The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Respect Your Product
The same is true for the telephone. If your prospect cannot buy what you are
selling over the phone, don’t try to make an over-the-phone sale. If the prospect
cannot buy and pay for it through the mail, don’t try to sell it through the mail. If
selling your product requires your being there physically, then insist on being
there personally to make the sales presentation.
People don’t make buying decisions standing up. They make buying decisions
sitting down, where they are comfortable, in their offices or their homes. They
make buying decisions after listening, considering, reflecting, and looking at
your material. They only buy after they have evaluated, reviewed, and decided
that the benefits you offer are worth more than the price you charge.

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ACTION
EXERCISES
1. Determine exactly the number of prospects you must call each day and each
week to achieve your sales and income goals.
2. Spend 80 percent of your time prospecting until you have so many people to
see that you do not have time to call anyone else.
3. Write out your script for telephone prospecting, memorize it, and practice it
continually until it sounds natural and relaxed.
4. Ignore initial sales resistance when you prospect; focus on the result or benefit
of what you sell, and refer to other happy customers who already use it.
5. Keep the initiative; nail down the exact date and time of your first
appointment with the prospect.
6. Refuse to talk about your product or service, or the price, on the phone; focus
single-mindedly on getting a face-to-face meeting, nothing more.
7. Prepare thoroughly for every sales meeting; do your homework, on the
Internet if possible, so you look and sound like an absolute professional when
you meet the prospect for the first time.
Meticulous planning will enable everything a man does to appear spontaneous.