What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

by Michael Bosworth and Ben Zoldan

Book Overview

Build better relationships and Sell More Effectively With a Powerful SALES STORY "Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn't work; best case, we can argue with the customer about numbers--purely a left brain exercise, which turns buyers off. This book explains a better way." --John Burke, Group Vice President, Oracle Corporation "Forget music, a great story...

• Format: Hardcover
• Language: English
• ISBN: 0071769714
• ISBN13: 9780071769716
• Release Date: January 2012
• Publisher: McGraw-Hill Companies
• Length: 256 Pages
• Weight: 1.16 lbs.
• Dimensions: 0.9" x 6.3" x 9.0"