Number of pages: 312
BBB Library: Sales and Marketing, Communication
Woo, simple enough to say, but not so simple to do. It is relationship-based persuasion, a strategic process for getting people’s attention, pitching your ideas, and obtaining approval for your plans and projects. In short, it’s one of the most important skills for any entrepreneur, employee, or professional manager whose work requires them to rely on influence and persuasion rather than coercion and force.
"Salespeople market products and services. Successful people within organizations market ideas. Can you market yours? In this smart, well-sourced book, G. Richard Shell and Mario Moussa show you how to sell your concepts to your colleagues and clients. They detail six primary “influence channels” and five “persuasion roles.” They also outline the four components of an effective persuasion." Howard Recruitment
"In their new book, The Art of Woo: Using Strategic Persuasion to Sell Your Ideas, Wharton legal studies and business ethics professor G. Richard Shell and management consultant Mario Moussa provide a systematic approach to idea selling that addresses the problem Iacocca identified."The Wharton
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five
The Science of Influence shows readers how to get anyone to say yes in eight minutes or less. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a no into a yes. Every secret in this book has been
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost
By dictionary definition, a cold call is a telephone call or visit made to someone you don’t know who is not expecting a contact, often for the reason of selling a product or service. In plain English, that means a cold call is often nothing more than an interruption on peoples’
Whether you are selling products or ideas, the success of your business is based on how well you sell, and how well you sell is based on how well you can woo others over to your side.
You need to lock the idea into organizational matrix, through budget lines, job descriptions, incentives and other standard operating procedures.
To succeed in politics, you need a slogan. A simple theme allows people to remember it and pass it on to others.
The problems you can face in closing a deal could come from internal forces that work against change; fear of the unknown, competing interests, and organizational politics.
Your success as a persuader depends on your ability to find the channel your audience is tuned to and then communicate using appropriate language.
Relationships give people a level of trust and confidence in each other, facilitating communication and making it easier to cooperate. Take the time to meet face-to-face.
Being alert as good ideas will start to come at odd moments. Take the raw material of your new idea, turn it over in your head, adapt it, share it with others, and get feedback.
Research relentlessly with reference to a defined problem is extremely helpful when cooking up a new idea.
The final step of the Woo process completes the cycle by taking you from the agreement stage to the concrete commitments you need to turn your ideas into action.
The trick isn’t getting people to buy things they don’t need, but rather to help them see things your way.