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

You Are a World-Class Professional
Imagine yourself as a “doctor of selling.” The more time you spend asking
your “patient” logical, intelligent, well-organized questions, the more he feels
that he is in the presence of a professional. His initial sales resistance and
skepticism decline. His confidence in you increases. He relaxes and opens up.
He realizes that you are there to help him solve a problem or achieve a goal. He
begins to work with you rather than hold back from you.
Walk the Talk
Body language is also important in selling. According to Albert Mehrabian of
UCLA, the message you convey in a sales conversation is 55 percent body
language, 38 percent tone of voice, and only 7 percent in the words that you use.
Because people are highly visual, they are most affected by the predominant
message that you convey, and this is usually communicated by the way you hold
and use your body.
When you walk, imagine that your head is dangling from a string, holding
your entire body erect. You should breathe deeply with your shoulders back and
your spine straight. Raise your chin and look straight ahead.
Walk and move with strength and confidence. Pick up the pace. Don’t shuffle
along. Move fast, as if you have places to go and people to see. Your overall
physical impression should be one of a busy, active, confident, and effective
sales professional.

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sales professional.
Shake Hands Firmly and Fully
When you meet people, give a strong, full, firm handshake. This initial
physical contact can often make or break the sale for you. When people feel your
hand, they measure your character. When your handshake is strong and firm,
they assume that you have good character and, by extension, represent a good
product or service.
Some salespeople that I meet give weak, indifferent handshakes, as if offering
a cold fish. Others, especially women, give a “half handshake,” offering their
fingers instead of a full handshake. This suggests that you are dealing with a
“half person.”
Not long ago, a gentleman came up to me at one of my seminars and asked me
why he was having so much trouble in his sales work. He was quite proficient at
getting appointments over the phone, but immediately after meeting the prospect
in person for the first time, the sales conversation seemed to deteriorate.