000			01764cam a2200205 a 4500
020			_a9781400242368 _c$700
040			_aSAN _beng _cTCPL _dTCPL
082	0		_a658.85
100	1		_aSmith, Paul, _d1967-
245	1	0	_aSell with a story : how to capture attention, build trust and close the sale _cPaul Smith
246	3	0	_aHow to capture attention, build trust and close the sale
260			_aNew York, NY _bAMACOM, American Management Association _cc2017
300			_axi, 290 p.
520			_aDespite all the high-tech tools available to salespeople, the most personal method still works best. 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. 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: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more 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	_aSelling
650		0	_aStorytelling
650		0	_aSales management
650		0	_aCommunication in management
942			_cBK
999			_c17254 _d17254