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

Healthy Personality
An excellent definition of a healthy personality is this: “Your personality is
healthy to the degree to which you can get along with the greatest number of
different types of people.” You have an unhealthy or problem personality to the
degree to which you cannot get along with most other people. People at the
highest level of healthy personality have developed the ability to get along with
the greatest variety of different people, especially in selling. The point is, the
level of your self-esteem corresponds directly with the health of your
personality. Again, the more you like yourself, the more you enjoy others and
the more they like you. The more you like yourself, the easier it is for you to get
along with a great variety of people.

---

Making Friends
The individual with high self-esteem is the one who has the greatest facility
for making friends wherever he goes. Because he likes himself, he is naturally
and spontaneously fond of others. When people feel that someone genuinely
likes them, they are more open to listening to that person and to buying what he
is selling.
When people feel that someone genuinely likes them, they are more open to listening to that
person and to buying what he is selling.
Have you ever had an experience where you wanted to buy a product or service,
but you didn’t like the salesperson? In most cases you will walk away, even if
the product and the price are ideal.
Think of your very best customers today. The people you enjoy selling to and
the people who enjoy buying from you are invariably the people that you like the
most and who like you in return.
Your Self-Esteem Determines Your Income
Everything you do to improve your level of self-esteem increases and
enhances the quality of your relationships with your customers. Self-esteem
building actions trigger the “friendship factor” and make you a more successful
salesperson. Your level of self-esteem in selling determines the amount of
money that you earn. The very best salespeople have a natural capacity to make
friends easily with prospective customers.
Unfortunately, everything that happens to lower your self-esteem will lower
your sales effectiveness as well. If you are tired or unwell for any reason, your
effectiveness will decrease. If you have arguments with your boss or your
spouse, this will lower your self-esteem, sometimes to the point at which you
can’t sell anything at all.

---