Selling: Art or Science, Negotiation or Persuasion?

Technology Revolution: The Future of Now

Bonnie D Graham

News, Business News, Technology

4.9 • 112 Ratings

🗓️ 7 November 2012

⏱️ 57 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Selling. Today’s savvy salesperson must combine many skills: a gatherer-analyst of customer and competitor data; social business guru; collaboration champion; and much more. Our experts speak. Barry Trailer: “There is work to do in every sale. Imagine holding your hands two feet apart. The more work you do ‘selling’ – identifying key buying influences, needs and personal wins, establishing and elevating relationships, etc. – the less ‘negotiating’ you need to do. So, if you do 18” of selling, you have 6” of negotiating ahead…4” of selling, 20” of negotiating. Simply stated, there are no shortcuts.” Anneke Seley: “The business of sales is changing; whether your business changes with it will determine your long-term success.” Ross Wainwright: “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather in a lack of will.” (Vince Lombardi) Join us for more insights on Selling: Art or Science, Negotiation or Persuasion?

Transcript

Click on a timestamp to play from that location

0:00.0	The following program is being brought to you on the Voice America Business Channel.
0:05.7	For more information about our network and to check our additional show hosts and topics of interest,
0:10.3	please visit voiceamerica business.com.
0:13.2	The Voice America Talk Radio Network is the worldwide leader in live internet talk radio.
0:18.2	Visit voice America.com.
0:19.9	The views and ideas expressed on the following program are strictly those of the host or guests
0:24.7	and do not necessarily reflect the views and ideas held by the Voice America Talk Radio Network,
0:30.0	its staff, and management.
0:45.6	Thank you. Welcome to the most nutritious hour of business talk all week.
0:49.4	This is Coffee Break with Game Changers, presented by SAP.
0:51.9	The best run business is run SAP.
0:54.7	Your host and moderator is Bonnie D. Graham.
1:02.3	You'll hear from the innovators who have learned to use game-changing technologies to shake up the status quo and help move today's businesses in new directions.
1:04.3	Now, here's Bonnie D. Graham.
1:08.0	And today's word is selling.
1:13.2	Today's savvy salesperson must combine so many skills. He or she must be a gatherer and analyst of customer data, competitor data, market data, international, global data.
1:20.1	They have to be a social business guru, we'll talk about that more, a collaboration champion.
1:25.5	There's an interesting term. And so much more. Selling is such a
1:28.9	hot topic in the media. The corporate education group posted an article entitled Successful
1:34.1	Negotiations, mastering the art of persuasion. Negotiator magazine, I didn't even know there was a
1:39.8	negotiator magazine, is promoting a book called The Five Pass to Persuasion, the art of selling your message.
1:46.8	And if you search on Amazon the term selling, persuasion negotiation, you come up with these books.
	...

Please login to see the full transcript.

Previous episode | Next episode

Disclaimer: The podcast and artwork embedded on this page are from Bonnie D Graham, and are the property of its owner and not affiliated with or endorsed by Tapesearch.

Generated transcripts are the property of Bonnie D Graham and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.