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Non-Manipulative Selling eBook 2nd Edition, Kindle Edition
"Am I having fun selling or being a manager of other sales people?"
If you're not having fun...If you're not making the money you know you can…If selling seems to be a struggle...If it feels like a confrontation or game between you and your customer...Do yourself a favor right now.
There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling".
The other seems pretty effortless. I call this one "Non-Manipulative Selling".
I must admit that both will get you some business.
However, "Hard Selling" is always uphill battle. "Non-Manipulative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it.
When you become a part of your customers' very own support staff (which is the case in "Non-Manipulative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with can't say that. If that sounds like you, I can help you transform your results.
Back in the 60's and 70's, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales.
You can't do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around. They listen, not just to what you say, but also to how you say it. As they listen to you, they are looking for the intent behind your words. If they get just a whiff of selfishness, greed or dishonesty coming from you, that's it! They are gone, for good. But above everything else, they can't stand to be "sold".
Here's the bottom line.
I spent years (and many, many thousands of dollars) putting together an easy to learn sales system that not only allows your customers to feel great about doing business with you, but they love to talk about the experience with their friends, who they send to you as well. It makes your job so much easier. When people come to you, the dynamics of selling change.
I call this Non-Manipulative Selling. It contains strategies and techniques that ensure you team up with your prospects. They now see you, not as a pesky sales person out to make a buck but, as an expert consultant working on their behalf.
You become partners with your customers and spend more time in the beginning building a foundation. You learn (really learn) who they are and what they want and need. It may seem time consuming at first. You may even feel like you are letting sales get away. But nothing could be further from the truth. In the end, you'll have more business than you can handle.
Is it simple to learn?
Yes. But I have to warn you. It is not easy. You must have focus and discipline. You must be willing to break through your old habits and incorporate new ones. If you are not willing to at least try, then don't invest in this program. You'll just be disappointed.
But if you are willing and want to dramatically improve your sales commissions, increase your referrals, and hang on to your customers so they buy from you time after time, then I have good news. This stuff is not brain surgery, but it is powerful. It becomes second nature to you. You'll be able to watch as both your sales and your commissions quickly go up. Way up.
This book contains 179 pages of powerful content covering such topics as relationship strategies, tension management, questioning and listening skills, selling by style, the image of excellence, self-management skills, and the six steps of Non-Manipulative Selling.
If you're ready to make a drastic improvement in your sales results, order Non-Manipulative Selling now!
About the Author
Excerpt. © Reprinted by permission. All rights reserved.
In 1974, Tony Alessandra was a marketing professor at Georgia State University teaching professional selling to undergraduates. Phil Wexler was the Vice President of Marketing and Sales for a burglar alarm company in Atlanta, Georgia. One of Phil's major responsibilities was recruiting, selecting, training and managing residential security system sales people.
We went to high school together and have been close friends since 1963. During the 11 years from 1963 to 1974, we were continually involved in business and selling projects together. In addition, no matter where we were, we continued to discuss our philosophies of selling, much to the chagrin of our wives.
One day in 1974, we were sitting in Phil's living room discussing the uneasiness we both felt over our dual lives. On the one hand, we had a philosophy of life about treating family and friends with openness, integrity and respect. On the other hand, during business hours we had to discard those values to make our livings selling or teaching sales. Our selling techniques were fraught with tricks, innuendo, shades of gray, and psychological manipulation of our customers. We were no different than other sales people or marketing professors. On that fateful night in 1974, we decided to create another way to sell that was more consistent with our personal philosophies. From that seed, the philosophy and practice of non-manipulative selling grew.
In mid-1975, the first edition of Non-Manipulative Selling rolled off the press in the form of a seminar workbook. We tested the concept in training programs and constantly revised the material based on the feedback we received. After three and a half years of testing the concepts with thousands of sales people across the United States in dozens of industries, Non-Manipulative Selling was released as a book (Courseware, 1979).
When we first wrote Non-Manipulative Selling there were only a handful of people around the country advocating similar philosophies. In addition to us, people such as Larry Wilson with his Counselor Selling Program and Mack Hanan with his Consultative Selling Program went against the grain of the current sales thought. Today, the tide has truly turned. There are thousands of people teaching concepts similar to Non-Manipulative Selling.
Speakers and consultants have jumped on the bandwagon as well, preaching value added selling, participative selling and other variations of the Non-Manipulative theme. Upon close examination, however, both in print and in live consultation, the vast majority of "experts" prove to be inconsistent. They give lip service to the philosophy, but continue to teach skills and techniques that are merely modified versions of the traditional hard sell. They are the proverbial wolves in sheep's clothing.
