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

  • 7h 48m 8s
  • Ben Zoldan, Michael Bosworth
  • Recorded Books, Inc.
  • 2012

Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn.

In this Audiobook

  • Chapter 1: The Old Paradigm
  • Chapter 2: Earth Is No Longer the Center of the Universe
  • Chapter 3: The Hidden Power of Vulnerability
  • Chapter 4: Our Brains on Story
  • Chapter 5: Story Building
  • Chapter 6: Stories for Selling
  • Chapter 7: The Collaboration: Storytelling and Story Tending
  • Chapter 8: Empathic Listening
  • Chapter 9: Shifting the Herd: The Enterprise Sale
  • Chapter 10: The “Storiable” Organization
  • Chapter 11: Continuing the Journey