Customer Rating:
Summary: Unlimited Selling Power
Comment: Dr Moine and Kenneth Lloyd present so much usable information in this book that I am sure the cover will be worn off the book before I have finished referring to it. The exercises truly lead you down a path for developing your own index of sales skills that can transform the way you perceive sales. I highly recommend this book.

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Customer Rating:
Summary: Some useful information and a lot of filler...
Comment: I was impressed with this book for about the first 160 pages of it.

Its basic stuff about how to use hypnotic language to establish more
rapport with your prospects. Just because it is basic information
doesn't mean it isn't useful.

The last 100 pages of the book is a long pitch for the authors'
script-writing and training services - perhaps this will be of
interest to readers in corporate sales management, but I found
it to be irrelevant.

The chapters on how to use language to increase trust are good.
The example conversations are clear too.

Around page 160 the book turns to sales scripts. Ostensibly
these chapters are to provide us with information about
writing sales scripts... but they really just seem to be
saying - "please consider hiring our firm to write your
script book for you,"

I would have appreciated more "how to do it yourself"
MEAT than all the "its too hard to do it yourself" rhetoric
and filler at the end.

--------UPDATE

I am re-reading this. I think this information is perhaps
better presented verbally than in a book. A book is sure
cheaper than a seminar with the authors though.

It's a useful, non-technical breakdown of useful NLP methods
good salespeople use intuitively. If you choose to use
this stuff it will take real work to internalize it.

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Customer Rating:
Summary: The Key to Gaining the Competitive Edge
Comment: Donald Moine, a columnist I came across on Morningstar and have since befriended, is a master at the art of language. This truly fantastic book is a must-read for anyone interested in the competitive edge.

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Customer Rating:
Summary: Dr. Moine is a Sales Superstar for good reason!
Comment: Dr. Moine was in grad school with the inventors of NLP and has applied it to sales in ways that seem like magic. If you want to get a REAL education on what NLP can do to establish rapport and close sales, you need to get this book!

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Customer Rating:
Summary: Excellent work, thorough, enjoyable
Comment:
Firstly, I wouldn't say its the only book you'll need on sales. I'm not a professional salesperson for a start, only a highly enthusiastic reader of persuasion, therapy and psychology books. So I would imagine there are other practical aspects of sales that are missing here.

To give you an idea of my regard however, I was sent this as an ebook by a good friend. Free. I've read it, heard the audio and now ordered a proper copy.

Saying that, surely the main thing is to gain rapport, build trust and estabilish a solid working relationship as quickly as is practical? This book gives a solid grounding in using hypnotic language and also in building rapport. All the Erickson patterns are used and explained here, and I found this book drew together concepts that I'd learnt from my various NLP and hypnosis books in a highly applicable manner.

Some forms of talking therapy require getting folks to take on board new ideas and consider them at a deeper level. Sensitive and ethical use of these "selling" techniques would be a hugely benificial tool in achieving this goal.

I also recommend Joe Vitale's Buying Trances as a great conceptual book to go along with this one. Also Cialdini's Influence, whilst not hypnosis or applied sales, is a fantastic read and well worth your time.

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