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

Be Sure to Ask
Your satisfied customers are your very best source of resales and referrals. If
you take the time to ask them why they bought from you rather than from
someone else, they will tell you. Once you know why your customers buy from
you, you can then repeat these same reasons when you are meeting with a new
prospect.
Call or visit a satisfied customer, someone you like and who likes you, and tell
him that your company is conducting some market research. “We are talking to
some of our most valued customers to find out how we can serve them better in
the future. Would you answer a few questions for me?”
You then ask him questions such as the following:
“Why did you decide to buy from us rather than from someone else?”
“What specific value or benefit do you feel that you get from our product?”
“How could we improve it in the future for you?”
“What kind of customer do you feel could most benefit from our product?”
“Is there anything special that our product [or service] does that you did not
expect when you bought it?”
Never be afraid to ask.
If you ask your happy customers enough questions, and listen carefully
enough to the answers, they will tell you everything you need to know to sell
more of your products to more people, faster and more easily than ever before.
Practice “Mindstorming” Regularly
This is one of the most powerful ways to stimulate your creativity, alert you to
new opportunities, and accelerate your success in your sales career. It is called
the “20 Idea Method.” When you begin using this method regularly and applying
some of the ideas that you generate, you will increase twofold or more your
income in the months ahead.
Here’s how it works. Take a sheet of paper and write your biggest goal or

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your most pressing problem at the top of the page in the form of a question. For
example, you could write, “How can I double my income in the next twelve
months?”
You can even be more specific: “How can I increase my income from $50,000
to $100,000 per year over the next twelve months?”