Non-Manipulative Selling Paperback – April 9, 1992

Great book, I have read it many times over the years and purchased it for a young man starting in the sales business. It applies to all types of sales and life.

I first read this book in June of 1981 (the first edition). After 40-years internalizing the concept of "Non-manipulative Selling" I can still spot manipulative selling in situations all the time. But since I first read the book in 1981, I've been the squeaky wheel at every company I've worked, singing the praises of "Non-manipulative Selling." I've proven that sales can occur at the same or better rate, using "Non-manipulative Selling" instead of traditional sales tactics. For me, I went from last place at my Wall Street-based firm, to the #1 producer nationwide in less than 3-years using entirely "Non-manipulative Selling" strategies. Why sell, when there are almost always people out there already looking for whatever you're offering. So then, why not focus on finding those people and, after confirming they're a perfect fit, simply invite them to become clients. Why be manipulative? I've been on a crusade to transform the financial services industry from salespeople to Trusted Advisors for the last 40-years, ever since I read the first edition of "Non-manipulative Selling." Excellent & transformative book. -Mark McKenna Little

Non-Manipulative Selling is a great overall book that includes some theory and a lot of tactical selling advice. It offers an overall emphasis on understanding behavioral styles.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.Robert ReedPresidentTrustBuild

This book certainly brings to applicability insights drawn from human behavior and its related emotions. My training, many years ago, in "consultative selling" was based, for the most part, on the material from this book and my group came away with a new awareness and sense of true professionalism in communications. I highly recommend this book to financial advisors, stockbrokers, life insurance agents, etc.

Received product just as described.

Arrived on time and in the condition advertised. Would buy from this source again. Thank you.