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

ACTION
EXERCISES
1. Think big! Set an income goal for yourself for the next year that is 25 to 50
percent more than you have ever earned before.
2. Determine how much of your product or service you will have to sell over the
next year to achieve your ideal income.
3. Break your income and sales goals down by month, week, and day; determine
the activities you will have to engage in each day to earn the money you have
decided that you desire.
4. Plan every day in advance; determine exactly the number of prospects you
will have to call, the number of people you will have to see, and the number of
sales you will have to make.
5. Set big, exciting goals for your family and your personal life; make a list of
fifty to one hundred things that you want to buy and do with the extra money
you are going to earn.
6. Make a written plan to achieve each of your goals, and work on your plans
every day.
7. Determine the price you will have to pay, in terms of additional work and
sacrifice, to achieve your most desired goals, and then begin paying that price.
You too can determine what you want. You can decide on your major objectives,
targets, aims and destinations.
—W. CLEMENT STONE

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3
WHY
PEOPLE BUY
You cannot teach a man anything; you can only help him
discover it within himself.
—GALILEO GALILEI
T
here are many different reasons why someone may buy your product or
service. What you must appreciate is that people buy for their reasons, not for
yours. One of the biggest mistakes amateur salespeople make is asking people to
buy for their own personal reasons, not for the reasons that actually motivate the
customer to take action.
One of the most significant parts of selling, the indispensable step upon which
the whole sales process depends, is your ability to identify the needs of your
prospect accurately. You must take whatever time is necessary and ask as many
questions as possible to find out exactly why this particular prospect needs to
buy your product or service at this time. If you fail to identify the prospect’s
needs accurately, the entire sales process will grind to a halt.