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The Psychology of Selling - epiheirimatikotita.gr

ThePsychology ofSellingTheArt of ClosingSalesBrian TracyThePsychology ofSellingTheArt of ClosingSalesBrian Tracy MCMLXXXVIIC ontentsHow You Can Benefit Most from This Program ..41. The Psychology of Selling ..52. Developing a Powerful Sales Personality ..73. Why People Buy ..94. Creative Selling ..115. Approaching the Prospect ..136. The Sales Process ..157. The Psychology of Closing ..178. When Objections Get in the Way ..199. Winning Closing Techniques I ..2110. Winning Closing Techniques II ..2311. Managing Your Time Efficiently ..2512. Ten Keys to Success in Selling ..273 How You Can Benefit Most From This ProgramThe final value to you of The Psychology of Sellingwill depend on how many of its insights and guidelinesyou can, or choose to, adopt as routine ways of thinkingand acting.

How You Can Benefit Most From This Program The final value to you of The Psychology of Selling will depend on how many of its insights and guidelines you can, or choose to, adopt as routine ways

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Transcription of The Psychology of Selling - epiheirimatikotita.gr

1 ThePsychology ofSellingTheArt of ClosingSalesBrian TracyThePsychology ofSellingTheArt of ClosingSalesBrian Tracy MCMLXXXVIIC ontentsHow You Can Benefit Most from This Program ..41. The Psychology of Selling ..52. Developing a Powerful Sales Personality ..73. Why People Buy ..94. Creative Selling ..115. Approaching the Prospect ..136. The Sales Process ..157. The Psychology of Closing ..178. When Objections Get in the Way ..199. Winning Closing Techniques I ..2110. Winning Closing Techniques II ..2311. Managing Your Time Efficiently ..2512. Ten Keys to Success in Selling ..273 How You Can Benefit Most From This ProgramThe final value to you of The Psychology of Sellingwill depend on how many of its insights and guidelinesyou can, or choose to, adopt as routine ways of thinkingand acting.

2 You ll be wise to listen to each audio sessionseveral times. Don t expect to get full value from thesesessions if you hear them only once. Even the mostintelligent, thoughtful listener needs to hear sessionssuch as these several times to be able to pick up, thinkover and internalize all the ideas discussed. Also, eachrepeated listening will spark for you additional ideasthat apply to your current needs and Concentrated Listening a HabitSet aside a short period each morning or evening, orboth, when you can listen with full attention to thesessions with which you are working. This does not inany way preclude casual listening while you re drivingyour car, dressing, eating or exercising, for example. Itis simply a more concentrated form of Down Your IdeasWhenever you re listening, keep pen and paper at hand,and be prepared to stop your audio player at any you hear an idea or technique that particularlyappeals to you, stop the audio.

3 Think about the about it in connection with your situation, yourwork, your life-style. Think about its value to you howit could change and improve what you are doing. Thinkabout how you can apply it, visualize yourself doing soand making it pay off for you. Jot down some notes toremind yourself of your thinking and to help you takeaction during the days ahead. Then restart the audioand continue This GuideAfter hearing a session, refer to the correspondingsection of this guide. Here you ll find a useful summaryof the main points discussed and suggestions for puttingthe ideas to work in your on Your IdeasUntil intelligent thought is linked with appropriateaction and follow-through, little or nothing isaccomplished. So once you ve grasped a particular ideaor technique and how to apply it, act put it to work inyour career.

4 The results may seem slow at first, but ifyou re determined to stick with the program, you ll soondiscover that you re closing more sales and reaping thegreater cash rewards that come to the top Psychology of SellingSession OneSELF-ASSESSMENT1. Am I proud of my profession?2. Am I in the top 20 percent of salespeople?3. Do I genuinely like myself?4. Is there any aspect of Selling that makes meuncomfortable?5. Does my self-concept include a high level ofincome?6. Can I cope with the rejection that I will inevitablyencounter in Selling ?SUMMARYThe most important thing we have to understand in theworld of Selling is that nothing happens until the saletakes place. The most successful organizations in theworld have superb Selling organizations.

