aug
15
2011

Nlp in selling by Robert Jakobsen

Nlp in selling

My purpose in writing this book is simply to provide salespeople from all over the world with some tools and techniques that I hope will help them in their endeavours. In it, I will explain some of the things that I have learnt over the years, and many of the experiences I have had when using these techniques.

The book is designed to be read in any order. There is a natural progression from one chapter to the next, but similarly it can be read in just about any order – you can delve in at any point and hopefully pick up on something you can use.

author of NLP in Selling

A little about myself: I have been completely addicted to audio books for about 10 years now – and it was during my evaluation of one of these books that I felt that I too had as much, if not more, to offer on this subject. As an avid studier of both NLP techniques and sales, my inspiration and my muse comes from many sources. I am a big fan of Anthony Robbins, Robert Kiyosaki, Napoleon Hill, Stephen R. Covey, Jim Rohn, Brian Tracy, John Grinder, Tom Hopkins, Paul McKenna, Tom Vizzini, Robert Dilts, Richard Bandler, Jay Abraham, Joe Vitale, Milton Erickson, Norman Vincent Peale and Keith J Cunningham, Zig Ziglar  to name but a few!!

Those looking for an insight into the workings and the inspirations behind NLP may well be disappointed – that is not really what this book is about. It will, however, present some of the tools and techniques that NLP offers into the world of sales and selling.

I believe the basic principles of salesmanship are:

  1.  Gain the prospect’s attention
  2.  Arouse his interest
  3.  Convince him that it is intelligent for him to buy your goods or services
  4.  Arouse his desire to buy
  5.  Close the sale

Many people may think, ‘surely that’s all I need to know’, but those people may well be pleasantly surprised as they read deeper into this book.

Recently, there has been a small amount of controversy regarding the use of NLP in sales, with some questions raised about the morality of doing so. In my view, if you can be confident that you are selling something in the best interests of the customer, then the use of NLP is not only fine, but it should be actively encouraged.

Remember: nothing happens anywhere in the world until a sale takes place. And it is the salespeople that co-ordinate the transactions that everyone else can eventually live off.

When I take one of my many courses, one thing that a lot of salespeople dislike hearing is the simple fact that it’s impossible to hit the jackpot in selling if you don’t put any coins in the machine! Or to put it another way, the more customers you call and the more customers you visit, the more money you will make.

So read on, and enjoy it. For the experienced salesperson, you may find that some of the techniques we talk about are things you are doing already – but I hope that this book will define those techniques into more understanding for you. Similarly, those new to the business may find some extremely helpful new ways of doing things. The short answer is: I know that these work, because I have employed them myself, and they have helped me achieve the success that I was aiming for.

 

About the author:

Robert Mark B Jakobsen is one of Denmark’s foremost authorities on sales training. He is CEO of Salgskurser.info ApS and co-author of the Danish Basic Book of Selling (Grundbog I salg). Contact please call +45 22 32 19 52

robert@salgskurser.info

And of the book

Sales & Marketing Success in your small business

Tactics, Tools, and Strategies for Business Success

Robert facilitates sales training courses all over the globe from as little as $5000 (US), and speaks expertly on topics such as motivation, work satisfaction, sales and persuasion.

As a hobby, Robert has also performed magic professionally for 12 years. Some say that this love and knowledge of the magical arts has transformed his sales career – but there is not magic involved here, as you will learn as you continue to read!!

 

One more brief note before we delve into the meaning and history of NLP – for the purposes of flow throughout the book we have assumed the masculine to define both the client and the salesperson. This, as I mentioned, is simply for the purposes of general flow, and in all circumstances refers to both sexes.

Enjoy selling

 

author of NLP in Sellingauthor of NLP in Selling

author of NLP in Selling

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