Today I finally finished this great book that I’m reading called “Covert Persuasion : Psychological Tactics and Tricks to Win the Game” by Kevin Hogan and James Speakman.
This book is pretty hardcore sales material, but if you run and operate your own business I’d say it’s pretty much required reading. Getting into people’s heads is very hard to do if you don’t have multi-million-dollar budgets like the large companies. You have to rely solely on yourself. People will not buy your product or service, without buying you first. This book gives one all the tactics, tricks, tips, and anecdotes needed to make the most of your personal and business meetings. While it may seem a bit selfish, and self absorbed to focus on the selfish goals, ultimately what does sales come down to? Exactly that. You must convince the client or prospect that what you are giving them is the best and there is no other product or service that matches what you are selling. I don’t mean lying, that would be wrong and unethical, I mean spinning the truth so it is always in your favor (or, in your clients favor).
I won’t go into much detail about this book, because I think you should go out and get a copy of it to read yourself to learn all the points included. I’m not saying this is the be-all-and-end-all of sales tactics books, but it’s definitely worth the addition to your current library.
In the back of the book they include 5 charts they allow to be printed and reprinted for use, and I’ve saved them to PDF and uploaded them here in case anyone wants to download them to use them. Very good stuff in these sheets.
Covert Tips Sheet 1 Covert Tips Sheet 2 Covert Tips Sheet 3 Covert Tips Sheet 4 Covert Tips Sheet 5
Note these were reprinted from the permission in the book and I express no warranty or anything on these PDF’s. There may be spelling mistakes etc, and you will not get rich by simply reading these! Go buy the book already!
Comment by Nat on 2007-03-04 19:10:16 -0500
I see the Capitalist pigs got to you, too, eh? For shame, Matt… for shame…
Um. If you’re done with that book, could I borrow it? You know, to use as a warning to others against capitalism and how to spot their dirty capitalist tricks?