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

Become a Little Bit Better
In selling, you only have to be a little bit better and different in each of the key
result areas of selling for it to accumulate into an extraordinary difference in
income. A small increment of skill or ability, just 3 or 4 percent, can give you
the winning edge. It can put you in the top 20 percent, and then the top 10
percent.
In selling, you only have to be a little bit better and different in each of the key result areas
of selling for it to accumulate into an extraordinary difference in income.
Once you develop this small lead, like compound interest, it continues to grow.
At first, you move slightly ahead of the crowd. As you use your additional skills,
you get better and better at them. The better you become, the better results you
get. You soon begin to pull ahead of the crowd by a larger and larger margin. In
a few years, or even a few months, you can be earning five or ten times as much
as others who are still performing at average levels.

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Characteristics of Top Salespeople
There are certain characteristics that separate successful salespeople from
average salespeople. These qualities have been identified over the years through
interviews, surveys, and exhaustive research. We also know two things: First, no
one is born with these qualities. Second, all of these qualities are learnable
through practice. You can develop the characteristics that will virtually guarantee
an extraordinary quality of life for yourself.
It was once believed that people were successful because they came from the
right families, had the right educations, developed the right contacts, got good
grades in school, and other measurable factors. But then researchers discovered
that there were people who started with none of these advantages, yet ended up
at the top of their professions.

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