Selling Yourself To Others: The New Psychology of Sales

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Once you learn how to read and understand your client's core desires you will transform yourself and your selling team into superstars. This is the book we have been waiting for! Selling Yourself to Others demonstrates how to identify prospective customers and communicate with them so effectively that a sale is virtually guaranteed. Kevin Hogan and William Horton cover all aspects of verbal and nonverbal communication, including building rapport, reading body language, calibrating oneself to the customer's needs, and installing "anchors" to inspire a customer's desire to buy.

Effective communication is the most important tool to successful sales, but just listening to the customer is no longer enough. Selling Yourself to Others creates a new twenty-first-century sales model.

1. Una particolare specie di tentazione (Pandora) (Italian Edition).
2. Über New York. Der Stadtführer. (Jourist Städteführer) (German Edition).
3. 2 editions of this work!
4. Washington in Domestic Life From Original Letters and Manuscripts?

Published February 28th by Pelican Publishing Company. To see what your friends thought of this book, please sign up. To ask other readers questions about Selling Yourself to Others , please sign up. Be the first to ask a question about Selling Yourself to Others. Lists with This Book.

This book is not yet featured on Listopia. Nov 07, Tom Behr rated it liked it. This is a powerful, but treacherous book. Hami rated it it was amazing Oct 26, Mohammad Bahareth rated it it was amazing Jul 20, YeeTeng rated it liked it Nov 22, Kasia rated it it was amazing Feb 26, Anita P rated it really liked it May 09, Cecilia Dunbar Hernandez rated it it was amazing Nov 11, P rated it liked it Apr 20, Caulder rated it it was amazing Sep 30, John rated it really liked it Jan 28, Nathanael rated it liked it Oct 30, Chong Yang rated it really liked it Jul 13, Jeremy rated it liked it Jan 19, April Braswell rated it it was amazing Dec 16, Warren Whitlock added it Feb 02, Nagaraj Tanguturu is currently reading it Feb 11, Dipesh marked it as to-read Mar 03, Bernard added it Mar 12, The authors cover all aspects of verbal and nonverbal communication, including building rapport, reading body language, and calibrating oneself to the customer's needs.

Anchoring, or installing a stimulus to buy, is just one of the advanced techniques discussed here. Kevin Hogan developed the nine laws of persuasion but has since discovered a tenth law. Learn how using the law of time perspective, along with the first nine laws, can turn browsers into buyers. Finally, Hogan and Horton share their "secret ingredients," words and the effective language patterns that make customers buy.

With its wealth of up-to-the-minute research and techniques, Selling Yourself to Others: The New Psychology of Sales is a surefire road map to sales success. Kevin Hogan's expertise in the fields of psychology and human influence has made him a sought-after speaker and teacher worldwide.

His books have been translated into many languages, including Chinese Complex Characters, Indonesian, Polish, Spanish, and Portuguese; and foreign rights have been sold in over ten countries. He is the author of Talk Your Way to the Top: Secrets of Self-Hypnosis, all available from Pelican. William Horton is a licensed clinical psychologist and is considered one of the world's leading experts in neurolinguistic psychology and subconscious communication. There's not an ounce of fluff in the book.

Once you learn how to read and understand your client's core desires you will transform yourself and your selling team into superstars. This is the book we have been waiting for! Kevin Hogan and William Horton not only reveal what compels people to buy, but also explain exactly how to tap into those desires.

Using the authors' ten laws of selling, based on Hogan's nine laws of persuasion, a well-prepared salesperson can virtually guarantee a successful sale, every time. Other important lessons covered in this book include using calibration to really understand the customer's needs, installing "anchors" to inspire a customer's desire to buy, and words that can change customers' minds.

Together, all these tools create a brand new twenty-first-century selling model, clearly and completely explained for anyone seeking sales success. As expert Jeffrey Gitomer writes in his foreword, "Don't read this book once. Read it at least twice. About Kevin Hogan Kevin Hogan is a national public speaker and founder of Success Dynamics Foundation, a nonprofit organization that strives to teach schoolchildren about making correct choices about drug use. An expert on body language, he is sought after by the media and even has interepreted President Clinton's demeanor during a televised speech for the New York Post.

Hogan has a clinical hypnotherapy practice and sees clients daily. He resides in Eagan, Minnesota. Horton is a licensed clinical psychologist who is particularly interested in neuro-linguistic psychology and hypnosis. Horton has won several awards, including the Educator of the Year Award from IACT, and has appeared on over radio and television shows.