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The Language of Trust: Selling Ideas in a World of Skeptics, by Michael Maslansky
Free Ebook The Language of Trust: Selling Ideas in a World of Skeptics, by Michael Maslansky
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Product details
Paperback: 288 pages
Publisher: Prentice Hall Press (May 3, 2011)
Language: English
ISBN-10: 073520456X
ISBN-13: 978-0735204560
Product Dimensions:
5.5 x 0.7 x 8.3 inches
Shipping Weight: 8.5 ounces (View shipping rates and policies)
Average Customer Review:
4.5 out of 5 stars
31 customer reviews
Amazon Best Sellers Rank:
#108,839 in Books (See Top 100 in Books)
The Language of Trust: Selling Ideas in a World of Skeptics provides valuable insight into winning over the minds of those in America's "Post-Trust Era." Using relevant and modern case studies and experiences from his own life, author Michael Maslansky debunks many myths associated with how to properly advertise, and subsequently sell, ideas, products, and even yourself. By contrasting practices that have worked in the past with those that are more effective in today's skeptical society, Maslansky does exactly what this book is meant to teach; he sells his ideas to the reader.The book's flow is smooth, making it easy to read. The only drawback comes from an abundance of different lists, and lists within lists, sometimes making it hard to link back specific topics to the overarching concept they are supposed to be associated with. At times, the reading sounds repetitive, but such is an effective measure of driving the points home.While reading every word of the book is probably not necessary, the lessons taught are extremely valuable. Whether in sales or not, the book is beneficial in teaching how to earn trust in just about any situation.
My coworkers have begun to roll their eyes very dramatically every time I begin a sentence with "The Language of Trust book says we should..." Admittedly, I've been on a rampage. Whatever. I love this book. It is easy to read and illuminates scoop that is absolutely critical to sales and marketing professionals today.As a five sentence case study, my firm just landed a Fortune 100 account last month. I'm not going to give total credit to this book because quite frankly we did a great job on this pitch. But gratitude is in order nonetheless. After our big dog and pony show to a bunch of C-suite skeptics, a flurry of questions ensued, but the customer didn't seem particularly satisfied with our answers. They continued to express interest, but would not ink the deal.Then I submitted to them an FAQ which thoroughly reviewed all the problems with our offering. And the next day, we had a signed contract.
Really amazing read. As a salesperson of 20 years, trained by the old pros, I dislike sales tension and have had to UNLEARN all the crappy closes that erode trust and make my job horrible. This is a great stepping stone towards building my business of dedicated service and being a trusted authority. Thank you!
I've been researching credibility since 1991. Trust is the most important element in credibility. Thus, this topic is one I know a great deal about. So, when I say that this is a Superb book, I know what I'm talking about.Many other people are currently writing about trust and credibility, but very few can address the specifics of HOW to develop them. That is where the Language or Trust is very different and far superior to all of them. Maslansky and his team explain in detail WHY it's vital for any business professional to focus on trust right now. Then, they explain in detail HOW to improve the perception of trust in the eyes of your specific target market.Why do I say "perception of trust?" Because being trustworthy is meaningless if other people don't know that you're trustworthy. And, that invites the question, "How can you demonstrate that you're trustworthy?" Easy, read this book!Michael Lovas[...]Axis of Influence: How Credibility and Likeability Intersect to Drive Success
I ordered this book as a required reading for my Communications course for my MBA program. The book is really easy read and quick. The book provided great tips in how to persuade others through speech and conversations. Concepts could be used by any manager, employee, sales person, or anyone on a daily basis. It opened my eyes to figure out who your audience to plan out hour to persuade individuals about your ideas and providing unbiased information.
Maslansky and co-authors bring an authentic touch to painting the picture of what we say and how it is heard. The useful methods they bring to the reader offer practical solutions while framing a new way of thinking that makes communication, any kind, much more effective.I recommend not only senior level managers to read this book, but also anyone who has the responsibility to deal with customers, even internal ones.You will also enjoy the real world examples, which resonate no matter what your industry specialty.Philip MicaliEmblemHealthHealth Care Reform
As I professional services provider who has to communicate effectively with successful, intelligent, skeptical and wealthy clientele, I have often been frustrated that my efforts to offer advice to clients that is truly in their best interest are often initially looked upon so skeptically by those we are trying to help. This book did a masterful job of helping me to understand why people think in this manner and how we can better communicate our ideas to them in a style that will resonate with them allowing them to more easily accept and act upon our advice. This book has been a revelation and I am sharing it with all the people on my team.
I've read several practice management self-help books and this one is one of the best. The book practices what it preaches: easy to understand and use advice on how to communicate with your target audience, regardless of your profession. If find the advice practical in every form of commuincation from the overall strategy to the way I'll write future emails.
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