Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.
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The authors of this work believe top salespeople can be developed by applying the principles of hypnosis to sales presentations. They give a brief history of hypnosis and describe how it has been used in the counseling professions. They then show how the same techniques of trust building, wording, voice tone, and delivery can be applied to sales situations. Although this may sound like some shady sales gimmick, it is actually very good advice on the art of persuasion. Less general in approach and more technique-oriented than Kathy Aaronson's Selling on the Fast Track ( LJ 5/15/89), this is recommended for larger libraries or those with large sales collections.
- Robert Logsdon, Indiana State Lib., Indianapolis
Copyright 1990 Reed Business Information, Inc.
- Robert Logsdon, Indiana State Lib., Indianapolis
Copyright 1990 Reed Business Information, Inc.
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Most Helpful Customer Reviews
51 of 51 people found the following review helpful:
5.0 out of 5 stars
Brilliant exposition of the psychology of selling,
By Michael O'Shea(michael@qubooks.com.au) (Brisbane, Australia) - See all my reviews
This review is from: Unlimited Selling Power: How to Master Hypnotic Selling Skills (Paperback)
This book applies Ericksonian hypnotic techniques to the interpersonal sales process. It covers developing rapport through pacing, using stories and metaphors, eliciting criteria and developing script books amongst many more. This book is full of penetrating insights. If I had one book only on the interpersonal psychology of selling I would choose this. Chapter 10 on interactive audio and video training has such penetrating insights it is amazing it was written way back in 1990 before the web. I find publication lists populated with junk sales books ("101 best closes" and such like). This book is not one of them. It is full of real substance. I wish I purchased it 8 years ago. The techniques they describe can be used in all interpersonal interactions, not only sales. If you have any comments please feel free to e-mail me.
20 of 20 people found the following review helpful:
5.0 out of 5 stars
An incredible book with strategies that really work!,
By A Customer
This review is from: Unlimited Selling Power: How to Master Hypnotic Selling Skills (Paperback)
If you were to buy just one book on sales, this would be it.From how to build trust and rapport quickly, to creating mesmerizing sales presentations, developing questions to overcome the most obstinate of clients and disarm strong beliefs and opinions. This book tripled my sales in a short time.The hypernesia, ideosensory trance and revivication techiques are so effective and easy to use that they should be illegal. The book also offers a series of exercises on how to personalize the techniques for your own products and services. How to build a sales script book and concludes with strategies to become a sales champion and how to overcome stress.Some people may be turned off by the affirmations...I found that they worked when accompanied with visualization and techniques explained. Learning how to turn negative thoughts into positive actions was especially useful to me and my sales team.
6 of 6 people found the following review helpful:
5.0 out of 5 stars
Unlimited Selling Power,
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This review is from: Unlimited Selling Power: How to Master Hypnotic Selling Skills (Paperback)
As an NLP Trainer, I have read a good deal of NLP and hypnosis books out on the market today and out of all of them, this is one of my favorite books. If you like me, like to learn a lot about how easily you can be influenced to open your self up to new and better techniques, then you like me will want to read this book over and over again. Probably some of the best examples of practical Ericksonian techniques outside of the realm of therapy. It will take some practice to master, but it is well worth it.
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Inside This Book
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First Sentence:
It is an indisputable fact that top salespeople use forms of indirect or conversational hypnosis to command attention, build trust, garner respect and confidence, to create unforgettable impressions and to close sales. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
interactive audio training, sales hypnosis, conversational hypnosis, hypnotic selling techniques, hypnotic sales, hypnotic pacing, pacing statements, pace statement, indirect hypnosis, sales superstar, truthful events, hypnotic words, vague verbs, sales humor, equivalence power, script book, trance words, sales champion, top salespeople, skilled hypnotists, hypnotic repetition, metaphor techniques, hypnotize someone, sales stories, sales interaction Key Phrases - Capitalized Phrases (CAPs): (learn more)
Other Sales Metaphors, Hypnotic Instant Replay, Other People Metaphors, United Resources, Competition Metaphors, Joseph Patterson, Jim Sweeney, Kenny Clyde, Milton Erickson, Palos Verdes, United States, Familiar Person, Patterson Capital, Absolute Statements, Atlantic City, Pat Knowles, Silent Clam, Talking Products, Beverly Hills, Frozen Words, Queen Mary, Tom Olds, Motivating Customers, Thing Metaphor New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
It is an indisputable fact that top salespeople use forms of indirect or conversational hypnosis to command attention, build trust, garner respect and confidence, to create unforgettable impressions and to close sales. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
interactive audio training, sales hypnosis, conversational hypnosis, hypnotic selling techniques, hypnotic sales, hypnotic pacing, pacing statements, pace statement, indirect hypnosis, sales superstar, truthful events, hypnotic words, vague verbs, sales humor, equivalence power, script book, trance words, sales champion, top salespeople, skilled hypnotists, hypnotic repetition, metaphor techniques, hypnotize someone, sales stories, sales interaction Key Phrases - Capitalized Phrases (CAPs): (learn more)
Other Sales Metaphors, Hypnotic Instant Replay, Other People Metaphors, United Resources, Competition Metaphors, Joseph Patterson, Jim Sweeney, Kenny Clyde, Milton Erickson, Palos Verdes, United States, Familiar Person, Patterson Capital, Absolute Statements, Atlantic City, Pat Knowles, Silent Clam, Talking Products, Beverly Hills, Frozen Words, Queen Mary, Tom Olds, Motivating Customers, Thing Metaphor New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 1
book:
5
books
cite this book:
- Modern Persuasion Strategies: The Hidden Advantage in Selling by Donald J. Moine in Front Matter
- The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! by Kevin Hogan in Back Matter
- Hidden Depths: The Story of Hypnosis by Robin Waterfield in Back Matter
- Selling Yourself To Others: The New Psychology of Sales by Kevin Hogan in Back Matter
- Covert Persuasion: Psychological Tactics and Tricks to Win the Game by Kevin Hogan in Back Matter
- Resistance and Persuasion by Eric S. Knowles on page 130
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