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

Double Your Productivity
In my extensive work on time management and personal productivity over
more than twenty years, I have found that people who work from a clean desk
are two or three times as productive as those who work from a cluttered desk.
When you work from a clean desk, you can focus and concentrate on one thing
at a time.
People who work from a clean desk are two or three times as productive as those who work
from a cluttered desk.
When your desk is cluttered, you are constantly arranging and rearranging
papers and work. Most of the time, you are unsure where everything is. You
spend an enormous amount of time going back and forth, getting little done.
Single focus is the key to high productivity, and a clean desk is the key to single
focus.
Create an Impression of Value
When you look like a total professional, well dressed and well groomed, and
your sales presentation is organized, efficient, and effective, the customer gets
the unconscious feeling that you are selling a valuable product that is worth
every penny you charge. As the customer’s confidence in you and your company
increases, his or her price resistance declines. First-class companies, represented
by first-class people, find it much easier to charge higher prices than their
second-rate competitors.

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The Way You See Is the Way You Will Be
To succeed, you must see yourself as a complete professional in every respect.
Treat yourself, and your customers, as if you were one of the best-educated and
most knowledgeable people in your business.
Think of the behavior of an accountant or management consultant. In each
case, these professionals do not start off talking to you in a random fashion.
They have a series of questions that they ask you, in order. They seek a specific
quality and quantity of information that they request from you in a systematic
way. And the more they focus on asking that series of questions about you and
your situation, the more confident you feel in doing business with them.