What great salespeople do the science of selling through emotional connection and the power of story
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 bra...
| Otros Autores: | , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw Hill
[2012]
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628982206719 |
Tabla de Contenidos:
- Cover
- Contents
- Appreciation
- Introduction
- Chapter 1 The Old Paradigm
- Chapter 2 Earth Is No Longer the Center of the Universe
- Chapter 3 The Hidden Power of Vulnerability
- Chapter 4 Our Brains on Story
- Chapter 5 Story Building
- Chapter 6 Stories for Selling
- Chapter 7 The Collaboration: Storytelling and Story Tending
- Chapter 8 Empathic Listening
- Chapter 9 Shifting the Herd: The Enterprise Sale
- Chapter 10 The "Storiable" Organization
- Chapter 11 Continuing the Journey
- Index.
