Johnson applies neuro-linguistic programming (NLP) techniques popularized by Anthony Robbins to the strategy of selling. NLP can help identify buyer types, establish rapport, determine the prospect's priorities, and close the sale. Previously a Nightingale-Conant direct mail program.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
The psychology of buying and selling is examined by Johnson, a successful sales expert. He gives considerable attention to well-known behavioral aspects of interpersonal communication, with heavy emphasis on auditory, visual, and kinesthetic learning and communication styles. Johnson's archaic sales perspective is rooted in using individual competition to increase one's sales commission. Today's incentives are grounded in team success, with the elimination of commissions becoming common. Experts now recommend forming partnerships with customers over the long term and integrating the supplier's relationship with customers into the overall organization's growth. This audio presentation will be of help only to those lonely sales reps still trying to sell stuff no one wants. Most collections can pass on this.
- Dale Farris, Groves, Tex.
Copyright 1994 Reed Business Information, Inc.
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
Descrizione libro Nightingale-Conant, 1994. Audio Cassette. Condizione libro: New. book. Codice libro della libreria M0671885928