Improve Your Selling Success With Michael Brook's New Book - Take the Luck Out of Selling

Michael Brook comes with an impressive CV. An NLP Master Business Practitioner who studied with the originator of NLP, Dr Richard Bandler. Michael has over 15 years experience in business development including sales, training and marketing. He is also the originator of the Advanced Sales Development System.In this book, Michael sets out a complete sales system, based mainly on NLP techniques. He offers us what he calls a 'route map' to successful selling.Beginning with knowing yourself, which includes knowing what you want, self mastery and his six personal success strategies, he moves on to building relationships with others. As he says, relationships sell, and his ideas here cover building rapport, creating positive feelings and, of course, knowing the customer.Knowing the customer includes identifying and communicating appropriately with different types of people. Michael gives us seven persuasive patterns to work with and explains how to profile your customer's behaviour and elicit his/her buying criteria. I especially liked the illustration of selling the same car using two entirely unique sets of criteria to satisfy very different customers.The final part of the book covers structuring your presentation for maximum effectiveness, negotiating and gaining commitment. Included here are Professor Cialdini's well known rules of persuasion together with, crucially, how to use them effectively.This is a book packed with insights, techniques and useful tips. One reading will not be enough to absorb everything - keep it close to hand, you will find yourself referring to it time and again. dr seuss cat in hat book