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

Starting from Nothing
One of the best proofs of this is the number of new immigrants who arrive in
this country with little money, no contacts, no school or university background,
limited English skills, and every other conceivable disadvantage. But somehow,
in a few years, they have overcome every single difficulty and have become
leaders in their field.
In my seminars, I continually meet men and women from all over the world
who came to this country with nothing and who are now top salespeople, highly
paid, and even self-made millionaires. In every case, the reasons have more to do
with what is going on inside of them than with what is going on outside.

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Success Is Mental
It is what goes on inside the mind of the salesperson that makes all the
difference. Some years ago, Harvard University did a study of sixteen thousand
salespeople and found that the basic qualities that determine success or failure in
selling were all mental. If a person had certain qualities, he or she would
succeed, holding constant for everything else. If you develop these psychological
qualities, they then form the foundation for your own personal sales success.
If you want to know how tall a building is going to be, you look at how deep
they dig the foundation for that building. The deeper the foundation, the taller
the building. In the same way, the deeper your foundation of knowledge and
skill, the greater the life that you will be able to build.
Once you have built your foundation and have become absolutely excellent at
selling, you can go anywhere and write your own ticket. And you can always
build your foundation deeper.
Use More of Your Potential
The average salesperson uses only a small percentage of his potential for
effectiveness in selling. It is estimated that the average person in general never
uses more than about 10 percent of his potential. What this means is that each
person has at least 90 percent or more potential left untapped. It is when you
learn how to unlock this additional 90 percent of your own potential that you
move yourself into the income categories of the highest earners.

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