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Sell the Feeling: The 6-Step System That Drives People to Do Business with You Paperback – Jan 8 2008

5 out of 5 stars 1 customer review

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Product Details

  • Paperback: 193 pages
  • Publisher: Morgan James Publishing (Jan. 8 2008)
  • Language: English
  • ISBN-10: 1600372791
  • ISBN-13: 978-1600372797
  • Product Dimensions: 15.4 x 1.3 x 22.7 cm
  • Shipping Weight: 295 g
  • Average Customer Review: 5.0 out of 5 stars 1 customer review
  • Amazon Bestsellers Rank: #780,662 in Books (See Top 100 in Books)
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Product Description


""This is THE book for professionals who sell, including those who hate selling. It's simple in its approach, but it creates brilliant results. This is the best book on selling for professionals--period!""

About the Author

Larry Robert Pinci is a Leader in Human Performance Technology. He is Master Coach and Trainer of Neuro Linguistic Programming. He is also a Master Trainer of Clinical Hypnotherapy and a member of the the American Board of Neuro Linguistic Programming and the American Board of Hypnotherapy and a Certified Mediator through UCLA. He is a Doctoral Candidate for Clinical Hypnotherapy. For the past fifteen years, Larry has coached and trained thousands of people into powerful breakthroughs in their companies, careers, and lives. This includes individuals representing top corporations. His expertise is in taking businesses and individuals into the next level of excellence, competency and profitability. He is also a popular public speaker, seminar facilitator and published author.

Phil Glosserman is a business and sales trainer and coach. He works with senior executives, business owners, and sales teams to develop the strategies, actions and mindset to grow and better manage their companies. Phil has been coaching and training for eight years. Before becoming a coach, he spent 14 years as a senior manager in the software industry and 10 years as a professional drummer. He is a Master Practitioner of Neuro Linguistic Performming and a graduate of Corporate Coach University International. He lives in Los Angeles with his wife and two children.

Inside This Book

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Top Customer Reviews

By Inkhorn HALL OF FAMETOP 50 REVIEWER on April 11 2012
Format: Paperback
You know when you buy you may think you are buying logically, yet usually you experience some feeling inside, some type of desire that is driving your behavior.

For example, if you are thinking about buying this book, the more you desire and can imagine the benefits this book can bring, the more likely you are to buy it.

So, when you read this book you and you learn how to follow the six step sales process you can have far greater success in your sales, and a far better better and longer lasting relationship not just with customers, but with people in general.

So, if you ask the right questions as detailed in this book, you can bypass many of the common sales mistakes such as defining the interaction in terms of your needs, not listening, or listening only to the words.

In easy language, you can learn some very profound techniques, not just for your client but for yourself such as determining whether you are at cause or at effect, peak performance, visualization, confidence, preparation.

Interestingly enough, the book is expressed through the metaphor of Neil, a struggling salesman, at the beginnning, and mentor Sam, whose wisdom becomes the catalyst for his success.

The techniques describe come from the world of nlp, so if you wish to have an entree into that world without the technical descriptions and through the use of metaphor, this is aquite a powerful.

The author Larry Pinci, who unfortunately has since passed away, taught me hypnosis, and his insight really changed my life. In fact, he told e this book was coming out at the time. His cowriter attended the same nlp training as I did.

One of the lessons that he taught me that stuck with me was that 'you are always in a state.
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Most Helpful Customer Reviews on (beta) HASH(0xa7d4db40) out of 5 stars 60 reviews
3 of 3 people found the following review helpful
HASH(0xa7c1857c) out of 5 stars If Only Sales People Acted Like This! Jan. 14 2008
By Lynellen Perry - Published on
Format: Paperback Vine Customer Review of Free Product
I enjoyed this book. While the material is simple and all sales people should already know it, I only wish that more people followed the ideas in this book because the steps in the book are how I wish people would sell to me. I only wish that sales people would take the time to ask me questions to find out what I need, and then tell me how they can meet my needs. Much of this book resonated with me. I want sales people to build rapport with me; I want them to ask questions instead of launching a canned spiel; I want them to tailor their presentation to me. I don't want to think that sales success is just a numbers game where you use a cookie cutter approach and jam it onto enough people that it will work with some of them. I will definitely be following the advice of this book, which confirms what I had wanted to do in my heart but had been trained not to do. I had been trained to present my one-size-fits-all slick presentation and then make a close. But now I feel I have "permission" to do otherwise - that being genuine and seeking to fill actual needs is a valid sales approach.

