Sell with a story :: how to capture attention, build trust and close the sale /
Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York, NY :
American Management Association,
[2016]
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. 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. |
| Beschreibung: | 1 online resource |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9780814437124 0814437125 |
Internformat
MARC
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| 100 | 1 | |a Smith, Paul, |d 1967 July 3- |e author. |1 https://id.oclc.org/worldcat/entity/E39PCjqqgQv8QHBfFgY6rkWhpP |0 http://id.loc.gov/authorities/names/n2012009852 | |
| 245 | 1 | 0 | |a Sell with a story : |b how to capture attention, build trust and close the sale / |c by Paul Smith. |
| 264 | 1 | |a New York, NY : |b American Management Association, |c [2016] | |
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| 504 | |a Includes bibliographical references and index. | ||
| 588 | 0 | |a Print version record. | |
| 505 | 0 | |a Cover; Title; Dedication; Contents; Foreword; Acknowledgments; Half title; Introduction; Chapter 1: What Is a Sales Story?; Chapter 2: Why Tell Sales Stories?; Part I What Sales Stories You Need and When to Tell Them; Chapter 3: Introducing Yourself; Chapter 4: Stories You Tell Yourself; Chapter 5: Getting Buyers to Tell Their Story; Chapter 6: Building Rapport; Chapter 7: The Main Sales Pitch; Chapter 8: Handling Objections; Chapter 9: Closing the Sale; Chapter 10: Storytelling After the Sale; Part II How to Craft Sales Stories; Chapter 11: Elements of a Great Story | |
| 505 | 8 | |a Chapter 12: Choosing the Right Story to TellChapter 13: Story Structure; Chapter 14: The Hook (Transition In); Chapter 15: Context; Chapter 16: Challenge, Conflict, Resolution; Chapter 17: Lesson and Action (Transition Out); Chapter 18: Emotion; Chapter 19: Surprise; Chapter 20: Dialogue, Details, and Length; Chapter 21: Delivery; Chapter 22: Telling Stories with Data; Chapter 23: Stretching the Truth; Chapter 24: Finding Great Stories; Chapter 25: Practicing and Saving Your Stories; Chapter 26: Getting Started; Appendix A: 25 Stories Salespeople Need; Appendix B: Selling Story Roadmap | |
| 505 | 8 | |a Appendix C: Story Structure TemplateAppendix D: List of Sales Stories; Additional Reading; Endnotes; Index; Free Sample from Lead with a Story by Paul Smith; About AMACOM; Copyright | |
| 520 | |a Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. 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 | |a Selling. |0 http://id.loc.gov/authorities/subjects/sh85119819 | |
| 650 | 0 | |a Storytelling. |0 http://id.loc.gov/authorities/subjects/sh85128407 | |
| 650 | 0 | |a Sales management. |0 http://id.loc.gov/authorities/subjects/sh85116729 | |
| 650 | 0 | |a Communication in management. |0 http://id.loc.gov/authorities/subjects/sh85029076 | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Art de conter. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Communication en gestion. | |
| 650 | 7 | |a selling. |2 aat | |
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| adam_text | |
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| author | Smith, Paul, 1967 July 3- |
| author_GND | http://id.loc.gov/authorities/names/n2012009852 |
| author_facet | Smith, Paul, 1967 July 3- |
| author_role | aut |
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| callnumber-first | H - Social Science |
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| contents | Cover; Title; Dedication; Contents; Foreword; Acknowledgments; Half title; Introduction; Chapter 1: What Is a Sales Story?; Chapter 2: Why Tell Sales Stories?; Part I What Sales Stories You Need and When to Tell Them; Chapter 3: Introducing Yourself; Chapter 4: Stories You Tell Yourself; Chapter 5: Getting Buyers to Tell Their Story; Chapter 6: Building Rapport; Chapter 7: The Main Sales Pitch; Chapter 8: Handling Objections; Chapter 9: Closing the Sale; Chapter 10: Storytelling After the Sale; Part II How to Craft Sales Stories; Chapter 11: Elements of a Great Story Chapter 12: Choosing the Right