Sell the Feeling: The 6-Step System That Drives People to Do Business with You

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More About This Book

Overview

Sell the Feeling has a crucial message for anyone who wants to attract more clients, customers, or repeat business: "People buy based on feelings." Sell the Feeling shows readers how evoke the essential feelings that motivate people to do business. It is the first book of its kind that deals with the critical role of feelings in the selling and buying process. Sell the Feeling lays out a simple six-step process of influence for salespeople, advisors, and professionals—even those who don't consider themselves in sales. Written as an entertaining and inspiring story and illustrated with off-the-wall cartoons, this book makes the process easy to grasp and retain. Many professionals are hindered by their own negative emotions and attitudes about selling. Sell the Feeling shows readers not only how to master their buyers' psychology, but how to master their own "inner game" of selling. Sell the Feeling is destined to become a classic work on sales and influence.

Product Details

  • ISBN-13: 9781600372797
  • Publisher: Morgan James Publishing
  • Publication date: 1/8/2008
  • Pages: 193
  • Sales rank: 520,099
  • Product dimensions: 6.00 (w) x 8.90 (h) x 0.60 (d)

Meet the Author

Larry Robert Pinci is a Leader in Human Performance Technology. He is Master Coach and Trainer of Neuro Linguistic Programming. He is also a Master Trainer of Clinical Hypnotherapy and a member of the the American Board of Neuro Linguistic Programming and the American Board of Hypnotherapy and a Certified Mediator through UCLA. He is a Doctoral Candidate for Clinical Hypnotherapy. For the past fifteen years, Larry has coached and trained thousands of people into powerful breakthroughs in their companies, careers, and lives. This includes individuals representing top corporations. His expertise is in taking businesses and individuals into the next level of excellence, competency and profitability. He is also a popular public speaker, seminar facilitator and published author.

Phil Glosserman is a business and sales trainer and coach. He works with senior executives, business owners, and sales teams to develop the strategies, actions and mindset to grow and better manage their companies. Phil has been coaching and training for eight years. Before becoming a coach, he spent 14 years as a senior manager in the software industry and 10 years as a professional drummer. He is a Master Practitioner of Neuro Linguistic Performming and a graduate of Corporate Coach University International. He lives in Los Angeles with his wife and two children.

Table of Contents

Get Your Free Bonuses Now!     xi
Preface     xiii
You're Selling the Wrong Thing     1
Sales Sucks     5
I Never Got the Feeling You Were Interested in Me     11
Why Would Someone Choose to Do Business with You?     15
Features vs. Benefits?     19
Selling the Right Thing     23
Step 1: Prepare     35
Your Mentality Is Your Reality     47
Step 2: Create Rapport     59
Matching and Mirroring     71
Can I Put You in this Car Today?     75
Creating a Wonderful Customer Experience     83
Step 3: Ask Questions     89
What's Important to You?     109
Step 4: Link     115
Step 5: Close     129
Step 6: Reassure     145
Sell Yourself the Feeling     151
Use It or Lose It     157
The B&M Club, Revisited     171
Sam's Story     175
Acknowledgements     187
About the Authors     189
Sell the Feeling Training     191

Customer Reviews

Average Rating 4
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Sort by: Showing all of 4 Customer Reviews

  • Anonymous

    Posted September 29, 2008

    Well written style conveys the feeling presented

    Excellent book. A straight forward method for putting the customers needs at the forefront so you can properly sell or relate to them. A must read if you deal with people in any capacity!!! Simple easy style and process: quick to read, learn, and remember.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted January 22, 2008

    Sell The Feeling Full of Insights

    As I read this useful and fascinating book, I was struck by several things: 1) the authors - Larry Pinci and Phil Glosserman - truly understand the art and science of selling from the inside out 2) they cleverly and very effectively impart their knowledge through an extended conversation between two fictional characters, a literary device I wasn't expecting to find in this type of book but one that makes the read entertaining and easy and 3) they deliver important insights and practical solutions with stunning simplicity and clarity. Any business professional who has anything to do with selling anything - and that includes just about everyone - should read this book and celebrate its cogent advice. Scott Busby, Founder | President, The Busby Group

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted January 22, 2008

    FANTASTIC!!

    This book is a must read for any up and coming or seasoned sales professional. Try 'selling the feeling'. It works!

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  NoThank you for your feedback.   Report this reviewThank you, this review has been flagged.

  • Anonymous

    Posted August 28, 2011

    No text was provided for this review.

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