Sell with a story : how to capture attention, build trust and close the sale (Record no. 17254)

MARC details
000 -LEADER
fixed length control field 01764cam a2200205 a 4500
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
ISBN 9781400242368
Terms of availability $700
040 ## - CATALOGING SOURCE
Original cataloging agency SAN
Language of cataloging eng
Transcribing agency TCPL
Modifying agency TCPL
082 0# - DEWEY DECIMAL CLASSIFICATION NUMBER
Classification number 658.85
100 1# - MAIN ENTRY--AUTHOR NAME
Personal name Smith, Paul,
Dates associated with a name 1967-
245 10 - TITLE STATEMENT
Title Sell with a story : how to capture attention, build trust and close the sale
Statement of responsibility, etc Paul Smith
246 30 - VARYING FORM OF TITLE
Title proper/short title How to capture attention, build trust and close the sale
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication New York, NY
Name of publisher AMACOM, American Management Association
Year of publication c2017
300 ## - PHYSICAL DESCRIPTION
Number of Pages xi, 290 p.
520 ## - SUMMARY, ETC.
Summary, etc Despite all the high-tech tools available to salespeople, the most personal method still works best.<br/><br/>Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made.<br/><br/>Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:<br/><br/>Select the right story<br/>Craft a compelling and memorable narrative<br/>Incorporate challenge, conflict, and resolution<br/>Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more<br/>Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical Term Selling
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical Term Storytelling
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical Term Sales management
650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical Term Communication in management
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Books
Holdings
Withdrawn status Lost status Home library Current library Shelving location Date acquired Full call number Accession Number Koha item type
    DIS Library DIS Library New Titles 24/09/2024 658.85 Smith MH010799 Books