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Summary: Milton Erickson in Sales uniform
Review: That's what you will become if you are able to master the methods suggested in the book. Awesome! Need more direct examples and scripts though...maybe they caould come up with a book full of scripts.:)
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Summary: A great book every sales person should read it!
Review: 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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Summary: Brilliant exposition of the psychology of selling
Review: 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.
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Summary: Good Solid Persuasion
Review: This is a lexicon of solid, practical persuasion verbiage that you can use in your arsenal to help you get past the prejuidiced biases of prospects. I've implemented several of the techniques the author suggests as well as created a book of my own phrases and terms to use when the need arises. This has helped to shape my very own verbal arsenal. Not that you'll rely on ALL of the techniques offered in this manual rather that they're ready and at hand to use when the time comes up. Enjoy & Good Selling!
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Summary: Learn how to use Ericksonian Hypnosis in Sales
Review: 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.
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Summary: Ericksonian "How To/Step by Step" Persuasion Manual
Review: Very seldom do I find a book that lives up to the expecations set by those who have raved about it to me - this one did with interest.Firmly grounded in NLP with credit given many times over to Bandler/Grindler, the authors set about in a structured manner relating skill after skill. They are careful to illustrate by painting pictures on how each has been used in at least one case study. So you'll be able to relate in your mind, and of course the rest is up to you to translate then into your own experiences. Two glaring faults worth knowing before you buy:
1. Authors overused the sales language they are teaching in conveying their own message. For those already initiated in Milton Ericksonian language you may yawn, and wish they would just stick with the passing on of skills. In effect they end up selling their message by using their message - and laying it on REALLY thick.
2. They devote a whole chapter to unashamedly selling the concept of their own interactive courses - unscrupulous in my eyes. Thorough, practical step by step approach with recommendations in how to practice in the real world. Easy to read, though worth taking in slowly and using as a working manual.
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