The Secret Language of Influence

Seidman, a sales trainer and consultant, shows how to identify types of buyers, such as big-picture buyers versus detail-oriented buyers, and how to choose a matching sales message and strategy. In a reader-friendly layout with many checklists and summary points, he describes about 30 distinct strategies for identifying buyer styles and using specific techniques to motivate buyers and overcome resistance. Ideas are illustrated with numerous examples. The last section of the book offers an assessment tool that allows readers to identify their own motivations and decision-making strategies. Annotation �穢2012 Book News, Inc., Portland, OR (booknews.com)