Selling Yourself To Others: The New Psychology of Sales

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Every prospect has basic human needs motivating them to buy. The primary customer needs are:. Your level of creativity, Tracy argues, is determined by your self-concept.

Summary of “The Psychology of Selling” by Brian Tracy

So, to increase your creativity, all you need to do is practice. The creativity you use to get around traffic is the same kind you need to handle surprises in prospect presentations and calls. Practice creative thinking while prospecting and uncovering buying motives. These areas test your intelligence and brainpower. If you brainstormed ideas every year, it would have a tremendous impact on your life.


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The most important part of selling? Spending more time with better prospects.


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And how do you make the most of your time when you find these prospects? Abide by a few rules:.

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During that time, your prospect decides whether or not to listen to you. Most people in your industry felt the same way when I first called. A calm, confident, and relaxed salesperson is a powerful salesperson.

Here are a few more ways Tracy recommends making the most of your power of persuasion:. Start by using positive body language. The first words out of your mouth set the tone for the rest of your sales process, and eventually, either a sale or rejection. There are two ways to deal with sales resistance effectively:.

Selling Yourself To Others by Kevin Hogan & William Horton | Buy Books Online! – ePalmairamart

Tracy claims there are six basic profiles:. Understand which type of personality your buyer has, and tailor your approach for a more successful close. As always, listen attentively, pause before replying, question for clarification, paraphrase in your own words, and use open-ended questions.

The 15 Best Sales Books That All Salespeople Should Own

When you follow these keys, your future is unlimited. There's not an ounce of fluff in the book.

The Inner Game of Selling

Once you learn how to read and understand your client's core desires you will transform yourself and your selling team into superstars. This is the book we have been waiting for!

Brian Tracy - Sales Secret Principles GREAT!

At last, cutting-edge advice from two leading figures in the field of sales psychology! Selling Yourself to Others demonstrates how to identify prospective customers and communicate with them so effectively that a sale is virtually guaranteed. In this case, they compared perceptions of someone with two years of relevant experience who scored highly on a test of leadership achievement, versus someone with no relevant experience who scored highly on a test of leadership potential.

Both candidates had equally impressive backgrounds in every other way.

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Evaluators believed the candidate with leadership potential would be more successful at the new company than the candidate with a proven record of leadership ability. They still prefer the other guy anyway. In other studies, the researchers showed how we prefer artwork and artists with potential to win awards over those that actually have, and prefer restaurants and chefs with the potential to be the next big thing in dining over the ones who have already made their name.

In a particularly clever study, they compared two versions of Facebook ads for a real stand-up comedian. And this is not, incidentally, a pro-youth bias in disguise. So, since preferring potential over a proven record is both risky and inherently irrational, why do we do it? According to these findings, the potential for success, as opposed to actual success, is more interesting because it is less certain.


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When human brains come across uncertainty, they tend to pay attention to information more because they want to figure it out, which leads to longer and more in-depth processing.