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

Name: Sell the Feeling The 6-Step System That Drives People to Do Business with You
Price: 3.57 USD
Availability: InStock
ISBN: 9781600372797

ISBN-10: 1600372791

ISBN-13: 9781600372797

Edition: N/A

Authors: Larry Pinci, Phil Glosserman

List price: $16.95

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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…

Book details

List price: $16.95
Publisher: Morgan James Publishing
Publication date: 1/8/2008
Binding: Paperback
Pages: 193
Size: 6.06" wide x 8.94" long x 0.51" tall
Weight: 0.638
Language: English



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Preface



You're Selling the Wrong Thing



Sales Sucks



I Never Got the Feeling You Were Interested in Me



Why Would Someone Choose to Do Business with You?



Features vs. Benefits?



Selling the Right Thing



Step 1: Prepare



Your Mentality Is Your Reality



Step 2: Create Rapport



Matching and Mirroring



Can I Put You in this Car Today?



Creating a Wonderful Customer Experience



Step 3: Ask Questions



What's Important to You?



Step 4: Link



Step 5: Close



Step 6: Reassure



Sell Yourself the Feeling



Use It or Lose It



The B&M Club, Revisited



Sam's Story


Acknowledgements


About the Authors


Sell the Feeling Training