What Great Salespeople Do: The Science of Selling Through Emotional Connection and...

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• Relax a buyer's skepticism while activating the part of his or her brain where trust is formed and connections are forged
• Use the power of story to influence buyers to change
• Make your ideas, beliefs, and experiences "storiable" using a proven story structure
• Build a personal inventory of stories to use throughout your sales cycle
• Tell your stories with authenticity and real passion
• Use empathic listening to get others to reveal themselves
• Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers

Breakthroughs in neuroscience have determined that people don't make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

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