Things I didn't like about the book are: 1) The idea that visualization of an outcome guarantees it will happen (a la "The Secret" and "Law of Attraction" and other nonsense where 'you attract what you focus on'). My visualization will not change someone else's free will. 2) The book assumes that you have prospects that have agreed to meet with you. Getting prospects, and then getting an initial meeting with them is assumed, and I find this to be a challenging part of sales. I wish the book had addressed this area.

Overall, I think that many sales people (and their clients!) would benefit from not just reading material like this but implementing it. Instead of "selling" me something..take the time to understand what I need or desire and then help me meet that need.
3 of 3 people found the following review helpful
HASH(0xa7c189a8) out of 5 stars I Have Mixed Feelings Jan. 3 2008
By Amazon Customer - Published on
Format: Paperback Vine Customer Review of Free Product

Easy to read / motivational / may help salespersons gain some new skills / written by respected authorities / Introduces some new themes along with traditional themes


Sell the Feeling is written in a fictional antidotal narrative. The first couple of times I read books written in this style I was impressed. However, the style is starting to wear thin on me. I find myself asking, "Where is the supporting research?"

It feels a little manipulative. The book teaches a form of mind manipulation called "Neuro Linguistic Programming". This may very well work effectively, but I wonder, could a better book be titled, Sell the Product?

I wonder how many of the principles can be learned and how many reflect the personalities we all have? I can imagine a talented salesperson reading this book and saying, "Of course! That's the way I do it." I can also imagine a troubled sales person becomming highly motivated only to find the necessary 6 steps to be as pragmatically illusive as ever.


If you are a salesperson who would like better tools for your craft, get the book. However, hold to its principles lightly. It is always good to be growing, stretching, learning new ways to be better at what one does. New is not always better. This book may become the text for a new school of marketing principles, or else it might just gain a motivational flash of momentary popularity. Either way you won't lose if you purchase it.
10 of 13 people found the following review helpful
HASH(0xa7c18a80) out of 5 stars Ironically, book itself has trouble selling the feeling Jan. 7 2008
By Lisa Shea - Published on
Format: Paperback Vine Customer Review of Free Product
Sell the Feeling is a story-driven lesson in how to become a better salesperson. This is not just for "used car salesmen" - it is for anybody in business. We all sell ourselves and our services every day.

The first thing to understand is that it is in story mode. This is the type of book you sit back and read through with a glass of wine. If you are the type-A, bullet-driven person who wants a textbook to study and test with, this is probably not the book for you. However, many people do learn better by absorbing through situational stories and "seeing it in action". Those people would react far better to this book than to a dry textbook.

There are many valuable tidbits tucked throughout the book. You can say they are common sense, but every person makes mistakes that common sense says they should not. Re-hearing advice in a new context is sometimes what is needed. So the book says ...

Salespeople are often afraid of rejection. Buyers are worn down by constant pressure and ads. Buyers tend to buy based on feelings, then justify the purchase with logic. In fact, buyers rarely can remember a pleasant sales situation - but they can quickly think of many negative ones. It's rare to have a relaxing sales situation. But really, buyers buy when they feel trust, confidence and that they're being taken care of.

So the six steps a salesperson needs to take is to prepare, build rapport, ask questions, link products to their needs, close the sale and reassure them. To start, the salesperson visualizes a time when they were full of confidence and motivation. Then they focus on their beliefs, knowing they will achieve them. They match and mirror their buyer's actions and voice patterns. They ask open ended questions. They use phrases such as "Imagine if I could ... then could we discuss more?" They do not use "but" in an objection - they use "and".

The book even covers the four main objection types - time, money, doesn't believe in you and won't work for me - and suggests you think up responses to each one.

So there's a lot of material in here, and all of it is valuable to really think about. So what's the problem?

Ironically, the problem is that the book doesn't sell the feeling :) I'm all for a story atmosphere. It's comforting and relaxing. But the story has several inane parts. A broke salesman is going to hand a $25,000 legal note to a complete stranger, on faith? While the stranger refuses to tell anything about himself? I also really dislike plot lines where the guru says "You are doing everything wrong, but I won't tell you why. I'll just watch you stumble around until you figure it out for yourself."

I had to laugh out loud when the guru feeds sushi to the student. The student comments on how great the sushi looks and the guru says in essence "Oh I just watched a sushi chef for a while and voila!" Oh great, so now they're going to get raw fish poisoning because he thinks you can learn sushi preparation by watching a guy behind a counter for a few weeks? It reminded me of those "Are you a brain surgeon?" "No, but I stayed in a Holiday Inn Express" commercials.

