The Psychology of Selling Summary by Brian Tracy focuses on increasing the sales faster and easier than you ever thought possible with the. Psychology Of Selling - The Art Of Closing Sales - Brian mapbookstosraso.tk - Free download as PDF File .pdf), Text File .txt) or read online for free. The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy. It shares ideas, methods, strategies, and.
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Double and triple your salesùin any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use. This books (The Psychology of Selling [PDF]) Made by Brian Tracy About Books none To Download Please Click. CD Version - 6 Compact Discs/PDF Workbook With Brian Tracy's Psychology of Selling you will learn how to program yourself for success. How would you like to .
The winning edge theory says that the difference The reason so many people fail in sales is that they do between top performers and average or mediocre not stay with it long enough to get those first few performers is not a great one. It is always just a small winning experiences that raise their self-esteem and self- difference: Top performers just do certain things a concept and set them off on a successful career in certain way a little bit better each day.
If you develop selling. Thats why its so important that from the ver y that winning edge, theres no reason why you cannot beginning you say to yourself that nothing is going to move rapidly into the top 4 percent.
Selling is an inner game. That is, what is going on inside the mind of the salesperson makes all the difference in his success. We know there is a direct relationship between a salespersons self-concept and his sales performance and effectiveness. We feel uncomfortable if we dont act in accordance with our self-concept. We will never earn much more or much less than our self-concept level of income. Our job is to raise this self-concept level of income.
List five aspects of selling that you enjoy: List any areas of your self-concept that should be improved. How could you increase your self- esteem? Do I have high levels of self-confidence, self- smoothly. Visualization is the very best way to put esteem, ambition and determination to succeed? See yourself as the best in your field.
See yourself as the top money earner. Am I goal oriented, with a plan to attain my goals? Confidently expect to succeed every minute of every day. Do I understand the needs and care about the Professional salespeople are low-keyed, calm and well-being of my customers? Am I willing to work hard, take responsibility for myself and pay the price for success? Read about your profession for 30 minutes a day. If you 5.
Do I believe strongly in my company and my will read for 30 minutes every morning, within six or 12 product, and can I communicate my enthusiasm months you will have read 10 to 20 of the very best sales to others?
Listen to 6. Is it easy for me to make friends out of strangers? Turn your car into a university on wheels. If youre continually feeding your mind with SUMMARY cassettes and books about sales, motivation, inspiration, A powerful sales personality is more important than time management and personal development, youre product knowledge, selling skills or the product.
The first is profession. Number two: The highperforming salesperson accepts full After every call, ask yourself what you did right. Think responsibility for his results and looks upon himself as about how you would handle it differently next time. If self-employed. Number three: The top salesperson has we review what we did right and then think about how above average ambitions and desire to sell. Number four we would do it better in the future, that is what well do includes high levels of empathy and concern for automatically when we go into the next sales situation.
Number five: The successful salesperson is intensely goal oriented. He has above average Resolve to pay the price to succeed. For everything we willpower.
He has determination and willing- want in life, there is a price. Success comes only after ness to work hard. He believes in himself, his youve paid the price, never before. The ninth characteristic is that the topselling salesperson is always absolutely honest with himself and with other people. Finally, the top salesperson has the ability to turn strangers into friends wherever he goes. How do we fulfill this psychological profile and become a successful salesperson?
First, choose the right product. Some people are capable of selling tangible products, and some people are capable of selling intangible products. Next, you must believe absolutely in your product. Third, you must be able to transfer your enthusiasm to the mind of your customer.
How do we become intensely goal oriented? Goals must be realistic and challenging. Define your goals in terms of the activities that you will have to engage in to achieve your desired income level. The activities include the number of calls, follow-ups, deliveries, presentations, etc. When you set a goal, you program it into the subconscious, which has the power to move you rapidly toward your goal. Also set personal and family goals. Make a detailed list of all the things you want to do that depend on being successful in selling.
