The Psychology of Sales Success Learn to Think Like Your Customer to Clove Every Sale

by Gschwandtner, Gerhard

• ISBN13: 9780071476003
• ISBN10: 0071476008
• Edition: 1st
• Format: Hardcover
• Copyright: 2007-03-19
• Publisher: McGraw-Hill Education

Summary

Sales professionals who want to succeed can benefit from these familiar words: "Know thyself." Even more important, they should also know their customers. The Psychology of Sales Success shares insights into three psychological dynamics driving the sales process: the salesperson, the salesperson's desire for success, and the customer. Featuring action steps as well as knowledge from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, the book will help readers to: Develop a successful attitude, master the thinking habits of successful sales professionals, and harness their powers of concentration Handle customer anger, procrastination, and rejection; deal with confrontations; and double their listening power in minutes Lower their own anxieties and boost confidence, eliminate stress, and become more action oriented

Author Biography

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine.

For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

Table of Contents

Understanding success	p. 1
Attitude : your golden opportunity for success	p. 3
Achievement factors : a study of superachievers	p. 15
Concentration : the key to selling power	p. 31
Confidence : how to master the inner game of selling	p. 39
Creativity : nine ways to be innovative in selling	p. 57
Energy : getting fired up to sell	p. 73
Goals : establish a clear track to your destination	p. 79
Self-improvement : the key to professional growth	p. 87
Superachiever success traits : do you have what it takes?	p. 93
Understanding your customers	p. 103
Angry customers : techniques for managing difficult clients	p. 105
Confrontation : make problems work for you	p. 115
Customer types : selling to different personalities	p. 123
Lies & deception : how to deal with dishonesty in selling	p. 135
Listening power : your secret weapon	p. 151
Neuro-linguistic sales programming : the unfair advantage	p. 165
Procrastinating clients : how do you handle procrastinators?	p. 173
Understanding yourself	p. 181
Dealing with anxiety : get control of stress and boost your sales	p. 183
Dealing with disappointment : the disappointment trap	p. 203
Dealing with helplessness : how to manage your negative feelings	p. 217
Plateauing : overcoming burnout and complacentcy	p. 225
Overcoming procrastination : get into the "do it now" habit starting today	p. 235
Dealing with stress : eleven steps to a calmer you	p. 251
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