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

by Kerry L. Johnson

Diagrams, quizzes, and revolutionary sales techniques help readers gain a client's trust and double sales volume in twenty-one days, by understanding individual buying patterns. 50,000 first printing.

224 pages, Hardcover

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 :)