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Synopsis
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. Central to this approach is Neuro-Linguistic Programming (NLP), a body of ideas about the interpretation and use of language and body movements. NLP techniques are currently being used by litigators, airline pilot training programs, police departments, and even by Olympic athletes. The same strategies that the authors have taught to over 20,000 sales people in such companies as Mercedes-Benz are presented in this book. It shows you how to recognize and respond to unconscious responses that are constantly being broadcast, use a person's body language to establish and maintain a deep level of rapport, package presentations to the thinking style of clients, and neutralize resistance or hostility while obtaining the necessary information to close a sale.
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- PublisherMcGraw-Hill Inc.,US
- Publication date1991
- ISBN 10 0070178658
- ISBN 13 9780070178656
- BindingHardcover
- Number of pages224
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