One reason consultants are inconsistent is they do not like to rock their clients' boats. The non-manipulative approach may rattle the cages of traditional salespeople who rely mostly on their sales pitches, closing techniques and objection handling skills to make a sale. Sales managers who teach manipulative skills also resist the philosophical changes. Therefore, many consultants water down their concepts to make them more "acceptable" to a larger number of clients.
WHY A NEW EDITION OF NON-MANIPULATIVE SELLING? It has been more than eight years since the first edition of Non-Manipulative Selling was published as a book. In that time, we have collectively presented more than 1,500 programs to more than a quarter-million people around the world. In addition, over 100,000 people purchased the book. Readers, seminar participants and a new member of our organization, Rick Barrera, have re-energized the concepts of Non-Manipulative Selling. Their collective input and specific suggestions have moved the book forward several generations. The philosophies of Non-Manipulative Selling have not changed, only the concrete steps and activities. This edition of the book has been significantly modified and expanded to include the suggestions of the sales people "in the trenches" who took the time to tell us how non-manipulative selling worked for them and how it can work better for everyone.
Over the last 12 years, non-manipulative selling has proven to be so successful that it was put on film by Walt Disney Productions, produced as a 5-part video sales training program by Coronet/MTI (Simon & Schuster Communications) and recorded as an audio cassette program by Nightingale-Conant. Many of our other successful training programs such as Relationship Strategies, Marketing as a Philosophy, Not A Department and the Art of Managing People grew out of the basic philosophies of Non-Manipulative Selling.
Non-manipulative selling has become the preferred sales philosophy of many Fortune 500 companies including IBM, Ford, IDS/American Express, Redkin Laboratories, Arthur Anderson & Company, Xerox, Loew's Hotels, American City Business Journals, AT&T, Union Bank, Hewlett Packard, Indepdendent Insurance Agents of America, Days Inns of America, Telecheck, Snelling & Snelling, Memorex Corporation, Tom James Clothiers, Dictagraph Security Systems and hundreds of others who have embraced the our concepts in seminar, audio, video and book form.
This new edition of Non-Manipulative Selling was written for people who aspire to selling with professionalism. By adopting and practicing the skills in this book, you will enter the elite five percent of sales people who can virtually write their own tickets regarding earnings, choice of geographical location, industry, company and lifestyle. These are the sales people who are making more money than many corporate presidents. It is not easy to be in the top five percent of anything, however, the knowledge you gain from this book plus your dedication and hard work will get you there. But first you have to want it.
La Jolla, CA.
Nov. 1986--This text refers to the paperback edition.
- ASIN : B001RB2UHW
- Publisher : FIRESIDE; 2nd edition (February 2, 2009)
- Publication date : February 2, 2009
- Language : English
- File size : 601 KB
- Simultaneous device usage : Unlimited
- Text-to-Speech : Enabled
- Screen Reader : Supported
- Enhanced typesetting : Enabled
- X-Ray : Not Enabled
- Word Wise : Enabled
- Sticky notes : On Kindle Scribe
- Print length : 274 pages
- Page numbers source ISBN : 0671764489
- Best Sellers Rank: #1,726,497 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
About the authors
Top reviews from the United States
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The goal of the book is to help the reader learn to sell with flexibility by adjusting to each prospect's style. The six-step selling process described by the authors is particularly useful. With its details on behavior styles, Non-Manipulative Selling will be beneficial for those involved in complex and transactional sales.
This book is very congruent with TrustBuild Program philosophy and principles.
Non-Manipulative Selling is a practical book, oriented toward the process of selling. The authors offer instruction on practice with every idea they present.
The emphasis on practicality is not surprising when you consider that the book originated in 1975 as a seminar workbook. The authors note in the Preface that since the original publication, many others have written, spoken, and taught about non-manipulative selling. They feel, however, that most of those are trotting out a non-manipulative philosophy as a surface over the traditional sales hard sell approach.
The book begins with five chapters that explore the skills a salesperson brings to his or her craft. With chapter titles like "Relationship Strategies" and "The Power of Listening, Observing, and Feedback," these chapters address the techniques required for non-manipulative selling.
The authors then present six chapters on the sales process itself. These chapters cover subjects ranging from meeting the prospect to assuring customer satisfaction.
The book concludes with four chapters on general sales skills, including chapters on "Selling by Style" and "Developing Self-Management Skills."
It is one thing to assert that we are committed to ethical, trustworthy, and non-manipulative selling. It is another to actually put the principles and techniques to work in the field. The risks seem obvious: What if this doesn't work? Don't I have to press for the sale? After all, I need it.
The strength of this book is that it gives both the background needed to understand non-manipulative selling and the practical advice needed to put it into practice. While this information will not eliminate all the stresses involved in moving to non-manipulative selling, it will remove a lot of the uncertainty about what is going on.
I highly recommend Non-Manipulative Selling to all those who work in complex and transactional sales and who wish to improve their practical abilities to sell effectively and ethically.