SELLING Yourself to Others : The New Psychology of SALES /
At last, cutting-edge advice from two leading figures in the field of sales psychology! Kevin Hogan and William Horton not only reveal what compels people to buy, but also explain exactly how to tap into those desires. Using the authors' ten laws of selling, based on Hogan's nine laws of p...
| Main Authors: | , , |
|---|---|
| Format: | text |
| Language: | eng |
| Published: |
Mumbai, India : Magna Publishing Co. Ltd.,
2003
|
| Subjects: |
| _version_ | 1796765716089667584 |
|---|---|
| author | Hogan, Kevin, author 651674 Horton, William, author 651679 Gitomer, Jeffery, author 651680 |
| author_facet | Hogan, Kevin, author 651674 Horton, William, author 651679 Gitomer, Jeffery, author 651680 |
| author_sort | Hogan, Kevin, author 651674 |
| collection | OCEAN |
| description | At last, cutting-edge advice from two leading figures in the field of sales psychology! Kevin Hogan and William Horton not only reveal what compels people to buy, but also explain exactly how to tap into those desires. Using the authors' ten laws of selling, based on Hogan's nine laws of persuasion, a well-prepared salesperson can virtually guarantee a successful sale, every time. Other important lessons covered in this book include using calibration to really understand the customer's needs, installing "anchors" to inspire a customer's desire to buy, and 150 words that can change customers' minds. Together, all these tools create a brand new twenty-first-century selling model, clearly and completely explained for anyone seeking sales success. As expert Jeffrey Gitomer writes in his foreword, "Don't read this book once. Read it at least twice." |
| first_indexed | 2024-03-05T17:28:24Z |
| format | text |
| id | KOHA-OAI-TEST:609322 |
| institution | Universiti Teknologi Malaysia - OCEAN |
| language | eng |
| last_indexed | 2024-03-05T17:28:24Z |
| publishDate | 2003 |
| publisher | Mumbai, India : Magna Publishing Co. Ltd., |
| record_format | dspace |
| spelling | KOHA-OAI-TEST:6093222023-10-30T06:43:12ZSELLING Yourself to Others : The New Psychology of SALES / Hogan, Kevin, author 651674 Horton, William, author 651679 Gitomer, Jeffery, author 651680 textMumbai, India : Magna Publishing Co. Ltd.,2003©2003engAt last, cutting-edge advice from two leading figures in the field of sales psychology! Kevin Hogan and William Horton not only reveal what compels people to buy, but also explain exactly how to tap into those desires. Using the authors' ten laws of selling, based on Hogan's nine laws of persuasion, a well-prepared salesperson can virtually guarantee a successful sale, every time. Other important lessons covered in this book include using calibration to really understand the customer's needs, installing "anchors" to inspire a customer's desire to buy, and 150 words that can change customers' minds. Together, all these tools create a brand new twenty-first-century selling model, clearly and completely explained for anyone seeking sales success. As expert Jeffrey Gitomer writes in his foreword, "Don't read this book once. Read it at least twice."At last, cutting-edge advice from two leading figures in the field of sales psychology! Kevin Hogan and William Horton not only reveal what compels people to buy, but also explain exactly how to tap into those desires. Using the authors' ten laws of selling, based on Hogan's nine laws of persuasion, a well-prepared salesperson can virtually guarantee a successful sale, every time. Other important lessons covered in this book include using calibration to really understand the customer's needs, installing "anchors" to inspire a customer's desire to buy, and 150 words that can change customers' minds. Together, all these tools create a brand new twenty-first-century selling model, clearly and completely explained for anyone seeking sales success. As expert Jeffrey Gitomer writes in his foreword, "Don't read this book once. Read it at least twice."Wan Zulkifli Wan Yusof;SellingURN:ISBN:8178091585 |
| spellingShingle | Selling Hogan, Kevin, author 651674 Horton, William, author 651679 Gitomer, Jeffery, author 651680 SELLING Yourself to Others : The New Psychology of SALES / |
| title | SELLING Yourself to Others : The New Psychology of SALES / |
| title_full | SELLING Yourself to Others : The New Psychology of SALES / |
| title_fullStr | SELLING Yourself to Others : The New Psychology of SALES / |
| title_full_unstemmed | SELLING Yourself to Others : The New Psychology of SALES / |
| title_short | SELLING Yourself to Others : The New Psychology of SALES / |
| title_sort | selling yourself to others the new psychology of sales |
| topic | Selling |
| work_keys_str_mv | AT hogankevinauthor651674 sellingyourselftoothersthenewpsychologyofsales AT hortonwilliamauthor651679 sellingyourselftoothersthenewpsychologyofsales AT gitomerjefferyauthor651680 sellingyourselftoothersthenewpsychologyofsales |