Even more silly, there is a whole section of the book involving a used car salesman where the point of the story is that the used car salesman tried to foist a convertible on the guru without bothering to find out if the guru really wanted a convertible. The implication was that the guru did NOT want that convertible. Then, at the end of the story, the student buys the convertible for the guru! Again, without even knowing he would want it! What if the guru would have really loved a classic sedan? Just what did the student learn (or not learn) here?

But all of that aside, the main reason I gave this three stars was the incessant blatant advertising that seemed to pop up every 5 pages or so! The book starts right off with a "give us your email address and we'll send you stuff". It was a turn-off, but I kept going. So then the preface. The preface ends with a "and now give us your personal information!" It just kept up. It was woven into the actual storyline. It was like reading Pride and Prejudice and having Darcy turn to the reader and say "And now for the next part of the story, be sure to visit my website!"

It was even as bad as having one section talk vaguely about classic closing techniques, but then telling you that you had to go to their website to actually learn what they were! So the book, which promises to provide you with complete sales information, leaves out an important chunk, holding it hostage in exchange for you going to their website. That really turns me off.

So that makes me feel distrustful, have no confidence in the authors providing me with a complete solution, and a general feeling that I'm being taken advantage of. They are just sucking me in to buy their expensive management seminars. Luckily, the book helped me identify those feelings, so that I know not to recommend the books to others or to go anywhere near their website. Which I find pretty amusing :)
1 of 1 people found the following review helpful
HASH(0xa7c18ae0) out of 5 stars A good primer or refresher on sales March 20 2008
By Cowboy Bill - Published on
Format: Paperback Vine Customer Review of Free Product
In "Sell the Feeling," the authors don't claim that thought has no role in the selling/purchasing process; rather, they say that appeals to feelings are usually more effective in the sales process than appeals to the intellect. I think this is true, and feel more so after reading this book.

In the times I have tried persuading (selling) others on benefits of certain people, places or things, I admit I have concentrated on logical approaches rather more than on emotional ones. They need to be combined.

I notice that the authors are catching a bit of flack on these boards about parts of their approach being obvious or old. That's true, but they are the bedrock of almost all selling techniques (e.g., building rapport with the buyer, asking open-ended questions, pitching the product as a solution to the buyer's needs, etc.). How could a sales book not include these methods? Wouldn't the book be deficient if it didn't list them?

Besides, the book does not just present old info. If presents new info, too -- or at least a new way of looking at old material, which is always helpful. The concentration on feelings and emotions is what makes this a handy one-volume introduction to sales or a good refresher course.

The book is not hard to read. The structure is largely (and literally) conversational, which helps in the presentation of the material. I tend to think that almost every business book I read could be cut in half with solid editing and not lose a thing, and I'd reluctantly say the same for this book. Still, it is much easier to get through than most business- or economics-based tomes. I appreciate that.

I wish the authors didn't pitch their Web site and/or seminars within the book as often as they do, but I'm so used to that kind of stuff nowadays within business books that I don't get too irritated by it. (Maybe I should.)

All in all, I think this is a nice little book with a credible spin (feelings).
1 of 1 people found the following review helpful
HASH(0xa7c18bc4) out of 5 stars Selling for Dummies ! Jan. 11 2008
By Amazon Customer - Published on
Format: Paperback Vine Customer Review of Free Product
Generally, the new salesperson may take interest in this book, but as for the seasoned seller, they generally doesn't go back to books to update his skills. The book, refreshingly, is told in novel-type, complete with huge illustrations. Therefore, I would equate it with Selling for Dummies. The ideas are not anything any salesperson has not heard before, but the message comes with a hands-on approach that provides, within the story, all the questions one might ask. The basics are covered here, from attitudes, appearances, rejections, to closing.

Within the six steps, I disagree with the mirror and matching, which the story does address as not to be construed as mocking. But the mirror and matching can be annoying rather than helpful. Use it with limitations.

The foundation of the story is that Neil, a financial wealth management advisor who refuses to call himself a salesperson, calls on Sam, a potential client, who then sends Neil and tells him he is selling the wrong thing. Neil has a bad attitude about selling, harbors feelings that have negatively stereotyped the profession, and just plain needs help.

Like the fairy godmother, or godfather in this case, Sam takes Neil under his wings to teach him the ropes and how to sell the feeling!! So, through time, Neil goes through his own trial and errors and reports back to Sam, his fairy godfather.

Overall, this is a helpful book for newbies and the old pros can certainly refresh themselves. The authors are top sales trainers and coaches. ...Rizzo