Trust-Based Selling

by Kerry Johnson MBA, Ph.D.

Overview

New psychological research into NLP has uncovered easy-to-use, customer-focused strategies to help you understand what your prospective customer is thinking. Now one of America's foremost business psychologists will explain the concepts and provide you with applicable techniques using NLP skills to increase your sales.

In Trust-Based Selling you will learn how to:

• MOTIVATE your prospects to sell themselves
• DISCOVER your customer's unique buying strategy
• PUSH a buyer's hot buttons with the "as if"technique
• DETERMINE your client's dominant decision mode so you can present information exactly the way they want to buy it

Let NLP help you reach your sales goals. Isn't it time you put these strategies to work for you?

Kerry Johnson, MBA, Ph.D. is an internationally known author and speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax, and from New Zealand to New York, traveling 8,000 miles each week. In addition to speaking, Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him "The Nation's Business Psychologist."

Product Details

ISBN-13:	9781722501846
Publisher:	G&D Media
Publication date:	03/24/2020
Pages:	126
Product dimensions:	5.90(w) x 9.00(h) x 0.40(d)

About the Author

Kerry Johnson, MBA, Ph.D. is an internationally known author and speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax, and from New Zealand to New York. Traveling 8,000 miles each week. In addition to speaking, Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him "The Nation's Business Psychologist."

Table of Contents

Introduction vii

1 Visuals: How to Get People to See Things 1

2 Auditories: How Does it Sound to You? 17

3 Kinesthetics: Getting in Touch with Your Feelers 27

4 Rapport 33

5 Finding Outcomes 69

6 Overcoming Objections 89

7 Tying It All Together 103