What to Say, How to Say It, Why It Matters If you're trying to sell something-whether it's a product, a service, or an idea-you are facing a new era of consumers who listen less and question more. The Language of Trust is for anyone who must sell ideas, products, services, or even themselves to a public that just doesn't want to hear it. Based on pioneering consumer research, The Language of Trust shows you how to regain the confidence of your clients and customers and communicate with them on their terms. You'll learn what words to use, what words to lose, and how to structure your message to overcome skepticism and build and keep the trust of your audience.

The Language of Trust: Selling Ideas in a World of Skeptics

Business & Money

West, Scott

Maslansky, Michael

DeMoss, Gary

Marketing & Sales

Penguin Publishing Group

What to say, how to say it, and why it matters: communicating with authority and honesty in an age of mistrust. Still struggling through the financial crisis that began in 2008, consumers aren't buying traditional sales approaches anymore. So how do salespeople, corporate communicators, managers, and marketers sell their ideas, products, and services to a generation of customers who are more skeptical and less influenced by conventional marketing than ever before? Based on groundbreaking consumer research conducted with thousands of individuals, this step-by-step guide will help readers understand their audience and how to communicate effectively with them. Topics include: ? The mechanics and mindset of communicating with trust and credibility ? Choosing the right words: being positive, using plain English, being plausible, and personalizing a message ? Structuring a message: putting benefits before features, context before specifics

Saylor, David

Processes & Infrastructure

Prentice-Hall Press

Persuasive presentations are a matter of both substance and style. Gary DeMoss and Mitch Anthony, well-known speakers and communication professionals in the financial services industry, reveal proven strategies for making "can't miss" presentations about products and services. Readers will learn to: *Identify the three crucial aspects of all great presentations and deliver them persuasively. *Help clients uncover areas of dissatisfaction and increase their motivation to make necessary changes. *Get and keep people's attention and ultimately bring them to a point of action. 
A successful presentation "persuades" behavior and helps to close the sale. Using the skills outlined by DeMoss and Anthony, financial advisors can stand confidently in front of a large audience or speak comfortably to an audience of one, knowing that their presentation will hit its mark.

The Financial Professional's Guide to Persuading 1 or 1,000

Anthony, Mitch

Economics

Dearborn Trade Pub

Consulting company heads share their observations on the dynamics that make some people are more successful than others in connecting with others individually and en masse. Focusing on sales and persuasion contexts, they distill principles (e.g, on turning conflict into opportunity) from case examples and include checklists for applying them. Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)

Making the Client Connection: Maximizing the Power of Your Personality, Presentations, and Presence

Kaplan Business

Selling in the 21st century is a whole new game. Every day you face educated and skeptical buyers who are tired of traditional sales techniques and tricks. A whole new playbook is needed to focus on what works and unlock your potential.
Coaching the Sale brings the power of coaching to the sales process. It involves a respectful approach in which you create solutions with your prospects, resulting in greater buy-in and increased client loyalty.
Using the 3D Sales Solution, you will learn to:
<ul>
<li> Discover the Issues</li> <li>Discuss Solutions</li> <li>Decide an Outcome</li>
</ul>
Coaching the Sale is an entirely new approach to sales, one designed to win over today's cynical customers. If you learn to work with your clients and bring them on your team, they will let you coach them to bigger sales and a long-term relationship.

Coaching the Sale: Discover the Issues, Discuss Solutions, and Decide an Outcome

Ursiny Ph.D., Tim

Management & Leadership

Sourcebooks

Speeches and presentations are a facet of almost everyone's career, from professional speakers to executives to teachers. Top performers just like you struggle every day to not only get their message across, but convince the audience to change their actions according to that message. 
The Top Performer's Guide to Speeches and Presentations is your essential handbook full of tips for crafting effective, engaging presentations that accomplish your goal, be it selling a product or service or teaching a new system. Discover:
<ul>
<li>The four cornerstones of dynamic speaking and communication</li>
<li>How to best use your eyes, voice, and body language</li>
<li>Relating to your audience through story</li>
<li>Tools for preparing a masterful Powerpoint presentation</li>
<li>Developing your own signature style</li>
<li>Tips and hints to ensure that your audience responds with action</li>
</ul>

The Top Performer's Guide to Speeches and Presentations: Mastering the Art of Engaging and Persuading Any Audience

Business Culture

The Top Performer's Guide to Attitude examines the crucial topic of attitude in the workplace, in a short guide that employees will want to read and managers will want to give out. Bad attitude can break a workforce; good attitude can bring it to new heights. Top performers must know how to capture the power of attitude both in themselves and their coworkers. In this short and effective guide, Ursiny and DeMoss give the tools and techniques needed to come out on top: -Making smart choices -Focusing your actions -Empathizing and strategizing -Picking your relationships -A weekly attitude plan Using exercises and checklists, employees will find it easier to bring a positive and productive attitude to the workplace and managers will see a vast improvement in their staff.

The Top Performer's Guide to Attitude

Ursiny PhD, Tim

See the best price to sell, buy, or rent books by DeMoss, Gary. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by DeMoss, Gary

See the best price to sell, buy, or rent books by DeMoss, Gary. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Language of Trust: Selling Ideas in a World of Skeptics

The Language of Trust: Selling Ideas in a World of Skeptics

The Financial Professional's Guide to Persuading 1 or 1,000

Making the Client Connection: Maximizing the Power of Your Personality, Presentations, and Presence

Coaching the Sale: Discover the Issues, Discuss Solutions, and Decide an Outcome

The Top Performer's Guide to Speeches and Presentations: Mastering the Art of Engaging and Persuading Any Audience

The Top Performer's Guide to Attitude