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

The Catalyst for Sales Success
The primary emotion in sales success is enthusiasm. Enthusiasm accounts for
50 percent or more of all sales ability. One of the very best definitions of a sale
is “a transfer of enthusiasm.”
When you transfer your enthusiasm for your product or service into the mind
and heart of your prospect, like an electrical connection, the sale takes place.
When your emotional commitment and belief in the goodness of what you are
selling transfers into the mind of the prospect or customer, all hesitation to buy
disappears.
Once again, there is a direct link between how much you like yourself, your
self-esteem, and your level of enthusiasm. The more you like yourself, the more
enthusiastic you are. The more enthusiastic you are about your company and
your product, the more enthusiastic the customer will become. Anything you do
to raise your self-esteem will increase your ability to sell.

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Emotions Are Contagious
In the inner game of selling, it is essential that you understand that emotions
are contagious. Each person is affected by the emotions of other people. When
you are positive, confident, and enthusiastic about your goods or service, the
prospect picks up these emotions from you and becomes positive and
enthusiastic as well.
Here’s the key: You cannot give away something that you don’t already have.
You cannot convey enthusiasm if you don’t have it yourself. This is why top
salespeople love their merchandise or service and love the field of selling. Their
enthusiasm is heartfelt and genuine. Prospects pick it up at an unconscious level
and want to participate in whatever is making them feel so good about
themselves and their work. Because of their confidence and passion, prospects
want to buy from them and recommend them to their friends.

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