Selling With Nlp

Kerry L. Johnson

• 01 juni 1994
• 9781857880472

Samenvatting:

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.