THE SECRET LANGUAGE OF INFLUENCE: MASTER THE ONE SKILL EVERY SALES PRO NEEDS

Book ID/图书代码： 00431012B53650

English Summary/英文概要： Want to make the sale? You need to learn to speak their language.

Great selling is invisible. Influence occurs at a level just below the buyer’s awareness. That’s important because today’s buyer is savvy and all too familiar with traditional selling techniques. However, a few simple words—the right words—can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer.

Some people, for example, want to hear about the money they’ll save, while others respond to the pain they’ll avoid. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to “yes.” The Secret Language of Influence reveals the best ways to approach buyers who are:

Motivated by benefits vs. problems • Proactive vs. reactive • Big-picture vs. detailoriented • Systems thinkers vs. creative minds • Influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs)

From the use of storytelling, humor, and emotion-evoking language to words to avoid and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and change buyers’ minds.

Chinese Summary/中文概要： 想要销售吗？你需要学会他们的说话方式。伟大的销售是无形的。影响恰恰出现在购买者能意识到的水平之下。这非常重要，因为现今的购买者都很懂行，而且他们也都对传统的销售技巧非常熟悉。然而，一些简单的词语—就是那些对的词语—可以使得一个尴尬的销售转变为一场舒服的谈话并使充满抵触情绪的顾客变成高高兴兴购买的顾客。

例如有些人想知道到底他们能省多少钱，而另一些人却反映说要回避他们的痛苦。通过鉴别购买者不同的动机，销售人员可以很快的定制他们的谈话并领导潜在顾客说“是的”。《影响的密语》这本书揭示了最好的接近以下这些顾客的方法：出于利益和问题的顾客，主动和被动的，从大方面考虑和注重细节的，理性思维和感性思维的，受外部回馈（奖状,证据）影响的和受内部因素（感觉,个人经历、信仰）影响的。

通过讲故事、幽默和一些使人兴奋的话语的使用可以避免一些问题是的销售更进一步，这本有趣的和充满实践意义的书证明了文字在打破抵触情绪和改变购买者意见方面的强大能力。(LNL)

Awards/获奖情况：

About the Author/作者介绍： DAN SEIDMAN是全球知名在销售和影响方面的发言人、顾问和训练者。他是《销售剖析》的作者，他网上和印刷的一些常规作品每周都能达到超过两百万的读者。

DAN SEIDMAN is a globally recognized speaker, consultant, and trainer on selling and influence. He is the author of Sales Autopsy, and his regular columns reach more than 2 million readers monthly online and in print.

Format:TRADE PAPERBACK

Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE(到期可授)

Complex/Traditional Chinese/繁体中文：AVAILABLE

Sales in other countries/其他国家销售情况：

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