Sales Magic: Revolutionary New Techniques That Will Double Your Sales Volume in 21 Days

by Kerry L. Johnson

Don Speakman, Dennis Renter, and Murray Nielsen all have one thing in common: They each regularly make over a hundred thousand dollars per month in sales commissions. And yet, if you asked them how they do it, they really couldn't tell you. They use sales skills and methods of which they aren't even aware. Their "sales magic" is hidden. But now, through his knowledge of psychology and by studying top producers like these, Kerry Johnson, known nationally as "the sales psychologist, " has been able to reveal the techniques that these big winners are using to earn over a million dollars a year. The key to the power behind Sales Magic lies in the fact that you will actually be able to control the responses of your prospects without their even knowing it. That's because you'll be communicating at levels below their conscious threshold. Kerry Johnson teaches his specific, proven strategies for successful selling, showing how to spot buying signals and bring the sale to a close, use mirroring and matching voice patterns to gain a client/customer's trust, employ key words to take charge of every discussion with a potential buyer, and much more! Every salesperson will learn how to establish rapport with ease and assurance, listen to clients more effectively, turn objections into approval, and discover a client's buying strategy in minutes. Sales Magic also contains charts, diagrams, and quizzes, as well as a special twenty-one-day program that ensures every reader will be successfully employing Johnson's techniques within weeks.

224 pages, Paperback

First published January 1, 1992

About the author

Kerry L. Johnson, MBA, Ph.D. is an internationally known author and speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax, and from New Zealand to New York. Traveling 8,000 miles each week, he speaks on such topics as "How To Read Your Customer's Mind," "Management Magic: The new technology of leadership," and "Mastering the Art of Business Relationships."

He has been featured on CNN, and CNBC. Dr. Johnson has also lectured at Harvard, Oxford, Purdue and the University of San Diego.

In addition to speaking, Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him "The Nation's Business Psychologist." He is the author of six books including, MASTERING THE GAME (Louis & Ford), PEAK PERFORMANCE: HOW TO INCREASE YOUR BUSINESS BY 80% IN 8 WEEKS (Prentice-Hall), WILLPOWER: The Secrets of Self-Discipline and his newest book, BEHAVIORAL INVESTING: Why Smart People Make Dumb Mistakes With Their Money. His quarterly newsletter THE WINNING EDGE, is read by nearly 100,000 professionals around the globe.

In the 1970's, Kerry spent two years competing on the International Grand Prix Tennis Tour. He played both singles and doubles matches against some of the world's top tennis players. In 1984, Kerry was recognized by the U.S. Jaycees as one of the Most Outstanding Men in America.

Reviews

[Aram · Rating 2 out of 5]

I found myself putting into question a lot of the concepts that are taught here. Mainly disagreeing as the author ties commonly used words and phrases used by a prospect to determine his/her learning/personality style. You then decide your sales strategy, for instance if the client says “I see what you are saying” then you know he is a “visual” learner because he said “I see” then you go ahead and draw pictures for him, etc.
I think that was a bit too generic and simplistic.

You will also learn to distinguish if your prospect is lying to you, or if he is thinking about the past, remembering something, or the future, visualizing something. You will accomplish this by looking at his/her eyes and how he/she moves her eyeballs. If client is looking down and to the right, he is telling a lie. You then use this info to accordingly apply the appropriate sales pitch.

You will find a little of the same old same old like mirroring your client to gain rapport, a lot of hot wash and a couple of really good concepts. Successfully applying most of these concepts with a prospect during an actual sale it would truly be “sales magic”

[Douglas · Rating 4 out of 5]

Some REALLY great tips about how to be a better salesperson. A lot of the book is focused on picking up non-verbal and verbal cues from your customer. A lot of the stuff, like non-verbal mirroring, doesn't sound too 'break-through' but it really works. I really can't say except for you to pick this book up if you are in sales. A very very worthwhile read.

[Judhi Prasetyo · Rating 5 out of 5]

my first sales book, glad I read it :)