Forget selling : 12 principles of influence and persuasion in sales, leadership, and life / Edie Raether.

Format:

Book

Author/Creator:

Raether, Edie.

Language:

English

Subjects (All):

Selling--Psychological aspects.

Selling.

Emotional intelligence.

Physical Description:

v, 122 p.

Place of Publication:

Holly Springs, NC : Performance Plus Publishing, c2006.

Summary:

From bonding to benevolence; perception to positioning; involvement to instant influence; and mind matching to synchronized selling, the 12 principles in this insightful book will make the difference between hoping for success and having it.

Contents:

Intro

Dedication

Contents

Introduction

Overview: The DNA of Influence and Persuasion

Chapter One The Principle of Language Leverage and Power Talk

Chapter Two The Principle of Resonanceand the Silent Sell

Chapter Three The Principle of Sensory Selling and Alignment

Chapter Four The Principle of Expectation and Attraction

Chapter Five The Principle of Perceptual Contrast

Chapter Six The Principle of Scarcity and Urgency

Chapter Seven The Principle of Commitment and Consistency

Chapter Eight The Principle of Social Consensus and Conformity

Chapter Nine The Principle of Benevolence and Reciprocity

Chapter Ten The Principle of Full Engagement

Chapter Eleven The Principle of Authority and Association

Chapter Twelve The Principle of Intuitive Selling and Instant Influence

Epilogue: Be A Class Act

Index

About the Author.

Notes:

Digitized and made available by: Books24x7.com.

Includes index.

ISBN:

1-281-09069-7

9786611090692

1-60557-105-9

1-4356-3283-4

OCLC:

253911070