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Cognitive Selling

Changing your Sales Mindset

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Language:  English
Learn to change the way you think about sales and how to better influence your customers’ actions.
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Description
Content

This book is focused on having a conversation with you on the cognitive aspects of sales: how to change your mindset about your approach to selling. Changing the way you think about sales and your approach as a seller, we will explore the insight we can acquire from other professions and walks of life, including the life of toddlers. The outcome is to allow you to have more impactful customer conversations.

About the Author

Mike Macioci is an accomplished sales professional with over 30 years of B2B experience across multiple sales disciplines. Mike has a Master of Science, with a concentration in Human Resource Management, and extensive professional education in the discipline of sales. Mike is a firm believer that elite sales professionals are made and not born. Mikes other interests include spending time with his family, American History and Personal Finance. He also is a Chartered Retirement Planning CounselorSM.

  • About the Author
  • Introduction
  1. What is Cognitive Selling?
    1. Background
    2. The 10 Percent You Need to Know
    3. Summary and Takeaways to Put into Action
  2. Think Like a Journalist
    1. Curiosity
    2. The Power of the Question Mark
    3. Summary and Takeaways to Put into Action
  3. Think Like My Mentor
    1. What You Can Learn from My Mentor
    2. Loving and Embracing Customer Objections
    3. Summary and Takeaways to Put into Action
  4. Think Like Einstein
    1. What You Can Learn from a Genius
    2. How to Keep it Simple
    3. Summary and Takeaways to Put into Action
  5. Think Like a Toddler
    1. What You Can Learn from a Toddler
    2. The Five Why’s
    3. Summary and Takeaways to Put into Action
  6. Think Like a Movie Maker
    1. What You Can Learn from a Movie Maker
    2. How to Leverage the Power of Storytelling
    3. Summary and Takeaways to Put into Action
  7. Think Like My Patio Guy
    1. What You Can Learn from My Patio Guy
    2. How to Qualify a Customer
    3. Summary and Takeaways to Put into Action
  8. Conclusion
  • Endnotes

About the Author

Michael Macioci

Mike Macioci is an accomplished sales professional with over 30 years of B2B experience across multiple sales disciplines. Mike has a Master of Science, with a concentration in Human Resource Management, and extensive professional education in the discipline of sales. Mike is a firm believer that elite sales professionals are made and not born. Mikes other interests include spending time with his family, American History and Personal Finance. He also is a Chartered Retirement Planning CounselorSM .