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

Upgrade Your Offices
It turned out that they had started their business working out of their home.
When they decided to move from their home, they rented an inexpensive office
and set it up with used furniture. Just as I had not known how to dress properly
as a salesperson, they did not know how to lay out a business office. Because no
one had given them any advice, their office looked cheap and secondhand.
When prospects came in, in response to their sales and marketing activities,
their first impression was that this was a second-rate company. The office looked
and felt low budget. No matter how positive and cheerful they were in dealing
with their customers, prospects could not get over the negative suggestive impact
that the appearance of the office was having on their subconscious minds. They
left and never returned.
Take Immediate Action
Our coaching classes are held every ninety days. Once this couple understood
the importance of the visual impact that their offices were making on their
clients, they resolved to completely redecorate, get new furniture, put in new
carpets, hang art on the wall, install a professional music system, and have fresh
cut flowers in their reception area. They went back and implemented these ideas
immediately.
When they returned to the coaching class after ninety days, they were
bubbling with excitement. Their closing ratio had jumped from about 5 percent
to about 50 percent. They had tripled their sales and profitability. They were
absolutely amazed at the impact that their attractive and well-appointed offices
had on their prospects. They received countless compliments from their new
customers on how beautifully their offices were laid out. They had more than
paid for the cost of redecoration within thirty days from additional sales and
profits.
Work from a Clean Desk
One of the rules of office etiquette is “keep your desk clean!” When you have
a neat desk and an orderly office, you look like a successful person. On the other
hand, when your desk is cluttered with all sorts of things, you look confused,

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hand, when your desk is cluttered with all sorts of things, you look confused,
disorderly, and incompetent. People conclude that it would be unsafe to do
business with you.
You should only have one thing on your desk at a time, the one task that you
are working on at the moment. Everything else should be put away, in drawers,
on the credenza behind you, or in files. You can even clear your desk by putting
everything in a stack, and putting the stack on your floor behind the desk. But
keep your desk clean.