What They Don't Teach You in Sales 101

Front Cover
This book teaches how to evaluate and make effective use of a client's unconscious thoughts and motivations to significantly increase the chances of closing a sale.

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Contents

Prospecting
5
Initial Statements to Generate Interest
15
Keeping Yourself Going
21
viii
27
What I Think You Said
36
Conversational Skills
47
Sales
57
To Script or Not to ScriptThat Is the Question
67
The Eyes Are Windows to the Mind
124
The Power of Positive Emphasis
132
Unconscious Processes Related to Sales
143
Handling Anger and HostilityWhile Getting Sales
154
Strategies
167
Getting the Order and Following
173
Client Hesitancy and Objections
181
Six Questions That Will Generate More Sales
189

Dealing with Corporations
79
The Powerful Unconscious Processes
87
Matching Breathing
99
Insight into the Clients Thinking through
106
SelfAssessment and Goals
198
Determining Future Responses
205
Index
213
Copyright

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