Selling Yourself to Others: The New Psychology of SALES

by William Horton, Kevin Hogan, Jeffrey Gitomer

"Selling Yourself to Others contains 100 percent selling power There's not an ounce of fluff in the book. Once you learn how to read and understand your client's core desires you will transform yourself and your selling team into superstars. This is the book we have been waiting for " --Dan Yaman, president of EventThink

At last, cutting-edge advice from two leading figures in the field of sales psychology Selling Yourself to Others demonstrates...

• Format: Hardcover
• Language: English
• ISBN: 1589800079
• ISBN13: 9781589800076
• Release Date: February 2002
• Publisher: Pelican Publishing Company
• Length: 272 Pages
• Weight: 1.30 lbs.
• Dimensions: 1.0" x 6.2" x 9.2"

Customer Reviews

Advanced sales techniques for the professional salesperson

Kevin Hogan's Selling Yourself to Others: The New Psychology of Sales looks at some of the more advanced techniques and strategies you can use to understand your customer, motivate yourself and improve your personal sales process. There is very little fluff or filler in this book. I felt the best parts were the chapters on understanding the mind of the customer, mastering body language and tuning into your clients unconscious communication in order to seal the deal. This is NLP on steriods and the author has applied it uniquely to the sales process with examples and stories. It is powerful information that you need to start using. The author spent many years in the field going belly-to-belly with customers, which is something I expect from the author of a sales book but don't always get. Believe me, it makes quite a difference in terms of the quality of the advice given in the book. In addition he has applied many years of book learning to his experiences in order to show you a powerful and effective way to supercharge your sales career and income. I have gained greatly from this book. My sales game is better and more refined after adopting some of the information in this book. It made a difference in my sales career and I am sure it can change yours too.

A underutilized book

I read just about every book that comes along that involves persuasion and sales...This is a great book and in my opinion extremely unappreciated..Hogan does what he does in every book...he gives you tips and insights that work...IF YOU USE THEM...Your sales only improve if you put the tools you learn in action...This book is great for any sales professional...put it in your collection

One of the best selling books I've ever read.

I have no idea what book the guy below me read. I've read four or five of Hogan's books now and this is one of the best. From the stories of his childhood to the tips he got from some of the all time greats, this book is filled with anecdotes, lots of research. And I mean a *lot* of research. I've never seen this much new stuff in a sales book...and I've been selling for over 10 years. DT

Selling in the era of behavioral genetics

I've read and reviewed a number of Kevin Hogan's books, this one is probably his best work (along with Irresistible Attraction). What sets this book aside from every other sales book I've read is the brilliant weaving of hypnotic stories with truly razors edge scientific advances in behavioral genetics.The authors of this book have the greatest respect for salespeople and go so far as to say, "Salespeople make the world go around. Without the salesperson, nothing happens...no one gets paid." Clearly Hogan and Horton are salespeople themselves. They tell their stories in a most elegant and unique fashion. More importantly, those of us who sell for a living, sense an understanding that is rarely experienced in books that beat "overcoming their objections," "scripts" and "close hard close often techniques." There is no question that what makes this book stand out are the three chapters about how to ask questions and present information based upon people's genetic bias. Hogan goes into great detail about sex and selling, the flight/fight response, the drive to eat, connect and acquire...and he details how you communicate so you push all the right instinctual buttons at the right nanosecond. I confess I had never considered these concepts...ever. I've been to see Tony Robbins, Brian Tracy, Tom Hopkins and Zig Ziglar numerous times. They are all incredible, but even they don't have this material...or if they do, they haven't presented it to my knowledge.More specifically Hogan breaks down the genetic biases of individuals into key drives and desires which he claims are not original to his thinking but collected from William James and Stephen Reiss. However, with the credited assistance of Hogan's colleague Richard Brodie, they ambitiousl detail utterly new ways to get inside of the mind of your customer and show exactly how to help that customer see your product in it's best possible light.Hogan's co-author Horton, contributes with NLP techniques, many of which we have seen and several we haven't. I took my NLP training in Chicago and now I wish I would have taken my training with Horton as his contributions are significant to this book. I'm not an afficianado of the martial arts but I felt his metaphors from his experience in the martial arts were useful in understanding the sales process.This book only has one weakness and that is that it reads unevenly at times. It sometimes feels as if you are reading a long article after another long article. However, this criticism is really to be taken in the context of its enormous contribution to the field of selling and really to every salesperson out there.Selling Yourself to Others is based on selling with integrity and yet offers you scientific insights into the human mind that make you feel like you can turn the keys at will. After you read this, you will probably get pangs of guilt for having so much power. Once you get over it, you have a manual that likely won't be matched for many years. There are als