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

Nothing Will Stop You
One of the things we know in sales is that “success breeds success.” The more
you sell, the better you become at selling. Your self-concept as a salesperson
gets better and better. You finally reach the point in your own thinking where
you know that nothing can stop you. If you continue to sell long enough, you
will begin to have repeated success experiences. As you sell more and more,
your self-concept improves to the point at which you become convinced that you
are an excellent salesperson, and that you can make a great living in sales
wherever you go.
When you are feeling terrific about yourself, when you really like yourself,
you know that you can do well in anything that you put your hand to. When you
are selling well, your family and interpersonal relationships seem to be much
better. You need less sleep. You have more energy. You have more enthusiasm.
You feel more positive about yourself.

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The Power of Positive Affirmations
The key to reaching this state of mind is to prepare yourself psychologically
before every sales call. Stop and take a couple of seconds; then say to yourself,
“I like myself ! I like myself ! I like myself !”
Talking to yourself positively is like pumping yourself up. Just like pumping
up a tire, you pump up your self-esteem. First thing in the morning when you get
out of bed, start talking to yourself by saying, “I like myself, and I love my
work! I like myself, and I love my work!”
Whatever you say to yourself with feeling is accepted by your subconscious as
an instruction, a command. Your subconscious mind will then give you the
words, actions, and feelings consistent with the message that you have sent to it.
Before going in to see a prospect, say to yourself, “I am a great salesperson,
and this is going to be a great call!” Repeat that several times. Get yourself
psychologically prepared for a good experience.
When you then walk in to see the prospect, your subconscious will give you
the words, the feelings, and the body language consistent with a person who is
excellent at what he does. Talking to yourself positively makes you more
confident. It causes you to relax and perform better. Your level of self-
confidence and calmness has a strong impact on the person you are talking to.
Positive self-talk leads to positive sales results.

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