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

ACTION
EXERCISES
1. Plan every sales presentation in advance; design it so that it moves from the
general to the particular, from the known to the unknown, starting with your
most attractive benefit.
2. Ask trial closing questions throughout; invite feedback and responses after
every feature or benefit.
3. Take the time to determine the buyer personality style of the prospect you are
talking to; make note of the questions he/she asks; these are good indicators.
4. Practice flexibility with your prospects and customers; speed up or slow
down, be general or specific, so that you can sell to more diverse people.
5. Create emotional mental pictures of how happy your prospect will be while
owning and using your product or service.
6. Design each part of your presentation to show, tell, and ask questions about
each feature and benefit you present; keep the prospect involved and active.
7. Become an excellent listener; ask good questions, listen without interrupting,
pause before replying, and feed it back in your own words to prove that you
fully understand the prospect’s situation.
The only certain means of success is to render more and better service than is
expected of you, no matter what your task may be.
—OG MANDINO

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8
10 KEYS TO
SUCCESS IN SELLING
Be true to the best you know. This is your high ideal. If you
do your best, you cannot do more.
—H. W. DRESSER
T
he top 20 percent of salespeople earn 80 percent of the money. The top 5
percent or 10 percent of salespeople earn vastly more than that. Your goal is to
become one of the very best and highest-paid people in your profession.
Fortunately, this is easier than you might think.
Success Is Predictable
One of the turning points in my life was when I learned about the law of cause
and effect. This law says that for every effect, such as high income, there is a
specific cause, or causes. If you do what other successful people do, you will
eventually get the same results that they do.
In the remaining pages, I would like to pass on to you some of the causes, or
reasons, for great success. The more of them you practice, the better results you
will get. Once you learn these ideas, you can practice them time and again. The
more you practice them, the less effort will be required for optimum results. You
will move onto the fast track in your sales career.