Story Based Selling Create, Connect, and Close by Jeff Bloomfield
epub | 886.49 KB | English | Jeff Bloomfield
Description: As a founder of a successful organization that trains and develops sales professionals, Jeff Bloomfield has given a lot of thought to why customers say "yes." In Story-Based Selling: Create, Connect, and Close, Mr. Bloomfield says it's really no mystery. People buy from people they trust. They trust people they like, and they like people they connect to. And he believes that storytelling is the best way for salespeople-and all of us-to immediately connect to a customer's feelings of trust and liking.
He thinks teaching sales professionals to close a deal by presenting their product, probing its mutual benefits, and overcoming the customer's objections and skepticism, is a waste of time. Instead, he urges them to tell a great story.
Mr. Bloomfield calls upon the latest research in neuroscience to explain the process of communication. The truth is that during the salesperson's engagement with clients, people quickly base their decisions on how they feel,...
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