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 7The Collaboration: Storytelling and Story Tending
To touch the soul of another human being is to walk on holy ground.
—Steven Covey
Storytelling
Now that you understand the power of story and have built some stories of your own, it’s time to start putting them to use in a collaborative, reciprocal way—in real sales situations. Keep in mind that your stories are merely a means to an end, a way of helping your buyer to progress through his or her buy cycle. Ultimately, the goal is to influence your buyer to believe what you believe, to get to the top rung of the story ladder, to say yes.
The Language of Emotion
The first thing to understand about storytelling is that it’s not just what you say but how you say it. In fact, it’s mostly
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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.
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.Amir M.
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.