Johnson applies neuro-linguistic programming (NLP) techniques popularized by Anthony Robbins to the strategy of selling. NLP can help identify buyer types, establish rapport, determine the prospect's priorities, and close the sale. Previously a Nightingale-Conant direct mail program.
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Editorial Reviews
From Library Journal
The psychology of buying and selling is examined by Johnson, a successful sales expert. He gives considerable attention to well-known behavioral aspects of interpersonal communication, with heavy emphasis on auditory, visual, and kinesthetic learning and communication styles. Johnson's archaic sales perspective is rooted in using individual competition to increase one's sales commission. Today's incentives are grounded in team success, with the elimination of commissions becoming common. Experts now recommend forming partnerships with customers over the long term and integrating the supplier's relationship with customers into the overall organization's growth. This audio presentation will be of help only to those lonely sales reps still trying to sell stuff no one wants. Most collections can pass on this.
- Dale Farris, Groves, Tex.
Copyright 1994 Reed Business Information, Inc.
- Dale Farris, Groves, Tex.
Copyright 1994 Reed Business Information, Inc.
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1 of 7 people found the following review helpful:
5.0 out of 5 stars
Sales the next frontier,
This review is from: Sales Magic: Revolutionary New Techniques That Will Double Your Sales Volume (Audio Cassette)
This is basicallly the next step of building on new level of sales. This has bought into consideration the cutting edge of psychology and neuro linguistics and combined them with tested sales knowledge. I would not be caught without this book. GET IY NOW
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