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Product details

  • Paperback: 466 pages
  • Publisher: NYIF (26 Jun. 2003)
  • Language: English
  • ISBN-10: 0136891268
  • ISBN-13: 978-0136891260
  • Product Dimensions: 16.5 x 2 x 24.1 cm
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Bestsellers Rank: 222,400 in Books (See Top 100 in Books)

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Product Description

Synopsis

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.

Inside This Book (Learn More)
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
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Customer Reviews

4.2 out of 5 stars
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Most Helpful Customer Reviews

18 of 18 people found the following review helpful By Martin on 3 Dec. 2003
Format: Paperback
I'm a compulsive sales technique collector, I love to explore other people's experience. I work in sales, in a highly technical and competitive market, selling is often a lengthy, multi-level consultative process. In my search I find too many books about selling focussing on the 'one-shot' sales cycle, appearing as a series of shallow tricks designed to hoodwink someone into saying 'Yes'. Double-glazing and used cars immediately spring to mind. Most of the guilty authors appear blissfully unaware they have missed what really makes their techniques work, the principles underlying neuro-linguistic programming (NLP). Worse than this if they do know, they don't explain it and thus perpetuate the myths about sales success. Moine and Lloyd get it right in this book, making the connection clear. They don't even worry about the distinction between simple and complex sales cycles, a major hang-up of mine for years. What I came to realise is the principles hold true no matter what your situation. I now believe I really understand many of the truisms associated with selling, most notably why 'people buy from people'. I have been energised by this book in my work (you can hear the content of this book in my everyday vocabulary) and also in my desire to learn more. An extremely good purchase, dog-eared already.
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10 of 10 people found the following review helpful By nobi wan on 12 July 2004
Format: Paperback
Having worked in sales for 14 years and having studied Ericksonian hypnosis and NLP, I can honestly say that if you need to brush up your skills or want more insight into the selling process and Hypnosis this is the book for you!
The topics covered and information in this book can help anyone improve sales and most of the information is better presented than the information written in many Hypnosis manuals.
For the money you can't go wrong!
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9 of 9 people found the following review helpful By J. Winsoar on 19 April 2003
Format: Paperback
When I left school I was fortunate enough to work for a multinational company in their marketing department and learned many of the techniques in this superb book. This book brought all that back to me and I have been able to use the methods to increase our companies profits. Highly recommended.
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7 of 7 people found the following review helpful By A Customer on 25 Mar. 1998
Format: Paperback
The book explores hypnotic techniques, and the art of constructing stories to further your sales presentations. I learned a lot and used a number of techniques to open doors and close sales.
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3 of 3 people found the following review helpful By Laura De Giorgio TOP 1000 REVIEWER on 11 Feb. 2008
Format: Paperback
This is a wonderful book designed for people who would like to learn how to apply Ericksonian hypnosis and Neuro-Linguistic Programming to sales.

The book takes you by the hand and guides you step-by-step toward mastery of hypnotic language patterns in different sales environments.

Learn how to use hypnotic skills to establish rapport with your customer, how to help your customer subjectively experience how his life will be different with the help of your products or services, learn how to get the information that will help you to close the sale, and much more.
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