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What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story (Marketing/Sales/Advertising & Promotion) Hardcover – January 10, 2012
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About the Author
Michael Bosworth and Ben Zoldan have been collaborators for more than a decade, training tens of thousands of salespeople. They cofounded Story Leaders, LLC, a training firm focused on improving the performance of salespeople. Previously, Michael founded two of the most successful firms in the sales training industry: Solution Selling and CustomerCentric Selling. Ben has worked in the sales industry for nearly 20 years. Prior to joining Mike as a principal consultant with CustomerCentric Selling, Ben was a top-performing salesperson and a senior sales executive.
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Top customer reviews
However, about halfway through the book, I realized the authors wrote this book to justify to their current clients that they were wrong about their previous sales training methods. This book is there way of saying, "Hey, we were wrong, but look at all this research we did. Now, we know we're right and we want you to pay for all your sales people to go through new training with us again."
All in all - a great book for those afraid of being salespeople (we are all salespeople in some way) and a great book to get your mind away from the traditional fact-regurgitation sales pitch.
This book takes insights, findings, research, and skills used by other disciplines and applies it to the fields of selling and buying in an innovative way - but never talks "down" to the reader and does not aim too high so that it no longer is an easy read. Written in a very accessible and conversational way, this is one book that I have already highlighted, dog-eared, and purchased for others to read. My excitement at having Mike and Ben open my eyes so that I could see what has always been before me is immense.
I highly endorse this book and would recommend it for any and every executive, sales professional, or student looking to enter sales.
During those 40 years Michael has written 3 books and taught countless course in an effort to provide a selling methodology and techniques that is in step with the way people prefer to buy. His latest "the Science of Selling Through Emotional Connection.... ," is excellent, innovative, and timely. He provides two creative pathways to understanding why we are feeling creatures before we are thinking creatures, specifically neuroscience, and storytelling and tending. The book is both insightful and practical and I sincerely hope you'll find as much value in reading book and applying the technics