Deception

Summary

This book contains two books in a bundle. Here is a little preview about both:

1 - At a certain stage in your sales process, your prospect realizes they have a need—ideally due to your exceptional selling skills. As you guide them from recognizing this need through analysis and finally to making a decision, what is on their mind? Consciously or subconsciously, buyers are always weighing the balance of performance, image, and price (PIP). These three factors are perceived differently by each individual, and perceptions can shift over time. In the current economy, it’s crucial to recognize that the relationship between these factors is undergoing significant changes. Marketing must adapt products and messages to align with these shifts, while sales teams need to adjust their presentations, ask new questions, and carefully consider the responses they receive.

2 - Influence, at its core, means having the power to affect people or situations. Subconsciously, we are constantly influenced and are influencing others through countless factors that impact our decisions. Even something as mundane as choosing toothpaste involves a myriad of external influences. Influence is a universal phenomenon, not confined by species or origin. Although the factors that contribute to influence might seem endless, social scientists have identified fewer than ten key aspects. This book will explore how to effectively influence others to achieve your desired outcomes.