Non-Manipulative Selling : Nightingale-Conant: Sales Training

  • by Tony Alessandra, Phillip Wexler
  • Narrated by Tony Alessandra, Phillip Wexler
  • Series: Nightingale-Conant: Sales Training
  • 6 hrs and 23 mins
  • Unabridged Audiobook

Publisher's Summary

Dr. Tony Alessandra is one of America's premier sales and communications keynote speakers. His presentations motivate, educate, and entertain audiences worldwide. Phil Wexler ranks among America's most exciting professional speakers and sales trainers. He has a rare talent for educating his audiences in practical, usable skills, while informing them from his breadth of knowledge. Both men combined their talents to develop the Non-Manipulative Selling techniques.
The Non-Manipulative Selling Method is based on quickly establishing a bond of trust with a prospect, thus enabling a salesperson to deal from a position of mutual respect. Today, Non-Manipulative Selling is used as a training resource among the world's leaders. You'll Learn

Removing Pressure and Getting the Sale. The four guiding principles of non-manipulative selling.
Turning Tension into Trust. Why fact-finding isn't enough.
The Six Steps of Non-Manipulative Selling.
Relationship Selling. Recognizing how you deal with others.
Verbal Communications. Tension management's master skill. Personal pronouns - a good signal from your buyer. Listening for buying signals. Vocal intonations. Seven techniques for probing. The six types of probes.
Non-Verbal Communications. Body language. Vocal quality and characteristics. What decreasing eye contact tells you. Other "silent" signals. The most obvious sign a customer is ready to buy. The four zones of interaction.
The Image of Excellence. The importance of first impressions. Why attention to minor details pays off. Putting your energies into things you can control. Dress. Appearance. Posture. Mannerisms and habits.


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Book Details

  • Release Date: 06-01-2015
  • Publisher: Nightingale-Conant