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

Presenting Your Product
Your product or service should always be clean, neat, and presented in its best
possible light. People are strongly influenced by the suggestive impact of a
product that is colorful and attractive. Prospects are negatively influenced by

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product that is colorful and attractive. Prospects are negatively influenced by
product materials that are dirty, dingy, peppered with coffee stains, or sloppy
and disorderly. Always take the time to assure that your sales materials look
excellent in every respect. Remember, people are highly visual. What they see
has an inordinate impact on the opinions they form of you, your product or
service, and your company.
Practice Your Presentation
Your sales presentation should be well organized, practiced, and complete
with all details. As much as 80 percent of the value of your product or service, as
far as your prospect is concerned, will be contained in the quality of your
presentation. If your sales presentation is random and wandering, the prospect
will consider your product or service to be less desirable or attractive.
If your presentation is crisp and well-ordered and moves step-by-step in a
logical process, the customer will assume that your product, your service, and
your company are equally ordered and efficient. A professional sales
presentation can dramatically increase the perceived value of what you are
selling and simultaneously lower price resistance.
Pleasant Surroundings
Your surroundings should always be clean, orderly, and emanating success
and prosperity. When people come to your place of business, they should
immediately get the feeling that this is a successful organization. Everything
should be tidy and in its place.
In our Advanced Coaching Programs, we train successful entrepreneurs to
make changes in the images that they present to their customers. The results our
clients have achieved are often astounding.
Recently a couple with a small business complained that, though they were
quite successful in getting prospects to come to their office for an initial sales
interview, afterward the prospects went away and never came back. These two
very talented people were constantly working on upgrading and improving their
sales presentation and materials, but to no avail. Something they were doing, or
failing to do, was costing them an enormous amount of business.

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