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The Five-Step Sales Process
(An NLP Sales Model)
by Tad James, M.S., Ph.D
In the 1930’s, (reprinted in 1992) Frank Bettger wrote a book titled, How I Raised Myself from Failure to Success in Selling and he kicked off modern thinking about selling. Notable authors since then have included J. Douglas Edwards (who was THE sales trainer of the 1950’s, 1960’s and 1970’s, and who trained over 200,000 salespeople a year for over 20 years), and Tommy Hopkins (he’s still around). Edward’s book How to Develop Sales Closing Power is still in print as it is Hopkin’s How to Master the Art of Selling. The greatest advance in selling in the last 80-85 years is the addition of NLP to the thinking of selling, and thereby to the results. Depending how it is taught, NLP techniques can be extremely useful in increasing closing ratios and succeeding without “pushing the sale down the client’s throat”. Regardless of how fed-up you may be with pushy sales people, the truth is that NLP techniques used in integrity can definitely assist and accelerate the selling process and make it a win-win situation.

The Five Step Sales Process Audio Book