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

ACTION
EXERCISES
1. You are a genius; resolve today that you will use your inborn creativity to
solve any problem, overcome any obstacle, and achieve any goal you can set
for yourself.
2. Write your most important goal at the top of a page in the form of a question;
write out twenty (20) answers to that question and then take action on at least
one of them; do this every day.
3. Identify your areas of excellence and superiority in your product or service;
what makes what you sell better than any competitive alternative?
4. Determine why your customers buy from you rather than from someone else.
Which prospects can most benefit from what you do best?
5. Where are your very best concentrations of prospective customers? Decide
how you are going to spend more time with them.
6. Differentiate your products or services in a meaningful way; find out why
people buy your product, and then show them why your product is the best
choice, all things considered.
7. Get written testimonial letters from your satisfied customers, highlight the
best sentences, and then place them in plastic pages in a three-ring binder.
Show these letters to every prospect.
Far and away, the best prize that life offers is the chance to work hard at work
worth doing.
—THEODORE ROOSEVELT

---

5
GETTING MORE
APPOINTMENTS
When a man has done his best, has given his all, and in the
process supplied the needs of his family and his society,
that man has made a habit of succeeding.
—MACK R. DOUGLAS
T
he most important rule for selling success is spend more time with better
prospects. This rule contains just six words, but it summarizes your complete
strategy to selling. The more time you spend with better prospects, by the Law of
Probabilities, the more sales you will make and the more successful you will be.
Finding new people to talk to and then approaching them for the first time is
one of the most challenging parts of selling. All advertising/ promotion is
designed to speed up this process, or to make it easier. Prospecting is also the