Story to TellChapter 13: Story Structure; Chapter 14: The Hook (Transition In); Chapter 15: Context; Chapter 16: Challenge, Conflict, Resolution; Chapter 17: Lesson and Action (Transition Out); Chapter 18: Emotion; Chapter 19: Surprise; Chapter 20: Dialogue, Details, and Length; Chapter 21: Delivery; Chapter 22: Telling Stories with Data; Chapter 23: Stretching the Truth; Chapter 24: Finding Great Stories; Chapter 25: Practicing and Saving Your Stories; Chapter 26: Getting Started; Appendix A: 25 Stories Salespeople Need; Appendix B: Selling Story Roadmap Appendix C: Story Structure TemplateAppendix D: List of Sales Stories; Additional Reading; Endnotes; Index; Free Sample from Lead with a Story by Paul Smith; About AMACOM; Copyright |
| ctrlnum | (OCoLC)953197925 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
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| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBU-ocn953197925 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-26T14:49:23Z |
| institution | BVB |
| isbn | 9780814437124 0814437125 |
| language | English |
| oclc_num | 953197925 |
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| publisher | American Management Association, |
| record_format | marc |
| spelling | Smith, Paul, 1967 July 3- author. https://id.oclc.org/worldcat/entity/E39PCjqqgQv8QHBfFgY6rkWhpP http://id.loc.gov/authorities/names/n2012009852 Sell with a story : how to capture attention, build trust and close the sale / by Paul Smith. New York, NY : American Management Association, [2016] 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. Print version record. Cover; Title; Dedication; Contents; Foreword; Acknowledgments; Half title; Introduction; Chapter 1: What Is a Sales Story?; Chapter 2: Why Tell Sales Stories?; Part I What Sales Stories You Need and When to Tell Them; Chapter 3: Introducing Yourself; Chapter 4: Stories You Tell Yourself; Chapter 5: Getting Buyers to Tell Their Story; Chapter 6: Building Rapport; Chapter 7: The Main Sales Pitch; Chapter 8: Handling Objections; Chapter 9: Closing the Sale; Chapter 10: Storytelling After the Sale; Part II How to Craft Sales Stories; Chapter 11: Elements of a Great Story Chapter 12: Choosing the Right Story to TellChapter 13: Story Structure; Chapter 14: The Hook (Transition In); Chapter 15: Context; Chapter 16: Challenge, Conflict, Resolution; Chapter 17: Lesson and Action (Transition Out); Chapter 18: Emotion; Chapter 19: Surprise; Chapter 20: Dialogue, Details, and Length; Chapter 21: Delivery; Chapter 22: Telling Stories with Data; Chapter 23: Stretching the Truth; Chapter 24: Finding Great Stories; Chapter 25: Practicing and Saving Your Stories; Chapter 26: Getting Started; Appendix A: 25 Stories Salespeople Need; Appendix B: Selling Story Roadmap Appendix C: Story Structure TemplateAppendix D: List of Sales Stories; Additional Reading; Endnotes; Index; Free Sample from Lead with a Story by Paul Smith; About AMACOM; Copyright Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. 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. Selling. http://id.loc.gov/authorities/subjects/sh85119819 Storytelling. http://id.loc.gov/authorities/subjects/sh85128407 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Communication in management. http://id.loc.gov/authorities/subjects/sh85029076 Vente. Art de conter. Ventes Gestion. Communication en gestion. selling. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Communication in management fast Sales management fast Selling fast Storytelling fast dissertations. aat Academic theses fast Academic theses. lcgft http://id.loc.gov/authorities/genreForms/gf2014026039 Thèses et écrits académiques. rvmgf has work: Sell with a story (Text) https://id.oclc.org/worldcat/entity/E39PCFtj3QDk4g6yJ3xmhBRrD3 https://id.oclc.org/worldcat/ontology/hasWork Print version: Smith, Paul, 1967 July 3- Sell with a story. New York, NY : American Management Association, [2016] 9780814437117 (DLC) 2016017357 (OCoLC)948748516 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1250300 Volltext |
