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

Choose Your Words and Pictures
Here is an interesting discovery. Everyone visualizes and talks to themselves
continually as they go about their daily business. The difference between top
salespeople and average salespeople is the content of their inner dialogue and

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their mental pictures. Top salespeople think and talk about their best selling
experiences in the past. They then imagine that they are going to repeat those
excellent experiences in the upcoming sales call.
Mediocre salespeople visualize and affirm as well. Unfortunately, they think
about their most recent negative experiences. They think about wasted time and
energy on people who didn’t buy, customers who were rude or indifferent, and
how disappointed they felt.
In either case, by visualizing and affirming, the salesperson is setting himself
up mentally to repeat the previous experience. When you create a positive,
exciting picture of your very best previous sales experience, your subconscious
mind projects that experience, like a picture on a screen, onto your next sales
call. With this clear picture, your subconscious orchestrates your thoughts,
feelings, and actions so that you do and say the same things that you did and said
before to be so successful.
You Control Your Subconscious Mind
Your subconscious mind is neutral. It is like clay. You can shape it any way
you want. Your subconscious does not think or decide. It merely obeys your
mental commands. When you take full control of your conscious mind and
discipline yourself to think and talk about only the things you want, you send
clear commands to your subconscious mind to give you the thoughts, words, and
actions that will make you successful.
Selling Like Columbus
Many salespeople are what we call “Columbus salespeople.” When Columbus
set off seeking a route to India, he didn’t know where he was going. When he
arrived in the Americas, he didn’t know where he was. And when he got back to
Spain, he didn’t know where he had been.
Many salespeople are like this. They set off in the morning with only a vague
idea of where they are going. When they arrive at the customer’s home or place
of business, they say the first thing that falls out of their mouths. And when they
arrive back at the office, they are not sure where they have been or what
happened.

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happened.