Summary of The Secret Language of Influence

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The Secret Language of Influence book summary


7 Overall

8 Applicability

6 Innovation

6 Style


Author and sales trainer Dan Seidman says salespeople will encounter various kinds of buyers: Some find new ideas exciting, others are suspicious. Some want the big picture, while others prefer the details. Some live by their guts, and others demand statistics and reports. The key to making more sales is figuring out your prospects’ character and matching your dialogue to their individual style. Many of Seidman’s strategies – such as evoking emotions, asking questions, using stories and adopting positive self-talk – form the backbone of good standard sales practices, so if you’re a sales rookie seeking a solid model or a veteran who wants to brush up your skills, getAbstract recommends beginning with this book.

In this summary, you will learn

  • How to identify a sales prospect’s decision-making process;
  • How to align your approach with this process; and
  • How to achieve a strong, positive mind-set.

About the Author

Dan Seidman is a sales trainer, coach and speaker. His previous books include The Ultimate Guide to Sales Training and Sales Autopsy: 50 Postmortems Reveal What Killed the Sale.



The Rude Awakening
When author and sales trainer Dan Seidman worked as a corporate recruiter, he realized one day that over a three-year period he had left 46 voicemails for a prospect who never returned a single call. He left one more message: “Congratulations!...You have earned our company...

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