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

Know What You’re Talking About
Creative selling begins with a thorough knowledge of your product or service.
The better you know and understand what you are selling, the more creative you
will become in selling it. The more knowledgeable you are about why and how
your product is superior to that of the competition, the better you will be in
explaining it to customers and in overcoming their buying resistance.
Read, study, and memorize your product information. Find out what your
competitors are selling, what they emphasize, and how much they charge.
Become an expert in your market.
Become Excellent at Prospecting
The fastest way to increase your income is simple. It is the key to success in

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The fastest way to increase your income is simple. It is the key to success in
selling. “Spend more time with better prospects.” This six-word formula is the
recipe for high income in every market.
“Spend more time with better prospects.” This six-word formula is the recipe for high
income in every market.
Creative prospecting is essential to your success. It begins with thorough
planning and analysis, and starts with three questions: (1) What are the five to
ten most attractive features of your product? (2) What specific needs of your
prospective customer does your product satisfy? and (3) What does your
company offer that other companies do not offer; its area of excellence?
1. What Are the Five to Ten Most Attractive Features of Your Product?
Do you know your product’s most attractive features? List them in order of
importance. Then go on to determine the following:
Why should somebody buy your product at all?
Why should somebody buy your product from your company?
Why should someone buy your product from you?
You must be able to answer these questions clearly in your own mind before
you get face-to-face with a customer.