Sales training expert Dan Seidman gives a crash-course on selling, from lessons ranging from how to break down client objections to the correct language to use to motivate proactive and reactive buyers.

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One Response to “SUCCESS Book Summaries:The Secret Language of Influence”

1. Dan Seidman Says:
   April 19th, 2013 at 9:02 am

   (I’m the author) Quick thought or two on the Pattern Interrupt. When I designed a major financial services company sales training I used that tactic for buyers who said we’re too old to buy an annuity. The Pattern Interrupt response was “We have sea turtles older than you as clients.”

   Just recently I taught this technique here in Chicago. The following week I was approached by a man in the class who used this (the buyer emailed “Thanks, but no Thanks”). The entrepreneur responded; “The old thanks, but no thanks rejection.” Phone rings, it’s the buyer who, after a brief conversation, gives him a $5,000 sale, with a commitment to multiple future purchases.

   Point of all this? Great sales pros will do things that mediocre ones won’t.

   Buy now the book information here is enough to know it’s worth the simple investment.

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