Take the Luck Out of Selling

About the Book

Take the Luck out of Selling is designed to help any professional whose main job is to sell products, services or ideas, to develop the behaviours, attitudes and skills that will ensure their success. The technology that lies behind this book is the science of excellence, NLP and the science of influence.

We are all selling every single day and yet there is a real shortage of internationally effective books that will help people who want to develop their skills further. Not all companies provide their sales professionals with training and, of those who do, it is often fairly basic or in some cases poor. I want anyone reading this book to have high quality information that is easily accessible. It will help anyone who wants to develop personally, as well as in their chosen profession.

This book is based around my already successful training programme, Advanced Sales Development System. This is a modular system and uses modern psychology, NLP and accelerated learning technologies to create behavioural change in order to improve and enhance performance in the area of sales development and achievement. The chapters reflect the 7 modules of my course as given to delegates from companies worldwide.

The book is aimed at Sales Professionals, Sales Managers, Marketing professionals, professional services consultants, telesales teams, customer care consultants and sales trainers. It will also appeal to anyone who needs to influence others, or get relevant information from them, but who doesn't have sales professional in their job description.

About the Author

Michael Brook is a Licensed Master Business Practitioner of Neuro-Linguistic-Programming and training specialist. He has studied with the originator of NLP, Dr Richard Bandler, and the author of Persuasion Engineering, John LaValle, in the US and Paul McKenna and Michael Breen in London. He has also studied Design Human Engineering, Richard Bandler's new technology.

Michael has over 20 years experience in business and business development having had experience in sales, training, marketing, project management and senior management, gained in various roles within the Pharmaceutical Industry and the NHS.

As training director of Professional Excellence, Michael works in a variety of business environments including recruitment, IT, finance, advertising, retail and pharmaceuticals - specialising in sales training, tele-business training, influencing and persuasion techniques, communication skills, coach training, management training, one to one coaching and personal development. Having a strong commercial focus Michael works with a number of companies on strategic development and implementation. In 1998 he was elected as a Management Member of Institute of Professional Sales. Michael's real strength is his in-depth understanding of the psychology of influence and persuasion and how to apply it in a business context.

Michael's training design and style is based around his understanding of how people learn quickest and excellent communication skills. Employing accelerated learning techniques; training sessions are interactive, fun and have pace whilst keeping the content highly commercially focused and relevant to the business environment.