Ralf-Peter Prack provides a thorough description, enriched with numerous practical examples, of the influence techniques that salespeople can use, how these methods work, and when each technique is particularly effective. Readers will learn about influence techniques such as "liking," "reciprocity," "social proof," "authority," and "consistency," and discover how to activate these buying triggers in their customers. The second edition includes additional insights on the nonverbal support of these buying triggers. It's the secret weapon for anyone who wants to ensure a successful close!.