Your goal must be realistic but challenging. They must be defined in terms of activities necessary to achieve those goals. Fill out the plan below as an aid to fulfilling your goals. Instead of presenting 1. Do I understand the basic reasons why people a product as something new, present it as an download any product or service?
Customers want the simple truth about a product or service. They want honest information about 2. Do I know how to uncover the basic needs of a how it can help them improve their lives and their prospective customer?
They resent and resist high pressure. Do I know my product well enough to understand the needs it will satisfy? Quality is never the primary reason for downloading anything. Do I understand that quality alone is not enough Quality is always based on logic, and people download to motivate a customer to download?
The issue of quality should arise only when 5. As a closing technique, do I determine and focus you are comparing your product at a certain price with on the prospects one main reason for downloading the another product at a certain price and there are very product?
Increase Sales and Double Your Income in the Next 12 Months or Less
Every downloading decision is an attempt presentation, the materials used in the presentation, and to be better off as a result of having made that decision. Moreover, if a salesperson is well three choices: He can download from you, from someone else, groomed and dressed and his presentation is or from no one. All professional selling begins with need analysis. And youre not in a position to sell until you understand As long as you are focusing all your attention on the what need of the prospect your product or service can customer and what he or she wants and needs, youre satisfy and then structure your presentation so it selling professionally.
In every sales conversation there satisfies that need. Your job is to get the person to the is a key benefit the major benefit that would cause point where he is completely focused on how he will the person to download the product. Also, there is a key issue gain by using your product, rather than how much he the major objection that would hold the person back might lose by committing himself to it. In the sales interview, your job is to uncover the key benefit and then uncover the key All downloading decisions are emotional.
If we say were issue. Whenever a person says he would like to think powerful of all closes. The success of the hot-button about it, he is saying that you have not aroused his close depends upon the ability of the salesperson to desire to own or enjoy the benefits of your product.
The basic rule of selling is that people do not download Concentrate on selling that one main point. And our job in the sales conversation is to find out what benefits this person would be willing to pay for. You uncover needs by questioning skillfully and listening carefully. If you let people talk for a time, they will tell you their basic need or concern with regard to your product.
Explain how you would conduct a needs analysis to connect the benefits of your product with a prospects need. List several ways in which you can improve your personal appearance. Write one question you would use during the hot- button close to uncover the prospects major reason for not downloading your product.
Do I use my creativity to find prospects and to recommendation from somebody they respect. Thats devise more effective selling skills? A testimonial is worth an hour of your trying to convince the customer 2. Have I identified my best prospective customers how good the product is. Do I know my competition and the benefits their The idea method is a creative way to double your products offer?
Brian Tracy: The Psychology of Selling Book Summary
Take your key problem and write it, at the top 4. What advantage do I have over my competition? For 5. Who are my noncustomers, who are not even in example: How could I double my sales this year? Why dont they download? How can I increase my ratio of closes to calls? Then 6. Have I used testimonial letters from satisfied write out 20 answers to the question. If you do this for customers as a selling tool?
If you use All top salespeople are creative. That creativity is a this method, you will become one of the most creative matter of self-concept. Many of us think that were not salespeople and, by extension, one of the most highly particularly creative. If we believe that were not paid salespeople in your profession. If we believe we are, we will continually come up with creative solutions. Creativity is stimulated by focused questions, by pressing problems, and by deeply desired goals.
Creative selling begins with thorough knowledge of your product or service. The better you know your product or service, the more thoroughly you master the detail of it, the more creative you are in selling it. The successful salesperson identifies his best possible customer market and then concentrates on it single- mindedly.
One of the biggest mistakes salespeople make is looking upon everybody as a prospect of equal value, when in some cases one prospect may be worth a hundred times the value of another. Its vital that we identify our best prospects. Ask yourself questions such as the following: Who exactly is my customer?
Who downloads my product or service right now? Who might be downloading it in the future? Who bought it in the past? Why does he download? Where do I have an advantage over my competitors? What do I have to offer that nobody else has? Your key job is to identify that unique selling feature, that competitive advantage that sets you head and shoulders above anybody else, and build your sales presentation around that.
