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Selling to the Seven Emotional Buying Styles (English Edition) [Format Kindle]

Gregory Ferrett , Steven Peterson , Brenda Brown , Joel Ferrett

Prix livre imprimé : EUR 12,32
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  • Longueur : 106 pages
  • Langue : Anglais
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Descriptions du produit

Présentation de l'éditeur

Selling to the 7 Emotional Buying Styles

Emotional Intelligence is today's buzz word. After reading this book you will be able to pick a person's primary emotional style within 90 seconds, use practical tools to engage emotionally & influence conversations & decisions. While widely applicable, this book provides simple everyday tools to use emotion to close that important sale. Every buyer makes a decision based on their emotional makeup, and every buyer will have a mixture of the seven emotional styles. Understanding and using them is your key to future sales.

Mastering the techniques in this book you will;

  • Shorten your sales cycle

  • Reduce discounts given

  • Close sales earlier

  • Know how your client will make a decision, and

  • understand the psychological triggers that motivate your client to make a buying decision.

In business every sale is the result of two human beings sitting down and agreeing to move forward with a joint solution. Your client engages you to deliver a business result because they trust you to deliver on your word. In this book you will find the practical tools to make this real and deliver real commercial relationships which are honest, sincere, of value and meaning to both parties.

In Selling to the Seven Emotional Buying Styles you will discover how and why emotion is such an important part in decision making. Emotion is a simple chemical reaction in the brain usually triggered by an outside influence. Once triggered, like 'fight or flight', emotion (-ve or +ve) can not be turned off. Buyers will sometimes wonder why they made a decision when they know the logical choice was something else. This book covers the latest science in understanding of the brain and the implications this science has for today's sales people. It is built up on the groundbreaking work of Aaron Rosanoff in his work on personality needs and the Humm-Wadsworth Temperament Scale documented in 1935.

Based on this understanding we reveal a much simpler way to close a sale. You will learn how to drive emotion in a way buyers will not be aware of.

This very practical book gives you everyday tools to take advantage of this breakthrough in understanding of how people make decisions. You will meet and identify the seven emotional styles.

  • The Hustler

  • The Artist

  • The Normal

  • The Engineer

  • The Politician

  • The Double Checker

  • The Mover

Every person from the CEO to receptionist, being human, makes decisions based on emotion. You will be given a simple tool to identify each emotional style using outward signs such as clothing, language, stance and office decor. You will learn techniques to drive emotion through the use of green and red emotional buttons.

If you are looking to influence a decision or close a sale this book gives you the strategies to work with each emotional style. If you want to establish rapport this book helps you by giving you ideas for conversation starters, what to talk about and questions to ask of each emotional style so you will know what is really going on in their mind and, importantly, the chemistry in their brain driving emotion.

Most importantly it provides you with real tools so you can use emotion to close that important sale

You will instantly recognise the emotional styles in your colleagues and your clients and understand why they behave in certain ways.

Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 1653 KB
  • Nombre de pages de l'édition imprimée : 106 pages
  • Editeur : Exceptional Sales Performance (22 août 2012)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B0091DX1C6
  • Synthèse vocale : Activée
  • X-Ray :
  • Word Wise: Non activé
  • Composition améliorée: Non activé
  • Classement des meilleures ventes d'Amazon: n°376.462 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)

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Commentaires en ligne

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Commentaires client les plus utiles sur Amazon.com (beta)
Amazon.com: 4.3 étoiles sur 5  14 commentaires
11 internautes sur 11 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Impressed with the information in this book 7 mai 2014
Par Angela C - Publié sur Amazon.com
Format:Format Kindle|Achat vérifié
This book is well thought out, and well written. The "emotional buying styles" are shown to you, one at a time and are easy to understand. I was able to follow along and understand exactly what the author was trying to explain.

I have not tested the information for accuracy in a field trial but I plan to do that, I am in sales as my part time job so knowing how to sell to certain types of people is important to making this a full time job.
11 internautes sur 12 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Insightful and useful 31 octobre 2012
Par Paul M. Niederer - Publié sur Amazon.com
Format:Format Kindle
Different people have different sales styles. Thats widely known. But the people you sell to are often assumed to be fairly generic. Not so. In this book you get a clear and useful understanding of how you can reframe your sales approach including languaging to be more certain of success. Easy to follow with lots of useful exercises this book is useable from the first few pages.
10 internautes sur 11 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Fascinating, Potent, and best of all.. Useful! 28 septembre 2012
Par Dan Seidman - Publié sur Amazon.com
Gregory Ferrett has taken a ton of research on emotion in decision-making and crafted a great book for business and sales professionals.

The foundational concept from Selling to the Seven Emotional Buying Styles is this...

The number one rule in understanding business to business relationships is; "A relationship can only be between two people - never between companies." All other rules fall under this.

There are seven types of buyer that a salesperson will encounter. They're easier to identify than you'd think.

The reader can then absorb the powerful details on each style, in several ways.

$ Read the text
$ View the cartoon
$ Work through a chart

The bullets are dollar signs for a reason. These concepts have high value for sales professionals.

This easy, fast and fun read is a perfect way to recognize how specific buyers will buy.

Ferrett references Jonah Lehrer's outstanding book on emotion in decision-making, How We Decide. I've recommended that work to salespeople around the planet.

We now have an application of that work for those of us who sell for a living.

Goodbye DISC, Hello Emotional Style.

9 internautes sur 10 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Great Sales Book That Every Business Person Should Read 13 novembre 2012
Par BookLoverRome - Publié sur Amazon.com
Selling to the Seven Emotional Buying Styles is a great new book, with great ideas and wonderful tips. Well researched, and well executed, Greg Ferrett has given the business world a tool and access to the psychology behind selling.

Great read, Highly Recommended!!!
3 internautes sur 3 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Insightful, Engaging and Immediately Usable Tools 28 novembre 2012
Par Amazon Customer - Publié sur Amazon.com
Format:Format Kindle
As a sales person you are taught that the first impression is key and will generally set the foundation to the relationship you develop (or fail to develop) with the client. Our companies spend a lot of time and money developing the "Key Elevator Pitch" and sales tools to support or sales efforts - and there perhaps lies the problem. We generally launch into our polished orchestrated first impression scene setter with little or no regard to the "Emotional Style" of the person we are trying to impress. With a better understanding of the different "Emotional Buyer Styles" I shudder tgo think of the number of potential sales I have either lost or made harder for myself by not incorporating the clients "Green Button" emotional triggers during my initial "first impressions" dialogue.
Greg has done a great job articulating the differences between the emotionla buyer styles and how to identify them. More importantly he had illuistrated how to do a slight variation on your approach and relationship development efforts to ensure you address the clients emotional needs/triggers. The book is an extremely easy read and the examples reinforce the key points. I found the tables extremely useful and have consolidated them into a single page reference sheet that I have now given to all my sales team.
I would strongly recommend this book to anyone who is serious about maximizing the returns on their sales efforts.
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