Overview

"Everything about the way people buy has changed. Business-to-Business customers are armed with technology designed to block salespeople and often try to solve their own problems through search engines and social media. How can sellers influence these buyers? They can learn how to be relevant by mastering the new skill of Echo Selling. - Echo Selling helps you identify the buyer's circle of influencers who need to echo your sales pitch. - Echo Selling simplifies how to get into the conversation between buyers and their influencers. - Echo Selling shows you how to translate your sales pitch into ""echo-able"" messages. - Echo Selling is the strategy for getting the buyer and their circle to reassure each other that your service is right for them. - Echo Selling gives you the tactics you need to close deals with customers you can't reach with conventional sales techniques. Effectively reaching the right influencers through Echo Selling will increase your value as a salesperson and give you the competitive advantage you'll need for a successful sales career."

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9781955791199

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Steve has trained more than 50,000 people in 5,000 in-person workshops, 500 sales kickoffs and hundreds of keynote speeches throughout North and South America, Europe, Asia and the Middle East. He has developed customized training for every sales role, client size and go-to-market strategy.Steve's digital training includes virtual workshops, videos, online programs and podcasts. His clients range from global market leaders to start-ups across many industry verticals, with an emphasis in Advertising, Marketing, Finance, Media and Technology. Clients rely on Steve to bring them the newest best-practice tactics and strategies he's observed around the world and to deliver his insights with passion and humor. Participants report a dramatic increase in confidence and a measurable improvement in performance. Steve's latest book, Echo Selling, introduces salespeople to the influence of psychology, digital media and word-of-mouth on buying decisions and the new ways sellers must now train for success.Sellers in every marketplace are experiencing challenges because of altered buying behaviors, which has caused the creation of specializedroles and the need for new skills. Steve's training has evolved to help sellers meet these demands with personalized coaching, unique workshops, fresh approaches to virtual delivery and a growing library of on-demand training programs, relevant to everyone from new hiresto seasoned sales professionals.

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