Sell the Feeling: The 6-Step System That Drives People to Do Business with You

By Phil Glosserman and Larry Pinci

Book Overview

This unique guide shows readers not only how to master their buyers psychology, but how to master the ""inner game"" of selling. This practice can inspire readers to view themselves and selling in a positive light--feelings that are transferred to potential customers.

• Format: Paperback
• Language: English
• ISBN: 1600372791
• ISBN13: 9781600372797
• Release Date: January 2008
• Publisher: Morgan James Publishing
• Length: 193 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.5" x 6.1" x 8.9"

Customer Reviews

Highly recommended

You know when you buy you may think you are buying logically, yet usually you experience some feeling inside, some type of desire that is driving your behavior. So, when you read this book you and you learn how to follow the six step sales proces you can have far greater success in your sales, and a far better better and longer lasting relationship not just with customers, but with people in general. So, if you ask the right questions as detailed in this book, you can bypass many of the common sales mistakes such as defining the interaction in terms of your needs. not listening, or listening only to the words. In easy language, you can learn some very profound techniques, not just for your client but for yourself such as determining whether you are at cause or at effect, peak performance, visualization, confidence, preparation. Interestingly enough, the book is expressed through the metaphor of Neil, a struggling salesman, at the beginnning, and mentor Sam, whose wisdom becomes the catalyst for his success. As someone who works in sales this is an excellent eye opening book, which I highly recommend.

Feel the love

So many sales professionals learn that selling is about features and benefits (the product's specs and how they pertain to a need the customer may have.) But the real reason people buy--or not, is to do with their feelings and then they justify the action with rationalization and logic. So "Sell the Feeling" teaches the sales person how to tap into the feeling part of the sale (the steak's "sizzle" if you will, rather than its grams of protein, percent marbling and how well it will suit your next dinner party's menu.) The authors present a six step process to learn how to have people want to do business with you. It's all about the mentality of you and your customer, and what kind of questions to ask, and how to frame what you are doing so that it matters to the customer. I've seen sales courses similar to this before, but the six step process in "Sell the Feeling" is easy to grasp, and the writing is breezy and fun to read. The examples are real-life and apply to sales of anything from copiers to coaxial cables to contractual services. I think if you are in the field of sales, you'd probably enjoy this book and find some excellent nuggets of advice to make reading it well worth your time. I know I certainly found it of value. Recommended highly.

I Thought This Book Was Fabulous

The foundations of this book are: (1) a list of three universal feelings that people need to be motivated to do business with someone (trust, confidence and a feeling of being taken care of); and (2) a list of six steps to follow in a successful sales process (prepare, create rapport, ask questions, link, close and reassure). The book is presented in parable style, with Sam the mentor guiding Neil the sales rep into applying the aforementioned principles. As you might expect, Neil is initially clueless and negative but winds up successful because he follows what Sam teaches him. Let me say, I am not in sales as a profession. I am writing this from the perspective of a consumer, thinking about whether or not what the authors teach rings true. I think it does. As other reviewers have said, the material is very basic. And some have been very critical because of this. However, people may have also criticized John Wooden when he spent time teaching his multi-championship UCLA basketball teams basics such as how to properly tie their shoelaces (he did, too - no kidding), but if you don't focus on the basics and get those right, there's no point in trying to master anything more advanced. Yes, what the book says seems like common sense and has nothing earth shattering, but think of how many salespeople you have run across who have truly been effective rather than annoying. In my office, the problem many of our sales reps have is that they have a lot of years of experience and think they know it all, but in reality they don't. Their problem is they don't listen. You give them a book like this and they'll be insulted because they'll tell you they already know this stuff. They may know it but do they practice it? Nope. And the reps in my office are no different than the reps I have encountered elsewhere - they all sit in the mediocre and highest section of the sales bell curve. Here's what I thought of the book: There is a lot of wisdom inside. It is really easy to read. The parable/story format makes it interesting, rather than being in a boring textbook style. It is well-written and well-organized. The basic principles are laid out and demonstrated via the parable. And unlike many other books I have read, they ring true in real life. You are not going to find anything amazing in here, but my opinion is there's not much, if anything else you need to be successful in sales if you can follow and master the principles outlined in this book. They might be basic but it doesn't mean they are easy to employ - just take a look at the salespeople around you and you will see that most of them could use a book like this. It would help them and it would help their customers, also. All of the advanced steps are built on the basic ones; there's nothing new under the sun. A great sales rep from 2,000 years ago would be a great sales rep today - it's how well you apply the basics. As for the criticism from other reviewers that this book is just tryi

