"Selling Yourself to Others contains 100 percent selling power! There's not an ounce of fluff in the book. Once you learn how to read and understand your client's core desires you will transform yourself and your selling team into superstars. This is the book we have been waiting for!"
--Dan Yaman, president of EventThink
At last, cutting-edge advice from two leading figures in the field of sales psychology! Selling Yourself to Others demonstrates how to identify prospective customers and communicate with them so effectively that a sale is virtually guaranteed. Kevin Hogan and William Horton cover all aspects of verbal and nonverbal communication, including building rapport, reading body language, calibrating oneself to the customer’s needs, and installing "anchors" to inspire a customer’s desire to buy. Effective communication is the most important tool to successful sales, but just listening to the customer is no longer enough. Selling Yourself to Others creates a new twenty-first-century sales model.
About the Authors
Kevin Hogan’s expertise in the fields of hypnotherapy and human influence has made him a sought-after speaker and teacher worldwide. His books have been translated into many languages, including Chinese Complex Characters, Indonesian, Polish, Spanish, and Portuguese; and foreign rights have been sold in over ten countries. He is the author of Talk Your Way to the Top: Communication Secrets to Change Your Life ($21.00), The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking ($22.00), and coauthor, with Mary Lee LaBay, of Through the Open Door: Secrets of Self-Hypnosis ($22.00), all available from Pelican.
William Horton is a licensed clinical psychologist and is considered one of the world’s leading experts in neurolinguistic psychology and subconscious communication.
SELLING YOURSELF TO OTHERS: The New Psychology of Sales
By Kevin Hogan and William Horton
Foreword by Jeffrey Gitomer
272 pp. 6 x 9
EAN: 978-1-58980-007-6 hc