January 2012
Beginner
288 pages
5h 1m
English
book
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
by Michael T. Bosworth, Ben Zoldan
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
CHAPTER 4Our Brains on Story
We make sense of the events of our lives through stories.
—Daniel J. Siegel, M.D., author of Mindsight
The Barriers
We tend to put up barriers to people trying to influence us, and for good reason. It’s a natural defense mechanism. We do it to protect ourselves.
At the start of our Story Leaders workshops, we ask participants—usually a group of salespeople—to name the professions they trust the least. “Politicians!” is almost always the first answer, usually followed by “Salespeople!” And then, like clockwork, everyone in the room starts to laugh.
As salespeople, we know how difficult it is to build trust. Most of us have had bad experiences with salespeople ourselves. We know the uncomfortable feeling of being “sold ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.