Who are your noncustomers? They are people who dont download from you or from your competition the ones who are not in the market at all. The people who are not downloading your product or anybody elses are the greatest single source of new customers.
What are the five most attractive features of your product? List then in order of importance. What needs of your prospective customers do these product features satisfy? What benefits do they offer? List five reasons why your customer should download the product or service from your company. Do I carefully plan my approach to a prospect to in and get a clear mental picture of yourself relaxed, get his complete attention quickly?
Am I careful to qualify the downloader Im talking to by making sure he is the right person to make a Never make your presentation standing up. If you do, downloading decision about my product? Nobody 3. Do I have difficulty getting appointments on the considers a product of any value if youre willing to sell telephone?
The Psychology of Selling
Do my attitude and appearance create an air of calmness and confidence? The suggested influence of a calm, confident, relaxed 5. Am I always neat and well groomed when I meet salesperson is very powerful. The most professional with a customer? They exude 6.
Do I use body language in a manner that will in- confidence in themselves and in their product. Therefore, we feel confident about listening to them. If your process that will or will not conclude with a sale. Your attitude is calm and positive, you are creating a selling approach must break the preoccupation of the prospect.
Unless you break that preoccupation, you never get to first base in making a presentation. You have only 30 Your product should always be presented in the best seconds at the beginning of the approach to get the possible light. People are influenced by the suggested persons complete attention. So your opening question impact of a product that is clean, neat, efficient and has to be planned word for word, memorized and attractive.
Your surroundings, especially when practiced over and over. Before the prospect will relax and listen to you, he wants to be sure of five things. He wants to be sure that Body language is important because 80 to 90 percent of you have something important to communicate, that all our communication is nonverbal. Always stand and youre talking to the right downloader, that your visit will be sit erect.
Never fold your arms when youre talking to short, that he will be placed under no obligation and people because it means youre closing them out.
Crossed legs over the knee means youre holding back information. Your best position is leaning slightly When making appointments by telephone, there are forward.
Attentively watch the prospect, listening several factors to keep in mind. Ask a well-structured, carefully to what he is saying, and nod and smile.
Be polite, respectful and firm but dont argue. Always try to minimize the noise and interruptions in Assure the prospect that you will not use high-pressure the selling environment. Refuse to discuss your Always be extremely polite and courteous. Be proposition over the telephone or to mail information.
Nail employees and receptionists. One of the basic rules of down a date and time for an appointment by being selling is to treat everybody like a million-dollar aggressive and insistent but polite.
Smile into the phone prospect or client, and youll never go wrong. Thank the prospect for his time, and repeat the date and time of the appointment. Write three questions you ask to get the prospects attention for your product.
List five factors that must be apparent to a prospect before he will listen to your presentation. List several ways in which you could improve your voice, appearance and attitude to create a better selling environment. Do I use different presentations for each downloader them in person is ask them an opening question. The personality type? The purpose of 2.
What is my dominant personality style? Do I talk to customers in terms of their interests discover the key reasons why he might download. Is my presentation carefully planned in a step-by- The planned presentation is 20 times more powerful step, logical sequence? All top money earners 5. During my presentation, do I keep my prospect use a planned presentation. After your opening involved so he stays attentive? Am I using enough visual aids during my to show the prospect what your product does and what presentation?
There are five keys to effective listening: You without interruption. All I want to do is show for clarification say, How do you mean? All I ask is that you look at what I you can help this prospect get something he or she have to show you openly and honestly and determine needs.
And tell me prospect give a firm answer. Begin trial closing early in the presentation. A trial-close question you can ask is, Did this make sense to you? The second close you can use in the approach is the or, Is this what you had in mind? In the power-of- demonstration close. This close starts with a strong suggestion close, you use vivid, emotional, imaginative question aimed at the chief result or benefit that the images to influence the downloading decision.
Create vivid, customer or prospect would enjoy, should he download your colorful pictures, as though the person were already product. There are several downloader personality types.
