The Secret Language of Influence: Master the One Skill Every Sales Pro Needs

Table of contents

1. Cover Page
2. Title Page
3. Copyright Page
4. Dedication
5. About the Author
6. Contents
7. Preface: Great Persuasion Skills Are Invisible
8. Part One Influencing Others
   1. 1 Breaking Buyers’ Patterns
   2. 2 Toward Buyers and Away Buyers
   3. 3 Buyer Tortoises vs. Buyer Hares
   4. 4 Buyers Who Like Proof vs. Buyers Who Don’t
   5. 5 Artist Buyers vs. Accountant Buyers
   6. 6 Big Picture Buyers vs. Detail-Oriented Buyers
   7. 7 Four Kids in a Classroom
   8. 8 Critical Language Tips
   9. 9 Evoke Emotions!
   10. 10 The Persuasive Power of Storytelling in Selling
   11. 11 Questions That Advance the Sale Closer to the Close
   12. 12 The Ultimate Objection-Handling Tool
   13. 13 Strategic Listening
   14. 14 The Opening Strategy for All Sales Calls
   15. 15 How to Be Funny: Humor for Sales Pros
   16. 16 Potent Communication Skills
   17. 17 High-Influence Cold Calling
9. Part Two: Influencing Yourself
   1. 18 Seven Keys to Influencing Your Brain
   2. 19 Heart and Head Check: Self-Test
   3. 20 Influence Your Body
   4. 21 Know Your Numbers
10. Part Three: Implementing Your Influence
    1. 22 A Summary of Strategies
    2. 23 Can’t Decide What’s Most Important?
    3. 24 First Step, Next Steps
    4. 25 Model of Sales Excellence Tool
11. Index