Sell with a story : how to capture attention, build trust and close the sale (Record no. 17254)
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000 -LEADER | |
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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 |
Withdrawn status | Lost status | Home library | Current library | Shelving location | Date acquired | Full call number | Accession Number | Koha item type |
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DIS Library | DIS Library | New Titles | 24/09/2024 | 658.85 Smith | MH010799 | Books |