TED Guide to Public Speaking Rating: 4 out of 5 stars4/5The Six Cs of Effective Storytelling Rating: 5 out of 5 stars5/5The Secrets of Successful Public Speakers: How to Improve Confidence and Credibility in Your Communication Rating: 5 out of 5 stars5/5Summary of How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships by Leil Lowndes Rating: 5 out of 5 stars5/5Everyone Communicates, Few Connect: What the Most Effective People Do Differently Rating: 5 out of 5 stars5/5
Reviews for What Great Salespeople Do
Rating: 5 out of 5 stars
5/5
1 rating0 reviews