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

Plan Your Calls In Advance
Top salespeople are different. They think through their sales calls in advance.
They go over what they are going to say mentally before they get face-to-face
with the prospect. They practice “mental rehearsal,” a peak-performance
technique used by all top athletes, including sales athletes. They prepare
mentally for the upcoming meeting.
If you were an athlete going into competition, you would never think of
arriving at the field or court and then walking straight in to the competition. A
professional athlete always warms up before going onto the field. By the same
token, professional salespeople warm up as well by mentally rehearsing so that
they can perform at their very best when they get face-to-face with their
customer.
Two Ways to Visualize
There are two ways that you can use visualization to mentally rehearse your
upcoming sales performance. The first is direct, whereby you “see” the customer
and the sales situation through your own eyes. You see the customer smiling and
responding to you in a positive way. You see him or her agreeing with you and
enjoying your company and the sales presentation. This is very effective.
The second way you can use visualization is indirectly. With this method, you
actually stand outside of yourself and see yourself and the customer in the sales
situation, exactly as if you were a third party watching from the side. When you
use both of these methods alternately, seeing yourself from both the inside and
the outside, you dramatically improve the quality of your sales presentation and
personal performance.
See Yourself as the Best
Continually imagine yourself as the very best in your field. See yourself as
one of the highest money earners in your business. Model yourself after the
highest-paid salespeople in your industry. Walk, talk, and treat others as if you
were already a sales superstar.

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were already a sales superstar.
When you see someone else driving a new car or dressed in expensive clothes
and wearing an expensive watch, say to yourself, “That’s for me!”
You decide that whatever anyone else has accomplished, you can achieve as
well. There are no limits.

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