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

Once you have programmed a goal into your subconscious mind, it takes on a power of its
own.
Your subconscious alerts you to opportunities and possibilities around you. It
brings you the right ideas for the right things to say, sometimes in the middle of
a sales conversation. Once you program a goal into your subconscious mind, it
continually motivates you into taking the actions necessary to achieve it.
Sometimes, your subconscious mind will help you read your prospect’s face,
giving you a better sense of what to say. Everyone has experienced being in a
sales presentation where he simply couldn’t make a mistake or say the wrong
word. The sales presentation went smoothly from beginning to end and
concluded with a closed sale. Whenever this happens, it is because your mind is
perfectly programmed, at a subconscious level, to enable you to perform at your
best in the pursuit of your goals.
The Right Words at the Right Time
When you feel excellent about yourself, your subconscious mind will give you
exactly the right words at exactly the right time. It will make you sensitive to
physical cues and verbal clues that will guide you to bring up a subject that you
hadn’t even thought about. But it will turn out, from the customer’s point of
view, to be exactly the right thing to say.
You might mention that your company has an excellent reputation for
customer service and after-sales follow-up. You later learn that this was the
prospect’s primary concern and was exactly what he needed to hear to buy from
you.
As previously stated, the average person uses only 10 percent of his potential.
By programming your subconscious mind with clear goals, you gain access to
the 90 percent of your potential that lies beneath the surface, deep in your
subconscious mind. You program your subconscious and access it on a regular
basis by deciding exactly how much you want to earn and precisely what
activities you will have to undertake to earn that amount of money.

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activities you will have to undertake to earn that amount of money.