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Author: Kimberlee Slavik
Publisher:
ISBN: 9781732191617
Category : Business & Economics
Languages : en
Pages : 186
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Book Description
VisNostic Selling explores a Neuroscientific approach toclient centric sales, marketing, and leadership.
Author: Kimberlee Slavik
Publisher:
ISBN: 9781732191617
Category : Business & Economics
Languages : en
Pages : 186
Get Book Here
Book Description
VisNostic Selling explores a Neuroscientific approach toclient centric sales, marketing, and leadership.
Author: Kimberlee Slavik
Publisher:
ISBN: 9781733194624
Category :
Languages : en
Pages :
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Book Description
Stop the madness of producing marketing content full of features and functions! Clients have to work too hard to translate what you do into why they care! Translate for them with Visualization Diagnostic Statements! Visnostics will change everything!
Author: Michael T. Bosworth
Publisher: McGraw Hill Professional
ISBN: 0071769749
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
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 IncTM “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 to influence change and win more sales.
Author: David Bosworth
Publisher: University of Georgia Press
ISBN: 0820350648
Category : Philosophy
Languages : en
Pages : 268
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Book Description
In Conscientious Thinking, David Bosworth cuts through all the noise of today’s political dysfunction and cultural wars to sound the deeper causes of our discontent. Americans are living, he argues, in a profoundly transitional era, one in which the commonsense beliefs of the first truly modern society are being undermined by the still crude but irreversible forces set loose by technology’s drastic revision of our everyday lives. He shows how this disruptive conflict between modern and post-modern modes of reasoning can be found in all advanced fields, including art, medicine, and science, and then traces its impact on our daily actions through such changes as the ways in which friends relate, money is made, crimes are committed, and mates are chosen. Just as feudal values had to give way to a modern worldview that more effectively contained the new social reality generated by the printed book, so must our democracy reimagine itself in ways that can domesticate—civilize rather than merely “monetize”—a post-modern scene radically transformed by our digital machines. To that end, Conscientious Thinking supplies not only the means to make sense of our contentious times but also a provisional sketch of what a desirable post-modern America might look like.
Author: Kimberlee Slavik
Publisher:
ISBN: 9781733194662
Category :
Languages : en
Pages :
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Book Description
Visnostics for leadership along with exercises for live or online workshops for individuals or groups.
Author: Kimberlee Slavik
Publisher:
ISBN: 9781733194617
Category :
Languages : en
Pages :
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Book Description
paperback version
Author: Mike Adams
Publisher:
ISBN: 9781925648973
Category : Business & Economics
Languages : en
Pages : 266
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Book Description
How do the best salespeople connect, influence and persuade? With stories. 'Seven Stories Every Salesperson Must Tell' takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you'll create more new business than you thought possible. Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling -- from first hello to signed contract. You'll learn stories to help you: Establish rapport and trust Present challenging insights Differentiate your solution Share your company values Unstick negotiation stand-offs Create better business outcomes. This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you'll become a story master, creating new stories for your clients.
Author: Michael T. Bosworth
Publisher: McGraw Hill Professional
ISBN: 0071501975
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.
Author: Baba Roy
Publisher:
ISBN: 9780971828209
Category : Juvenile Fiction
Languages : en
Pages : 120
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Book Description
Author: Michael T. Bosworth
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 278
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Book Description
In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
