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Sales Influence - Why People Buy!

I came from the world of selling as an account manager and moved up the ranks to Director of Sales, then VP of International Sales and eventually President of Sales and Marketing. I know what it takes to sell and how to manage and motivate your sales team. I didn't read a book on selling; I LIVED IT! Selling has become tougher! It isn't what it use to be! Show up, do the dog-and-pony and close the deal! Not any more! Today's buyer has changed given access to more information. This means buyers are more informed and more skeptical when it comes to buying. In this podcast, we'll discuss "Finding the Why in How People Buy"! Using the latest studies in consumer behavior and neuromarketing, you'll learn new ways to sell more effectively!
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Sales Influence - Why People Buy!
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The Golden Bookshelf - Sales Influence Podcast - SIP 592 0
Sep 24, 2025

Reading Strategies

  1. 📚 Only 8% of people read non-fiction business books, while the remaining 92% miss out on introducing new ideas and insights.

  2. 🏆 Implement the "100-page rule" to overcome reading hurdles: read the first 100 pages and decide whether to continue or donate the book to Goodwill.

Information Extraction

  1. 🖊️ Mark up books with tags, underlines, and circles to highlight key information, then rescan to capture an additional 5-10% retention.

Book Management

  1. 🧹 Maintain a "Golden Bookshelf" by regularly purging books and keeping only the best of the best.

Categorization

  1. 📊 Organize books into three categories: sales, influence and persuasion, and AI for efficient reference and learning.
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