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

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9780735204751: The Language of Trust: Selling Ideas in a World of Skeptics

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, engagement before discussion, and customers' interests before the company's

? Case studies from personal finance, consumer products, public utilities, and other areas

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About the Author:

Michael Maslansky is one of corporate America’s leading communications and research strategists. As CEO of Maslansky, Luntz & Partners, the firm that produced the New York Times best-seller Words That Work, he advises leading organizations, such as PepsiCo, eBay, Microsoft, and Pfizer on what to say, how to say it, and most important, why it matters. He has conducted hundreds of research projects in over twenty countries using his firm’s proprietary polling and focus group methodology, cited by the New York Times, Washington Post, New Yorker, 60 Minutes, Nightline, and PBS’ Frontline, among others.

"About this title" may belong to another edition of this title.

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