Sell with a story how to capture attention, build trust, and close the sale
Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful...
| Otros Autores: | , |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM, American Management Association
[2017]
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| Edición: | 1st edition |
| Colección: | Gale eBooks
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630250606719 |
Tabla de Contenidos:
- Cover; Title; Dedication; Contents; Foreword; Acknowledgments; Half title; Introduction; Chapter 1: What Is a Sales Story?; Chapter 2: Why Tell Sales Stories?; Part I What Sales Stories You Need and When to Tell Them; Chapter 3: Introducing Yourself; Chapter 4: Stories You Tell Yourself; Chapter 5: Getting Buyers to Tell Their Story; Chapter 6: Building Rapport; Chapter 7: The Main Sales Pitch; Chapter 8: Handling Objections; Chapter 9: Closing the Sale; Chapter 10: Storytelling After the Sale; Part II How to Craft Sales Stories; Chapter 11: Elements of a Great Story
- Chapter 12: Choosing the Right Story to TellChapter 13: Story Structure; Chapter 14: The Hook (Transition In); Chapter 15: Context; Chapter 16: Challenge, Conflict, Resolution; Chapter 17: Lesson and Action (Transition Out); Chapter 18: Emotion; Chapter 19: Surprise; Chapter 20: Dialogue, Details, and Length; Chapter 21: Delivery; Chapter 22: Telling Stories with Data; Chapter 23: Stretching the Truth; Chapter 24: Finding Great Stories; Chapter 25: Practicing and Saving Your Stories; Chapter 26: Getting Started; Appendix A: 25 Stories Salespeople Need; Appendix B: Selling Story Roadmap
- Appendix C: Story Structure TemplateAppendix D: List of Sales Stories; Additional Reading; Endnotes; Index; Free Sample from Lead with a Story by Paul Smith; About AMACOM; Copyright
