What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

INDEX

A

Active listening (See Empathic listening)

Active Listening (Rogers and Farson), 116

Admitting flaws (going first), 33–34, 44–46

“Aha moment,” 8

Alana (therapist) and perfectionism, 34–36

Alexander, Greg, 7

Ancient traditions of storytelling, 55–56

Antidote, story as, 52–53

Arc of change, 66–67, 73, 219–220

Aristotle, 13, 14–15, 21

Authenticity, 4, 6, 120, 122

Awareness in listening model, 156, 157–160

Ayers Rock, Australia, 55–56

B

B2B buy cycle, 93–94, 95, 97

B2B sales, 7–8

B2C buy cycle, 95, 97

Barnham, Doc, 138

Barriers:

brain response to storytelling, 49–50

to empathic listening, 137–148

The Beatles, 217, 218

Bell System, 107

Bion, Wilfred, 149

Body language, 116–118, 149–150, 160–162

Brain, 49–63

ancient traditions of storytelling, ...