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About Selling Yourself To Others: The New Psychology of Sales by Kevin Hogan - Freado
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Popular Features. New Releases. Notify me. Description This comprehensive guide to selling uses state-of-the-art concepts of suggestion, hypnosis, and nonverbal communication. Product details Format Hardback pages Dimensions x x People who bought this also bought. Think and Grow Rich Napoleon Hill. Add to basket. Psychology of Persuasion, The Kevin Hogan. Covert Persuasion Kevin Hogan.
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Flap copy "If there is a DNA of selling, this book unlocks the genetic code. I'm afraid I'm either going to have to buy all rights to this thing from you and take it off the market, or buy all copies to keep you from selling it. This material is the most powerful stuff I've EVER seen for selling, persuading, and motivating without anyone but you knowing it. Truly amazing. You've hit another one out of the park and over the stands.
Using cutting-edge research and the latest techniques in human influence, the authors demonstrate how to identify prospective customers and communicate with them so effectively that a sale is virtually guaranteed. The authors believe that selling is the most important job in the world, one that drives all economic growth. Sales careers have also made more millionaires and billionaires than any other line of work. Here are the tools needed to succeed in this exciting field. Selling is basically meeting the desires of the customer.
Selling Yourself To Others
Learn the four core desires, and sixteen offshoot desires, of every potential buyer and how to appeal to those needs. Effective communication is the most important tool to successful sales, but just listening to the customer is no longer enough. The authors cover all aspects of verbal and nonverbal communication, including building rapport, reading body language, and calibrating oneself to the customer's needs.
Anchoring, or installing a stimulus to buy, is just one of the advanced techniques discussed here. Kevin Hogan developed the nine laws of persuasion but has since discovered a tenth law. But you're also in sales if you run your own business, no matter how small, whether it's through the products themselves, pitching investors, or motivating employees by selling your vision.
In a survey of what people actually spend their time doing at work, Pink finds that about 40 percent of time is spent in "non-sales selling," regardless of profession. Now, anyone who wants to to buy a car, for example, is armed with prices and information from dozens of sources. The balance has shifted away from the seller towards the buyer.
You have to be just as aware and cautious as buyers used to be. They won't accept you as an authority figure, so the science of psychology, connection, and sales is more important than ever. Honesty, directness, and transparency are crucial. Trying to persuade someone is an incredibly complex interaction, and a lot of it hinges on being able to take their point of view. When you understand where somebody's coming from, you do a much better job of responding to their concerns and anticipating problems. Researchers have found that when people are encouraged to feel powerful, they're much worse at taking others' perspectives.
When you feel like you have all of the power and information, you tend to focus too much on your own point of view. By assuming you're in the lower power position, you can focus on understanding someone, rather than trying to coerce them. It's easy to think of taking someone else's side as being all about feelings or empathy. It turns out that it's mostly about thinking. In an experiment on price negotiation, people prompted to imagine what the other side was feeling were much less effective than those who focused on what the other side was thinking. Empathy is good in its own right, but focusing on how people think helps you figure out what context the other person is working in, relate it to your own, and use that to come up with a deal that's better for both people.
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