The first of these is the apathetic type the negative, cynical person whos never going to download anything. On the other end of the scale are the self-actualizing downloaders, who know exactly what they want and exactly what theyre willing to pay, and if you have it, theyll take it right now.
Analytical downloaders care only about the details. They want to know about every single nut and bolt. The primary concern of emotional, relationship-oriented downloaders is other peoples responses to the product.
The entrepreneurial, practical, task-focused downloader is very direct and wants practical results. You must determine what type of person youre talking to and then structure your presentation and your answers to satisfy his needs.
List some of your customers who fall into each of the downloading personality types: List three ways in which you could improve your listening skills. Write two open-ended and two close-ended questions you could ask a prospect about his needs in relationship to your product. Do I recognize and take advantage of signals that First of all, there is the salespersons natural fear of indicate the prospect is ready to download? Another obstacle is the fear of failure on the part of the customer, including fear of downloading the 2.
Do I plan detailed, word-for-word closings in wrong article or paying too much. Do I understand how emotional and stressful a Never tell the prospect he is wrong or argue with him. Dont express your opinions to a prospect on subjects of 4. Do I argue with prospects and tell them why they a personal nature, religion, politics, labor unions, are wrong? Dont ever knock the 5. Do I make promises about the product that I competition.
Dont ever make promises you cant keep, cannot keep or oversell by saying it will do and dont ever engage in overselling, or saying that the something it will not do? Do I express my opinions about religion or politics or discuss personal problems with Negative prejudgment deciding in advance that the customers? Nothing will kill a sale faster than lack of enthusiasm. Very often we find that we and our customers get onto Closing is the part that we, as salespeople, hate, and it is different wavelengths.
Instead of losing the customer for also the part that the customer hates. We have an your company, have somebody else in your company obligation to our client to go smoothly through the call on him. Plan your close in detail, and then build your sales presentation on top of it. There are several major requirements for closing. You must be positive, enthusiastic, and eager to close the sale. The customers requirements must be clear to you.
The customer must understand what you are offering and must understand the value of what you are offering to him. The customer must believe you and your company. He must trust you, and there must be a degree of rapport and friendship. The customer must desire to enjoy the advantage of the offer. The only pressure that you use in a professional selling presentation is the pressure of silence after the closing question. We must recognize common downloading signals.
The customer may begin talking faster or brighten up or ask about price or delivery. Any change in attitude, posture, voice or behavior could indicate that a downloading decision is near.
Ask a closing question whenever you see the person beginning to change demeanor. They exude 6. Do I use body language in a manner that will in- confidence in themselves and in their product.
Therefore, we feel confident about listening to them. If your process that will or will not conclude with a sale. Your attitude is calm and positive, you are creating a selling approach must break the preoccupation of the prospect. Unless you break that preoccupation, you never get to first base in making a presentation. You have only 30 Your product should always be presented in the best seconds at the beginning of the approach to get the possible light.
People are influenced by the suggested persons complete attention. So your opening question impact of a product that is clean, neat, efficient and has to be planned word for word, memorized and attractive. Your surroundings, especially when practiced over and over.
Psychology Of Selling - The Art Of Closing Sales - Brian Tracy.pdf
Before the prospect will relax and listen to you, he wants to be sure of five things. He wants to be sure that Body language is important because 80 to 90 percent of you have something important to communicate, that all our communication is nonverbal.
Always stand and youre talking to the right downloader, that your visit will be sit erect.
Never fold your arms when youre talking to short, that he will be placed under no obligation and people because it means youre closing them out. Crossed legs over the knee means youre holding back information. Your best position is leaning slightly When making appointments by telephone, there are forward.
Attentively watch the prospect, listening several factors to keep in mind. Ask a well-structured, carefully to what he is saying, and nod and smile.Number two: He wants to be sure that Body language is important because 80 to 90 percent of you have something important to communicate, that all our communication is nonverbal. Gabriel Valentin Badea. A person with income?
Number three: Do I know how to uncover the basic needs of a how it can help them improve their lives and their prospective customer?
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