Product Details

• Amazon Sales Rank: #80296 in Books
• Published on: 1994-06-24
• Binding: Paperback
• 224 pages

Synopsis
It wasn't too long ago that sales was seen as an adversarial relationship. Recently, this attitude has seen a 180-degree change as the importance of the client's input to the sales process was acknoledged. Now, the concept of knowing your client has been taken one step further. This guide reveals the hidden techniques that top sales professionals unconsciously use, and explains how readers can master these simple but profound techniques using NLP (NeuroLinguistic Programming), a series of powerful discoveries about behaviour, communication and trusts. It aims for the reader to learn how to speak the language of the prospect's own mind. This book presents an entirely new system of selling based on trust. The first section teaches the reader to become a detective of human behaviour - people have different modes of thinking and how those modes affect their decisions to buy. The reader learns how to reinforce the trust gained, and communicate with clients on deeper, ever more subtle, levels. Using both verbal and physical techniques, the reader learns how to pace sales meetings.

Selling can be magic, but a magic based on understanding a specific buying patterns and rules of sales psychology. Every sales person should learn how to establish rapport with ease and assurance, listen to clients more effectively, turn objections into approval and discover a client's buying strategy in minutes.

Customer Reviews

A great introduction to NLP.
This is the first book I've bought on the subject of NLP.
I was a little sceptical that it could help, given that my job is telephone based selling (headhunting) but it really has had instant results.

I found it very easy to read in a few days. It covers the very basics of NLP but just enough to intrigue you. He very simply covers how people are auditory, visual and kinaesthetic - the next day I went to work I really 'listened' to candidates on the phone, and it is absolutely true, you can clearly see gateways into building good rapport over the phone, just by what someone says. I ascertained someone was a 'visual' and soon I was giving them 'clear pictures' of what was on offer to them. (Buy it and this will make sense!)

Fascinating, and I intend to buy more books on the subject. Highly recommended. I have no doubt it will double my sales success.

Believe it, this book really gets proven results
This excellent book provides a guaranteed insight into how effective use of NLP can double your sales. Rather than getting bogged down in the intricacies of NLP, (and trust me I have done many courses and know that although all of it is interesting it is not all immediately relevant), this book refines, distills and filters until the pure essence of what can be used, right down to the specific language, is readily available to the reader.

It is great for both telephone and face to face sales and gave me the clearest insight yet into exactly how humans fit in the kinesthetic, auditory and visual categories and how they may behave.

Buy this book and discover techniques that I guarantee will easily make you more money, get you proven results, save you time and set you free.

Not the best NLP book you will ever read
I feel that in this book, kerry has failed to grasp the essence of NLP. To an English reader it appears (I feel) to be a little americanised and innappropriate for the british market. The sales examples are poor and uninventive.