The Secret Language of Influence: Master the One Skill Every Sales Pro Needs

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.

View More In Processes & Infrastructure.

Or Browse Our Catalog.

Intended primarily toward undergraduate and graduate systems analysis and design courses, this text also provides practical content to current and aspiring industry professionals.   Modern Systems Analysis and Design uses a practical, rather than t...

The Fundamentals of Small Group Communication provides readers with the fundamentals they need to become functional and productive members of any small group. Readers are introduced to the fundamental issues faced by all small groups (such as sociali...

Directed primarily toward students taking an course in undergraduate systems analysis and design, this text also provides practical content to current and aspiring industry professionals .  Kendall and Kendall’s Systems Analysis and Design, 9e, i...

For Structured Systems Analysis and Design courses.   Help Readers Become Effective Systems Analysts Using a professionally-oriented approach, Modern Systems Analysis and Design covers the concepts, skills, and techniques essential for systems...

A fresh, contemporary, active introduction to information systems ¿ Introduction to Information Systems provides invaluable help for learning the knowledge and skills related to information systems. In it, students see clearly what information s...

The MySQL database has become the world's most popular open source database because of its consistent fast performance, high reliability, and ease of use. That's why best-selling authors Phil Pratt and Mary Last are pleased to introduce their latest ...

Double the Experience with College English and Business Communication, and create a Prepared Communicator for the Interconnected World. . College English and Business Communication, provides a corrective approach to the fundamentals of communication ...