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

The Best Time to Make a Sale
Here’s a question for you: When is the best time to make a sale? Answer:
right after making a sale. Why? Right after you make a sale, your self-esteem
soars. You feel terrific about yourself as a salesperson. You like yourself more.
You feel like a winner. When you walk in to speak to the next prospect, feeling
terrific about yourself, you will perform at your very best. There will be
something about you that has a powerful effect on the customer. Your positive
attitude and confident bearing will trigger a desire, at a subconscious level, to
buy from you.
Sometimes a salesperson will make a sale first thing in the morning, and then
another, and then another and another and another, and sell more in a single day
than he or she might have sold in a week or two. This spike in sales performance
has nothing to do with the product, the market, or the customer. It happens
because the seller’s self-concept has gone up like the mercury in a thermometer
on a hot day. As a result, he or she is performing at an exceptional level of
effectiveness.

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Perform at Your Best
Immediately after you have made a sale, you like yourself more as a
salesperson. You feel more confident, competent, and effective in selling. If you
have been working on a difficult prospect and you have just closed a sale, get in
your car and drive straight over to that tough customer and attempt to make the
sale. You will be amazed at how many times this turns out to be an effective
strategy. You will be more persuasive right after having made a sale than at any
other time.
It will not be the customer who has changed. It won’t be the product or
service, or the price, the market, or the competition. The only thing that has
changed is you.

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