Selling Yourself to Others
The New Psychology of SalesBook - 2002
This comprehensive guide to selling uses state-of-the-art concepts of suggestion, hypnosis, and nonverbal communication. Hogan and Horton explain how to pinpoint a potential customer's motivation, establish rapport through synchronization, and close the sale. Other highlights include "The 10 Laws of Selling, " based on Hogan's laws of persuasion and instructions for installing "anchors" -- conditioned responses to stimulus -- that trigger sales.
Publisher: Gretna, La. : Pelican Pub., c2002
Branch Call Number: 658.85 HOG
Characteristics: 271 p. ; 24 cm
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