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The Art of Selling: A Scientific Approach Hardcover – May 15, 2003


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Product Details

  • Hardcover: 254 pages
  • Publisher: Nice Idea Publishing (May 15, 2003)
  • Language: English
  • ISBN-10: 0967924936
  • ISBN-13: 978-0967924939
  • Product Dimensions: 9.1 x 6.3 x 0.8 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (3 customer reviews)
  • Amazon Best Sellers Rank: #3,333,917 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Binder has made a living selling real estate, but he contends that the advice he offers in this book applies to selling any product, service or idea. To that end, he shares the sales training program he's developed for his own employees. It's an in-depth, rigorous course, with exercises, case studies and mini-lectures. Binder takes readers from start to finish, including getting into the right mental state to sell ("You must make the customer feel your positive energy"); dealing with different personalities (there's "the aristocrat", "the investment banker" and "the robber baron"); creating effective sales strategies and more. It's a comprehensive and, at times, overwhelming package. Go-getters can learn a lot from Binder, but it's probably best to take his book one chapter at a time, rather than reading it straight through.
Copyright 2003 Reed Business Information, Inc.

Customer Reviews

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Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Alexander Fürstenberg on May 3, 2004
Format: Hardcover
The book contains basically NLP stuff without mentioning the term.
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0 of 2 people found the following review helpful By A Customer on May 8, 2003
Format: Hardcover
Just when I become convinced there was no decent books around on selling technique, I picked up the Art of Selling. Wow. This book is so unique. The author's approach of putting you into the class that he's teaching really worked for me. I have been using his sales strategies and the difference they make in my success rate is substantial. The stories at the end of each Chapter are not only provocative but serve as a means of enhancing my understanding of the principal. My only worry: that my competitors will discover this book!!!
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0 of 2 people found the following review helpful By Betsy Malcolm on June 3, 2003
Format: Hardcover
I edited this book, and I think it gives useful, practical information in a clear, easy-to-read format. It should give even the experienced salesperson some fresh ideas, and would certainly be a good place for a novice salesperson to start.
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