How to Win Friends and Influence Sales: The Secret Art of Rebuttals (How to Win Friends and Influence Sales Series Book 1)

How to Win Friends & Influence Sales

The Secret Art of Rebuttals

What problem does this book solve?

Since the beginning of time people have been selling, or being sold. Whether it's a product, a service, a skill, a technique, a friendship, etc ... Carnegie has been working with sales teams for the last 10 years looking at the various ways to strengthen the sale process, and especially the actual "Closing Procedures".

Basically, you ask for the money and the person says, "no." And you're stuck.

And likely ... that's the end of the sale. All of that work and effort for naught.

In Sales, there are many tens if not hundreds of hours in learning about products or services that the sales team is about to sell. If you're like Carnegie, you spend a huge amount of effort in understanding (Product Knowledge), you spend countless hours showing perspective clients or customers where the value is in what you're selling (Value Proposition), and all of this leads you down some sales process until you arrive at the dotted line. This is typically where the sale gets spotty and weak.

The moment that the prospect mutters the most feared 5 words in the sales business ("Let me think about it") we get weak in the knees and enter into a convoluted Objection/Rebuttal cycle that doesn't usually end well ... unless you're prepared.

Carnegie and his team of researchers have studied this loop of sales and frustration and enlisted the services of several psychologists to simplify the Rebuttal process into 2 basic phrases, which consist of a few words each. The psychological comfort and reassurance these phrases give to both the sales person as well as the perspective client/customer are so powerful that your sales will conceivably double or triple. This is progress will be instantly seen in your new closing percentages as you move forward from today!

What's even better is that this can be learned in an afternoon, and applied for the rest of your life. And it doesn't only apply to sales of "Widgets" or "services" but applies to every negotiation in your daily life.

Imagine how effective you will be in your life if you have a relaxed, comforting and reassuring way to handle the objections you get throughout not just your business life, but your social life as well?

This book isn't about Winning arguments, it's about the psychological tools you will soon have at your disposal for turning perspective clients into friends, and influencing sales RIGHT NOW. If you're reading this at 9 am, you'll be applying the techniques by noon. With a very minimal amount of practice, you and your sales team (if you want to help them too) will be closing at better percentage. Much better.

So you feel that you’re not selling enough. Let me ask you this, if you had the tools to hand any objection at any moment, wouldn't that benefit you?


1. Introduction
2. What Proof do we have that it works?
3. How Recent are the Techniques?
4. The Struggles We Encountered During Development
5. Breakthrough
6. After Effect
7. What is the Secret Rebuttal System, Really?
8. Objections and Rebuttals in Action
Example A
Example B
Example C
Example D
9. How Can We Put the System into Action?
10. The Psychology of Closing (Tyranny of Choice)
11. In Closing