The Secret Language of Influence

The Secret Language of Influence

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Great selling is invisible. Influence occurs at a level just below the buyera€™s awareness. Thata€™s important because todaya€™s buyer is savvy and all too familiar with traditional selling techniques. However, a few simple wordsa€”the right wordsa€”can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer. Some people, for example, want to hear about the money theya€™ll save, while others respond to the pain theya€™ll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a€œyes.a€ The Secret Language of Influence reveals the best ways to approach buyers who are: Motivated by benefits vs. problems a€c Proactive vs. reactive a€c Big-picture vs. detailoriented a€c Systems thinkers vs. creative minds a€c Influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs) From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyersa€™ minds.Brainmail lists unusual statistics, developments in products, and ideas from around the world. ... European company Sky Sails (, whose brilliant idea is to use gigantic kites on ships to supplement and reduce fuel costs by using wind power. ... Odd news sites are fun for picking up quirky stories that people enjoy. Look into: I NewsoftheWeirdcom I I Weird News on MSNBCanbsp;...

Title:The Secret Language of Influence
Author: Dan Seidman
Publisher:AMACOM Div American Mgmt Assn - 2012

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