The Secret Language of Influence: Master the One Skill Every Sales Pro Needs
- 3h 5m
- Dan Seidman
- AMACOM
- 2012
If you want to make more sales, you need to speak the buyer’s language. Some buyers are like tortoises and others are like hares. Some are big-picture buyers and others are detail-oriented. And some, no matter how many fabulous benefits you describe, would rather hear about the pain they’ll avoid. Your job is to figure out what kind of buyer you’re selling to, and which words will lead them to “yes.”
You don’t have to be a mind reader. It’s simple to do when you’re attuned to the subtle yet powerful force of language—listening carefully to map out your customer’s mind, then choosing words strategically to act as tools of influence.
The Secret Language of Influence is a remarkably simple yet effective new approach to selling. Packed with stories, dialogues, and examples, the book delivers more than 30 psychologically insightful strategies for pinpointing how different people make decisions, and tailoring your sales message to match. You’ll learn how to:
- Use pattern interrupt to grab attention and overcome resistance
- Motivate proactive buyers who rush forward (then change their minds) and reactive buyers who make decisions slowly and methodically
- Figure out if your prospect responds to external feedback (testimonials, evidence) or internal factors (feelings, beliefs)
- Match your dialect to appeal to visual, auditory, or kinesthetic thinkers
- Ask potent questions that elicit clear clues about your buyer
- Use storytelling, humor, and emotions to maximum effect, and more!
Great persuasion skills are invisible, happening just beneath a buyer’s awareness. With a few simple words—the right words—you can transform an awkward sales call into a comfortable conversation, and a resistant prospect into a happy customer.
About the Author
Dan Seidman is a globally recognized speaker, consultant, and trainer on selling and influence. He is the author of The Ultimate Guide to Sales Training, and his regular columns reach more than 2 million readers monthly online and in print. He lives in Barrington, Illinois.
In this Book
-
Breaking Buyers’ Patterns
-
Toward Buyers and Away Buyers
-
Buyer Tortoises vs. Buyer Hares
-
Buyers Who Like Proof vs. Buyers Who Don’t
-
Artist Buyers vs. Accountant Buyers
-
Big Picture Buyers vs. Detail-Oriented Buyers
-
Four Kids in a Classroom
-
Critical Language Tips
-
Evoke Emotions!
-
The Persuasive Power of Storytelling in Selling
-
Questions That Advance the Sale Closer to the Close
-
The Ultimate Objection-Handling Tool
-
Strategic Listening
-
The Opening Strategy for All Sales Calls
-
How to Be Funny: Humor for Sales Pros
-
Potent Communication Skills
-
High-Influence Cold Calling
-
Seven Keys to Influencing Your Brain
-
Heart and Head Check: Self-Test
-
Influence Your Body
-
Know Your Numbers
-
A Summary of Strategies
-
Can’t Decide What’s Most Important?
-
First Step, Next Steps
-
Model of Sales Excellence Tool
