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

—NAPOLEON HILL

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1
THE INNER
GAME OF SELLING
Visualize this thing that you want. See it, feel it, believe in it.
Make your mental blueprint, and begin to build.
—ROBERT COLLIER
N
othing happens until a sale takes place. Salespeople are some of the most
important people in our society. Without sales, our entire society would come to
a grinding halt.
The only real creators of wealth in our society are businesses. Businesses
produce all products and services. Businesses create all profits and wealth.
Businesses pay all salaries and benefits. The health of the business community in
any city, state, or nation is the key determinant of the quality of life and standard
of living of the people in that geographical area.

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You Are Important
Salespeople are the most vital people in any business. Without sales, the biggest
and most sophisticated companies shut down. Sales are the spark plug in the
engine of free enterprise. There is a direct relationship between the success of
the sales community and the success of the entire country. The more vibrant the
level of sales, the more successful and profitable is that industry or area.
Salespeople pay for all the schools, hospitals, private and public charities,
libraries, parks, and all good things that are vital to our standard of living.
Salespeople—through their sales and the profits and taxes created by successful
companies—pay for government at all levels, for all welfare, unemployment
insurance, social security, Medicare, and other benefits. Salespeople are essential
to our way of life.
Salespeople Are the Movers and Shakers
President Calvin Coolidge once said, “The business of America is business.”
If you strip down the major newspapers, like the Wall Street Journal and
Investor’s Business Daily, and the major business magazines, such as Forbes,
Fortune, Business Week, Inc., Business 2.0, Wired, and Fast Company, almost
everything they write about has something to do with sales. All of our financial
markets, including the prices of stocks, bonds, and commodities, as well as
current interest rates, have to do with sales. As a professional salesperson, you
are a “mover and shaker” in our society. The only question is, how well do you
sell?
For many years, sales was considered to be a second-rate occupation. Many
people were embarrassed to tell others that they were in sales. There was a
general bias against salespeople. Recently, the president of a Fortune 500
company told a journalist, “Around here, we consider sales to be the sleazy side
of our business.”

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