What Great Salespeople Do

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McGraw Hill-Ascent Audio, 2012.
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7h 47m 0s

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APA Citation, 7th Edition (style guide)

Michael T. Bosworth., Michael T. Bosworth|AUTHOR., Ben Zoldan|AUTHOR., & Ben Zoldan|READER. (2012). What Great Salespeople Do . McGraw Hill-Ascent Audio.

Chicago / Turabian - Author Date Citation, 17th Edition (style guide)

Michael T. Bosworth et al.. 2012. What Great Salespeople Do. McGraw Hill-Ascent Audio.

Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)

Michael T. Bosworth et al.. What Great Salespeople Do McGraw Hill-Ascent Audio, 2012.

MLA Citation, 9th Edition (style guide)

Michael T. Bosworth, Michael T. Bosworth|AUTHOR, Ben Zoldan|AUTHOR, and Ben Zoldan|READER. What Great Salespeople Do McGraw Hill-Ascent Audio, 2012.

Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.

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Grouped Work ID52369116-ae68-40d9-a29c-f0c004671221-eng
Full titlewhat great salespeople do
Authorbosworth michael t
Grouping Categorybook
Last Update2024-05-15 02:00:47AM
Last Indexed2024-07-06 03:13:40AM

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First LoadedJul 20, 2023
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Hoopla Extract Information

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    [synopsis] => Build better relationships and Sell More Effectively With a Powerful SALES STORY

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 to influence change and win more sales.
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