Archive for January 17th, 2012

What Great Salespeople Do. The science of selling through emotional connection and the power of story. Michael Bosworth & Ben Zoldan

Sales

Image by Nils Geylen via Flickr

What Great Salespeople Do. The science of selling through emotional connection and the power of story. Michael Bosworth & Ben Zoldan. 2012. ISBN  9780071769716.  Michale Bosworth, the writer of Customer Centric Selling and Solution Selling, has written a game changing book for sales training.  His ideas changed when after decades of sales training ( SPSS, Rackham and Solution Selling)  trying to improve the sales skills of the 60% of the salespeople who were not in the top 20%, that now the top was only 17%. The best had become even better but most had not improved.  He went back to basics and started to take apart the top sales guns “mojo”. That is when he identified how much of an emotional connection they made before they ever started on a sales effort.  This book is the result of years of training sales teams on emotional connecting to power the sales effort. He has tied together the common principle that we decide to buy emotionally and then justify with logic. with the power of storytelling. There is lots of good science drawn upon that will resonate with you. I could immediately relate to two sales situations this year that did not go well for myself and the client, despite “doing all the right things”. I realize now that the emotional connection was not present or the sales people.  To make a change you  commit emotionally  Easily the most impactful sales book of the last few years. Check them out on Storyleaders.com



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Category: Sales Effectiveness

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