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

From the Bottom to the Top
At a seminar recently a sales manager told me a story. She said her company
had hired a young salesman with limited experience. They were not sure whether

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had hired a young salesman with limited experience. They were not sure whether
he would be successful, but they decided to give him a chance. Within six
months however, he was the top salesman in the entire country for that company.
They sat him down and asked him why he felt he was doing so well, considering
that he had never worked in this industry before. How was he outperforming and
outselling professional salespeople who had been in the industry for ten or
fifteen years?
His secret? He was using affirmations and visualization every day. He said,
“Every morning when I get into my car, I repeat to myself, ‘I’m the best! I’m the
best! I’m the best.’
“I then say, ‘I’m the best salesman in this company. I’m the best salesman in
this industry. I’m the best salesman in the business.’
“Before every sales call, I sit in my car and pump myself up by repeating
these affirmations, ‘I’m the best in this company. I’m the best in this industry.
I’m the best in this country.’”
Create a Clear Mental Picture
This inspiring salesman went on to explain that while he was talking to
himself positively, he would create a clear mental picture of himself selling and
interacting with the customer exactly as if he was the top salesman in the nation.
He imagined the prospect responding to him positively and confidently. He
would relax, smile, and enjoy the feeling that he anticipates having when he gets
face-to-face with a customer.
When he went in to see the prospect, he radiated confidence. He was warm,
friendly, and self-assured. He was courteous and respectful. He created instant
rapport with everyone in the company, especially the customer. And customers
bought from him in record numbers.