| spellingShingle | Smith, Paul, 1967 July 3- Sell with a story : how to capture attention, build trust and close the sale / Cover; Title; Dedication; Contents; Foreword; Acknowledgments; Half title; Introduction; Chapter 1: What Is a Sales Story?; Chapter 2: Why Tell Sales Stories?; Part I What Sales Stories You Need and When to Tell Them; Chapter 3: Introducing Yourself; Chapter 4: Stories You Tell Yourself; Chapter 5: Getting Buyers to Tell Their Story; Chapter 6: Building Rapport; Chapter 7: The Main Sales Pitch; Chapter 8: Handling Objections; Chapter 9: Closing the Sale; Chapter 10: Storytelling After the Sale; Part II How to Craft Sales Stories; Chapter 11: Elements of a Great Story Chapter 12: Choosing the Right Story to TellChapter 13: Story Structure; Chapter 14: The Hook (Transition In); Chapter 15: Context; Chapter 16: Challenge, Conflict, Resolution; Chapter 17: Lesson and Action (Transition Out); Chapter 18: Emotion; Chapter 19: Surprise; Chapter 20: Dialogue, Details, and Length; Chapter 21: Delivery; Chapter 22: Telling Stories with Data; Chapter 23: Stretching the Truth; Chapter 24: Finding Great Stories; Chapter 25: Practicing and Saving Your Stories; Chapter 26: Getting Started; Appendix A: 25 Stories Salespeople Need; Appendix B: Selling Story Roadmap Appendix C: Story Structure TemplateAppendix D: List of Sales Stories; Additional Reading; Endnotes; Index; Free Sample from Lead with a Story by Paul Smith; About AMACOM; Copyright Selling. http://id.loc.gov/authorities/subjects/sh85119819 Storytelling. http://id.loc.gov/authorities/subjects/sh85128407 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Communication in management. http://id.loc.gov/authorities/subjects/sh85029076 Vente. Art de conter. Ventes Gestion. Communication en gestion. selling. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Communication in management fast Sales management fast Selling fast Storytelling fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119819 http://id.loc.gov/authorities/subjects/sh85128407 http://id.loc.gov/authorities/subjects/sh85116729 http://id.loc.gov/authorities/subjects/sh85029076 http://id.loc.gov/authorities/genreForms/gf2014026039 |
| title | Sell with a story : how to capture attention, build trust and close the sale / |
| title_auth | Sell with a story : how to capture attention, build trust and close the sale / |
| title_exact_search | Sell with a story : how to capture attention, build trust and close the sale / |
| title_full | Sell with a story : how to capture attention, build trust and close the sale / by Paul Smith. |
| title_fullStr | Sell with a story : how to capture attention, build trust and close the sale / by Paul Smith. |
| title_full_unstemmed | Sell with a story : how to capture attention, build trust and close the sale / by Paul Smith. |
| title_short | Sell with a story : |
| title_sort | sell with a story how to capture attention build trust and close the sale |
| title_sub | how to capture attention, build trust and close the sale / |
| topic | Selling. http://id.loc.gov/authorities/subjects/sh85119819 Storytelling. http://id.loc.gov/authorities/subjects/sh85128407 Sales management. http://id.loc.gov/authorities/subjects/sh85116729 Communication in management. http://id.loc.gov/authorities/subjects/sh85029076 Vente. Art de conter. Ventes Gestion. Communication en gestion. selling. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Communication in management fast Sales management fast Selling fast Storytelling fast |
| topic_facet | Selling. Storytelling. Sales management. Communication in management. Vente. Art de conter. Ventes Gestion. Communication en gestion. selling. BUSINESS & ECONOMICS Industrial Management. BUSINESS & ECONOMICS Management. BUSINESS & ECONOMICS Management Science. BUSINESS & ECONOMICS Organizational Behavior. Communication in management Sales management Selling Storytelling dissertations. Academic theses Academic theses. Thèses et écrits académiques. |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1250300 |
| work_keys_str_mv | AT smithpaul sellwithastoryhowtocaptureattentionbuildtrustandclosethesale |