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
Content preview from What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of StoryBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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 8Empathic Listening
People don’t care how much you know until they know how much you care.
—Theodore Roosevelt
Are You a Good Listener?
Calvin Coolidge once said, “No one ever listened themselves out of a job.” No one ever listened themselves out of a sale, either. But there’s a lot more to listening than most people think, and it’s a lot harder to do than most people realize. This chapter is about getting people to really open up. Real emotional connections—the kind that can lead to change— are forged when people truly feel listened to. It’s something that doesn’t happen much in our society in general, much less in sales.
The biggest part of story tending is listening. In order to understand our buyers’ stories, in order to validate ...
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