The Language of Trust: Selling Ideas in a World of Skeptics by Michael Maslansky (PDF)

Description

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.

User’s Reviews

Reviews from Amazon users which were colected at the time this book was published on the website:

⭐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.

⭐I don’t think you’ll be surprised by any points in the book, but even just clarifying and summarizing them has its own value. However, the quality of print made me feel as if I had eye problems – it’s blurry and off-black. Typos are also uncommon and it’s a book about language, e.g. the company Toyota is interchangeable with Toyoda…

⭐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[…]

⭐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.

⭐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 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

⭐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!

⭐This book is well written and although the authors specialise in financial services – an area where there is a huge problem of sceptical customers – it provides plenty of examples that are easy to relate to.However the book does challenge a lot of the orthodox sales thinking and it’s a challenging read since it says that many beliefs and common practices are wrong or at least don’t work any more with sceptical prospects.Sales systems often try to take control of the selling/buying process and while customers may want to be led, do it too far, too fast and you’ll meet resistance that gets stronger as you go through traditional objection handling and closing techniques.I agree very much with the problem. People have learnt to be much more sceptical and this represents a big marketing challenge. Part of me agrees wholeheartedly with the book. Buyers want the information to make an informed decision on their own. Guided yes but not overtly persuaded and certainly not “sold”.But part of me worries that the softly, softly approach of The Language Of Trust can be used as an excuse to wimp out. I know from my experience of working with some sales people, there is a fear of closing because the customer may say No. If you keep the conversation going, you don’t get to hear No but nor do you get the Yesses that put money in the bank.About my book reviews – I aim to be a tough reviewer because the main cost of a book is not the money to buy it but the time needed to read it and absorb the key messages. 4 stars means this is a good to very good book.Paul Simister, a business coach who helps business owners who are stuck, get unstuck.

⭐This is not a book that you can read in one sitting, but you “drink” like a good tea, one sip at a time and come back when needed. I was afraid that the author can guide the reader into manipulative behaviour – but this is not the case. I thinkconveying trust is a skill you need to learn even if you are already trustworthy.

⭐Le titre est alléchant, mais le contenu tourne en rond sur la fait de devoir convaincre par les bénéfices plutôt que par les caractéristiques… Un peu dépassé.

⭐Not found.

⭐If you are someone who is trying to sell a product, and idea or a strategy this book is a must read.

⭐Great book, very informative tips and advise for people who have to deal with people in the lives, work, family and jobs.

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