{"product_id":"the-secret-language-of-influence-master-the-one-skill-every-sales-pro-needs-9780814417263","title":"The Secret Language of Influence: Master the One Skill Every Sales Pro Needs","description":"\u003cp\u003e\u003cstrong\u003eSpanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eA few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches you to think of influence as something occurring at a level just below the buyer's awareness.\u003c\/p\u003e\u003cp\u003e\u003cem\u003eThe Secret Language of Influence\u003c\/em\u003e does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You'll learn the best ways to approach buyers who are: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003emotivated by benefits vs. problems (i.e., wanting to hear about the money they'll save rather than the pain they'll avoid);\u003c\/li\u003e\n\u003cli\u003eproactive vs. reactive;\u003c\/li\u003e\n\u003cli\u003ebig picture vs. detail oriented;\u003c\/li\u003e\n\u003cli\u003esystems thinkers vs. creative minds;\u003c\/li\u003e\n\u003cli\u003eand those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs).\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eToday's buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Amacom\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 04\/11\/2012\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780814417263\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 208\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.70lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.03h x 5.99w x 0.65d","brand":"Dan Seidman","offers":[{"title":"Default Title","offer_id":51911614234805,"sku":"9780814417263","price":16.14,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/files\/img_85814f6a-13d3-4395-804d-218e7b1036a6.jpg?v=1761056881","url":"https:\/\/pastforward.org\/products\/the-secret-language-of-influence-master-the-one-skill-every-sales-pro-needs-9780814417263","provider":"Past Forward","version":"1.0","type":"link"}