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

Failure Is Not an Option
It is critical that you back your sales efforts with willpower and determination.
Decide now that you will not give up.
When you resolve in advance that you will never give up, you will be
mentally prepared to bounce back from failure and rejection. When you continue
to persist, no matter how difficult the situation, you will eventually succeed. You
will ultimately make sales. You will finally win customers.
Whenever you make a sale, you feel like a “winner.” Each time you close,
your self-esteem goes up and your self-concept improves. Your self-image is
reinforced.
The more you like yourself, the better you will do in sales, and in every other
part of your life. Your ability to perform and your level of effectiveness increase
in your nonbusiness activities.
The reason so many people fail in sales is simply because they do not persist
long enough and work hard enough to get those first few winning experiences.
Once you begin to make sales and feel like a winner, you become even more
motivated to sell even more of your product or service. But if you don’t have
those first successful experiences, you can easily lose heart and begin thinking
that selling is not for you.

---

Practice Mental Rehearsal
Mental rehearsal is vital. The more you preprogram yourself to bounce back,
the easier it is for you to overcome the failures and rejections that are part of the
selling life. Talk to yourself positively. Say things like “I can do it! I can do it! I
can do it!” whenever you feel fears of failure or rejection.
Interestingly enough, when you make the decision that no matter what
happens, you will never give up, your self-esteem increases immediately. You
respect yourself more. Your self-confidence skyrockets. Even though you have
not yet stepped out of your office, the very act of making the decision that you
are going to succeed, that you can do it, that you will never quit, no matter what,
improves your “reputation” with yourself. You see yourself in a more positive
light. You feel more like a winner. You are more composed and self-assured.
You become more capable of dealing with the ups and downs of daily selling
life. The very act of resolving to persist until you succeed changes your
personality and makes you a stronger and more powerful person.

---