Free Shipping on orders $35+ within the continental US
Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demons... Read More
Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase.
A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches you to think of influence as something occurring at a level just below the buyer’s awareness.
The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are:
motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid);
proactive vs. reactive;
big picture vs. detail oriented;
systems thinkers vs. creative minds;
and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs).
Today’s buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.
About the Contributor(s)DAN SEIDMAN is a globally recognized speaker, consultant, and trainer on selling and influence. He is the author of Sales...DAN SEIDMAN is a globally recognized speaker, consultant, and trainer on selling and influence. He is the author of Sales Autopsy, and his regular columns reach more than 2 million readers monthly online and in print.show more
Weight (lbs)0.64 lb
Case Weight (lbs)33.25 lb
Dimensions 9.0(h) x
How our s work
eBook Details: eBooks purchased here are fulfilled by our partner, Glose. Please note that:
For all eBook purchases, you will be prompted to create an account or login with your existing Leadership Essentials username and password. This ensures accurate delivery of your items.
To access your eBook(s) after purchasing, you can download the free Glose app or read instantly on your browser by logging into Glose.com. To log in, select OTHER SIGN IN/LOGIN OPTIONS and then click SIGN IN/LOG IN WITH HARPERCOLLINS, using the same email address and password used for your Leadership Essentials account.
E-Books fulfilled through Glose cannot be printed, downloaded as PDF, or read in other digital readers (like Kindle or Nook).
At checkout, you will be prompted to create an account (or login to your existing Leadership Essentials account). You will use the same username and password to log in to the eCourse portal and access your courses.
After purchase, you will receive a confirmation email from us with a link to the portal and your eCourse(s).
Please note: If you are purchasing eCourses in bulk for your team or organization, please email firstname.lastname@example.org after your purchase with your order number and the name of your organization. We will be in touch with you to set up your team on the platform.
If you have questions about eCourses, feel free to reach out to us via Live Chat at the bottom right corner of your screen, by submitting a ticket to our customer service team, or by calling us at 1-800-250-5308. For more information check out our FAQs here.