Salespeople with advanced Neuro-Linguistic Programming (NLP) skills can read their sales prospects well – and sometimes before the prospects read themselves, promises author Frank Somma. A certified NLP practitioner and sales superstar he teaches readers how to use NLP to decipher their prospects’ body language and establish rapport. Somma offers anecdotes and input from industry experts to inspire you to use his “person to person” (P2P) system to develop productive, warm and profitable relationships.
Somma states his theme right at the beginning: being a top salesperson takes hard work. He explains that, as with the myth of the born athlete, the idea of the born salesperson is counterfactual. He cites basketball superstar Michael Jordan’s combination of passion, effort and long hours of practice and offers him as a model whom salespeople should emulate.