Our success depends on that, as far as we will be convincing, correctly setting questions, using methodology of exposure of reasons and necessities of man, knowledge of bases of unverbal behavior and other receptions. An Audiobook offers the prepared "recipes" that you will be able to adapt to own business. In her you will find a minimum of "general advices" and a maximum of concrete decisions. An Audiobook is addressed as to experience specialists on sales, that will be able to check the knowledge and enrich own experience, so those, who only begins to work in the field of sales and wants to learn to have influence on people.Table of contentsPREFACEA DIVISION of I is TREE of NEGOTIATIONS : AS IT GROWS And WHYHead 1. Stage of establishment of contactRule of complimentNot "outside"Types of people and methods of establishment of contactCompletion of the stage of establishment of contact and passing to the exposure and forming of necessitiesHead 2. Harmful words, or words with a negative aura: that with them to doHead 3. Art to set questionsAlternative questionsHead 4. Estimation of authenticity of informationConstructing during negotiationsUnverbal displaysHead 5. Receipt of feed-back for the construction of effective communicationBarriers interfering with successful communicationHead 6. Bases of unverbal commonunicationHead 7. Reasons and necessities of clientMethods used for determination of reasons and necessities of clientSingle languageBenefits and descriptionsHead 8. Forming of additional necessitiesLeading questions are practical Work - serious and not seriousPractical work is answers to the tasksHead 9. Algorithm of work with objectionsClarificationArgumentationGoverned positiveResumeHead 10. Подстройка on метапрограммамA parameter is "Activity - аналитизм is passivity"A parameter is "Methods of making decision"Parameter "Aspiration is avoidance"Head 11. Types of influenceCharismatic influence, or influence of exampleHead 12. Additional receptions of persuasion and influenceHead 13. Metaphorical influenceA few rules of construction of metaphorical histories Metaphorical histories are an universal instrument of commonunicationHead 14. РефреймингРефрейминг by means of word "but"Head 15. Work with a priceSpecial receptions of effective work with a priceWords helping to work with a priceTypes of leadership at the market and their short descriptionsHead 16. Completion of saleDIVISION OF II. БИЗНЕС-КЕЙСЫБизнес-кейс № 1Бизнес-кейс № 2Бизнес-кейс № 3Бизнес-кейс № 4Бизнес-кейс № 5Бизнес-кейс № 6Бизнес-кейс № 7Tasks from businessCheck itself. Test №1,№ 2 Test№3Examples of norms and rules of co-operating with clients Basic principles of behavior of specialists of department of salesПОСЛЕСЛОВИЕ

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