Selling with NLP New Techniques that will Double Your Sales Volume

Kerry Johnson reveals the hidden techniques that top sales professionals unconsciously use and how you can master these simple but profound techniques by using NLP (NeuroLinguistic Programming), a series of powerful discoveries about behaviour, communication and trust. You will learn how to speak the Language of the prospect's own mind

The Book will teach you to become a Detective of human behaviour, to reinforce the trust you have gained and communicate with your clients on deeper, ever more subtle, levels. Using both verbal and Physical skills, you will learn how to pace your sales meetings.

Every sales person will discover how to establish rapport with ease and assurance, listen to clients more effectively, turn objections into approval, and discover a client's buying strategy in minutes. Selling with NLP also contains charts, diagrams and quizzes, as well as a special twenty-one-day programme which guarantees that every reader will be successfully employing Johnson's techniques within weeks.

Kerry Johnson comes to sales with a unique background, having both a degree in Psychology and experience as a Professional Tennis player on the Grand Prix Circuit. He is in constant demand, as a speaker and motivator, to demonstrate and explain the new Technology of selling which he has developed, the technology you will learn to apply in Selling with NLP.

Speaking at least ten Times each month, Dr. Kerry Johnson logs over 6000 miles each month internationally from New York to New Zealand and from London to Los Angeles. As a Professional Tennis player in the mid-seventies, Kerry competed against the world's best. Today he brings his experience in professional sports, University Research and Business to communicate ideas that help his audiences become the best in their personal and professional lives.

He writes for numerous international Magazines and is the author of five books, which are consistently among business bestsellers including Peak Performance Selling and Mastering the Game, and the bestselling six-cassette audio programme The Science of Self-Discipline. He lives in Santa Ana, California.

Introduction : The Magic of Trust

Part A : THE Psychology OF BUYING AND SELLING
I. How People Buy : Seeing Your Client through Your Client's Eyes :
1. The Visuals
2. The Auditories
3. The Kinesthetics
4. What Is Your Mental Map?

II. Establishing Rapport : The Key to Big Money :
1. Selling to Visuals
2. Selling to Auditories
3. Selling to Kinesthetics
4. Selling to Groups

Part B : Creating MAGIC : TECHNIQUES FOR A SUCCESSFUL SALES STRATEGY :
III. Effective Listening : The Bottom Line of Trust :
1. The Eight Steps of Active Listening
2. Reflective and Paraphrase Listening
3. Shared Listening

IV. Verbal Techniques That Build Trust :
1. Using Key Words
2. Marking Out
3. The Fifteen Most Persuasive Words
4. Reframing
5. Small Talk
6. Selling with Metaphors

V. Mirroring : Building Trust Nonverbally :
1. Mirroring
2. Calibrating
3. Crossover Mirroring
4. Matching Voice Patterns

VI. Eliciting Outcomes : Discovering Your Client's Buying Strategy :
1. Five Steps to Eliciting Outcomes

VII. Pacing and Leading : Bringing Your Clients to the Point of Buying :
1. Nonverbal Pacing
2. Verbal Pacing
3. Pacing a Group
4. Breaking Rapport
5. Anchoring
6. Stealing Anchors

VIII. Cashing Objections : Turning a No into a Sales Opportunity :
1. Why Clients Object
2. Cashing Objections-a Three-Step Process
3. Disassociation
4. Feel, Felt, Found
5. Psychological Sliding

Ix. Closing Successfully : A Matter of Attitude :
1. When and Why to Close
2. Buying Signals
3. Closing Techniques
4. Conclusion

Putting It Together : The 21-Day Plan