5 They rise orfall on the quality of their sales effort. We can be proudto be salespeople because it is upon our efforts that thewhole economy floats. There is no limit to where we cango in this profession if we are properly trained andskilled in Selling , the 80-20 rule, or the Pareto principle,prevails. According to the 80-20 rule, 80 percent of salesare made by 20 percent of the salespeople. Once you getinto the top 20 percent, you don t have to worry aboutmoney or employment again. Your job is to get into thetop 20 percent and then into the top 4 percent. In thetop 4 percent, you become one of the highest paidpeople in the world. The purpose of The Psychology ofSellingis to show you how to achieve that winning edge theory says that the differencebetween top performers and average or mediocreperformers is not a great one.

6 It is always just a smalldifference: Top performers just do certain things acertain way a little bit better each day. If you developthat winning edge, there s no reason why you cannotmove rapidly into the top 4 is an inner game. That is, what is going oninside the mind of the salesperson makes all thedifference in his success. We know there is a directrelationship between a salesperson s self-concept and hissales performance and effectiveness. We feeluncomfortable if we don t act in accordance with ourself-concept. We will never earn much more or muchless than our self-concept level of income. Our job is toraise this self-concept level of always sell in a manner consistent with our self-concept. Some of us are uneasy about picking up thephone and calling somebody.

7 Some of us feeluncomfortable about closing. By becoming more skilled,we feel more competent, raise our self-concept andbecome more core of self-concept is self-esteem. A person withhigh self-esteem likes himself. How much you likeyourself is the key determinant of your performance andyour effectiveness in everything you are two major obstacles in Selling . The firstobstacle is the customer s fear of making a mistake. Thesecond major obstacle in Selling is the salesperson s fearof rejection. Until a salesperson develops confidence, ahigh self-concept and sufficient resilience to bounceback from inevitable rejection, he cannot sellsuccessfully. All outstanding salespersons have reachedthe point where they no longer fear are usually based on friendship.

8 People will notbuy from you until they are genuinely convinced thatyou are their friend and are acting in their best is a direct relationship between your level of self-esteem and how well you get along with differentpeople. The best salespeople have a natural ability tomake friends easily with perspective key element in Selling is enthusiasm. A sale is atransfer of your enthusiasm about the product orservice into the mind and heart of the other reason so many people fail in sales is that they donot stay with it long enough to get those first fewwinning experiences that raise their self-esteem and self-concept and set them off on a successful career inselling. That s why it s so important that from the verybeginning you say to yourself that nothing is going tostop you until you are List five aspects of Selling that you enjoy:_____2.

9 List any areas of your self-concept that shouldbe improved. How could you increase your self-esteem?_____67 The Psychology of SellingDeveloping a Powerful Sales PersonalitySession TwoSELF-ASSESSMENT1. Do I have high levels of self-confidence, self-esteem, ambition and determination to succeed?2. Am I goal oriented, with a plan to attain mygoals?3. Do I understand the needs and care about thewell-being of my customers?4. Am I willing to work hard, take responsibility formyself and pay the price for success?5. Do I believe strongly in my company and myproduct, and can I communicate my enthusiasmto others?6. Is it easy for me to make friends out of strangers?SUMMARYA powerful sales personality is more important thanproduct knowledge, Selling skills or the salespeople have 10 characteristics.

10 The first isa high level of self-confidence and self-esteem. Numbertwo: The highperforming salesperson accepts fullresponsibility for his results and looks upon himself asself-employed. Number three: The top salesperson hasabove average ambitions and desire to sell. Number fourincludes high levels of empathy and concern forcustomers. Number five: The successful salesperson isintensely goal oriented. Six: He has above averagewillpower. Seven: He has determination and willing-ness to work hard. Eight: He believes in himself, hisproduct and his company. The ninth characteristic isthat the topselling salesperson is always absolutelyhonest with himself and with other people. Finally, thetop salesperson has the ability to turn strangers intofriends wherever he do we fulfill this psychological profile and becomea successful salesperson?


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