The best sales book in twenty years!

Simply stated, SELL THE FEELING by Larry Pinci and Phil Glosserman, is the best sales book I have read in twenty years. I don't understand anyone giving this book a negative review. Selling is not that complicated and I believe often times, people overcomplicate things. This book present selling the feeling in six easy steps. So what is "selling the feeling"? It is determining what it is that is driving a potential customer to buy and what they want to feel out of making the purchase, then matching your product or service to the buyer's mindset. It really is a simple as it sounds. It is changing your selling mindset from one of "I'm here to sell you something" to one of "I'm here to determine what you want and how you want it, then to provide it for you." Go to most any sales training or seminar and you are taught what to say and how to say it. The first thing a person should learn about selling is not what to say, but rather what to ask. The six simple steps are prepare, create rapport, ask questions, link, close and finally, reassure. One of things I liked most about this book is, it is presented in the form of a story. The story revolves around a sales veteran with many years of perfecting the process and his encounter with a financial services salesman who is not having much luck. For me, this is such a better presentation than your standard textbook style sales training book. Others have also remarked about the irritation of having a book that offers the reader further training options. I have no problem at all with that. Let's face it, the authors are, after all, in the sales training business. Why wouldn't they want to promote their business within the pages of their book? And if the reader isn't interested, then don't call them! The book does come with an added bonus. You can go to the website and download 3 different pdf files. The first is a set of 7 basic closes that most sales people are probably already familiar with. Then there is a quick reference guide to the six step program presented here. Finally we have a 13 page document on the TSS system (time, space, specific). I haven't studied this closely yet, but it looks interesting. Sales books are no different than any other type of book. You can read it and will either like it or not like it, but until you apply what you've learned, you never know if it will work. For example, millions of people have read Napolean Hill's classic book, Think and Grow Rich. Everyone will agree it is an awesome book, yet only a fraction of those who have read it have achieved their dreams. Why? They read it, but they don't live it. I believe this book will have a strong impact on anyone in the sales business.

A Stimulating Overview of an Effective Sales Process

I like the approach the authors take in this book by writing it as a parable of fiction versus just laying out a text book of sales techniques. They work the basics of successful selling into a story involving a fledgling financial salesman who meets a mentor that changes his life and career. The story is actually interesting and engaging and illustrates the techniques. The authors remind us that whatever business we are in we are selling something...a product, service, cause, idea, etc. Some or all of what they teach can be applied to about any profession or service. They begin with the feelings we have about ourselves and about our "sales" process and business. The goal of the book is to teach readers to create a positive selling experience for themselves and their clients, and they look at the process of selling the feeling to accomplish this. In the parable, the mentor teaches the six steps: Prepare, Create Rapport, Ask Questions, Link, Close, Reassure. The story defines each of these and elaborates on them through teaching and illustrations. These are the significant steps in the sales process once contact is made. The book also covers attitude and behavior. The closes on the "Big Why" -- why you are doing what you are doing. The authors cover the topics you hear on sales from most sales trainers. I think the parable approach is innovative and unique, as well as effective for teaching the steps. There is self-promotion in the book by the authors who promote their website and additional resources; this is more common than not in self-help and teaching books--to me its no big deal, since it is not in the body of the text. I think this is a helpful book for people new to sales or to their profession. It is also a helpful refresher because of its unique style of presentation. Craig Stephans Shakespeare On Spirituality: Life-Changing Wisdom from Shakespeare's Plays