Nancy (The LI Whisperer) Zare Ph.D.

The audiobook describes 3 principles of conversational selling, providing 10 guidelines, and a template to support sales conversations without being pushy, aggressive and salesy.

The Conversational Soft Selling System(TM) is based on three principles.
1) Always ask for permission
2) Speak conversationally without a script
3) Shift your speech to match your prospect's buying style

Selling is a 4-Step process. We present 15 proven formulas that you can customize to fit each phase: opening, fact-finding, features and benefits, and closing, Along the way, entrepreneurs often hear "no." That signals the time to use the "No to Yes!" Formula to maintain and… Show more

The Conversational Soft Selling System(TM) is based on three principles.
1) Always ask for permission
2) Speak conversationally without a script
3) Shift your speech to match your prospect's buying style

Selling is a 4-Step process. We present 15 proven formulas that you can customize to fit each phase: opening, fact-finding, features and benefits, and closing, Along the way, entrepreneurs often hear "no." That signals the time to use the "No to Yes!" Formula to maintain and enhance your relationships. Show less

Do you know how some people struggle to get hired? They’re professional, well educated and qualified, even experts in their field, yet their calendars and bank accounts lag behind.

If you want to get hired by your ideal clients, then you must master sales conversations. Knowing how to market and communicate effectively and efficiently with prospects, make your pitch, and close the deal is why Compelling Selling was written. It provides the exact words to use to influence buying behavior,… Show more

Do you know how some people struggle to get hired? They’re professional, well educated and qualified, even experts in their field, yet their calendars and bank accounts lag behind.

If you want to get hired by your ideal clients, then you must master sales conversations. Knowing how to market and communicate effectively and efficiently with prospects, make your pitch, and close the deal is why Compelling Selling was written. It provides the exact words to use to influence buying behavior, communicate with confidence, and get you results.

Selling is not a one-size-fits-all undertaking. For optimal results, you must adjust your sales conversation to match the buying style of your prospect. The AlikeAbility(™) System tells you how to do so in 5 simple steps.

Define 4 different ways people communicate and make buying decisions
Know your own style of communication
Diagnose your prospect’s style
Match that style by using the values and words of your prospect
Downplay or discard the divergence between your natural communication style and that of the prospect

Although the concepts can be easily understood in less than an hour, Compelling Selling is a reference book that you will consult repeatedly. The list of words and phrases associated with each selling style is priceless (pages 34 - 47). In fact, they are compelling, and will enable you to connect quickly and authentically with each of the 4 styles of buyer.

To diagnose your prospect’s style (pages 53 - 67), take note of:

Appearance
Vocal qualities
Behavior
Correspondence
Presence on Social Media
Decor of Home or Office

Finally, just as there are 4 ways to communicate, there are also 4 specific ways to sell. Chances are you sell the way you buy. However, the major mistake that most people make is failure to shift their communication to match the prospect. When you develop AlikeAbility(™), you’ll market with ease, earn more sales and Get Hired!
Show less

Words That Sell with Style is a reference manual for finding the exact language to use that converts prospects into clients. When you select the right words, people respond in a positive way. They’re open, inquisitive, and interested. Utter the wrong words and they pull back, shut down, and drift from the conversation or presentation.
All along the sales cycle, from prospecting to follow-up to close, using the right words and approach gives the winning edge to you, business owners and… Show more

Words That Sell with Style is a reference manual for finding the exact language to use that converts prospects into clients. When you select the right words, people respond in a positive way. They’re open, inquisitive, and interested. Utter the wrong words and they pull back, shut down, and drift from the conversation or presentation.
All along the sales cycle, from prospecting to follow-up to close, using the right words and approach gives the winning edge to you, business owners and marketing professionals who are building a client base. Show less

The goal of the AlikeAbility(TM) System is to enable business owners and sales professionals to build rapport quickly and authentically to make more sales. By reading your prospect's personality style and matching it, trust goes up, resistance goes down, and you open the channels of communication for doing business together.

What are the facts about workplace violence? How can you identify and respond to it? Written for mental health professionals

Identify situations and issues that could lead to violence in the workplace.