sales tip: the real psychology of selling
Post on 22-Apr-2015
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The REAL Psychology of Selling
A presentation by Frank RumbauskasNew York Times Best-Selling Author
www.NeverColdCall.com
SELLING IS NEGOTIATION!
In fact, all sales activities are negotiation, from the obvious –
haggling over price – all the way down to asking for an
appointment, or even for a contact name.
What is Selling?
POWER IN NEGOTIATION
In every negotiation, the person with the power wins. This is true
100% of the time, with no exceptions ever.
In sales, “winning” means making a sale.
To a prospect, it means saying “no” and getting rid of us, or
buying, but at a cut-rate discount price – and lower commission for
us.
WHO HAS THE POWER?
The person in power is the one with the ability to fulfill a need and say either “yes” or “no.”
The person who is in need, who is at the mercy of the one who can say either “yes” or “no”, DOES
NOT have the power!
How does this play out in sales?
WHO HAS THE POWER?
The one who is approached has the power.
A salesperson who cold calls a prospect identifies himself as
saying “I need a sale,” the prospect can then say either
“yes” or “no,” and it’s all over!
The salesperson doesn’t have the power and has given it to the
prospect!
GETTING THE POWER
When a prospect calls a salesperson, on the other hand, and says, “Can you meet with
me? We may need your product,” the salesperson then has the
power!
The prospect has said, “I need something,” and the salesperson
can now fulfill that need!
A sale will be made, and at a fair price and good commission.
GETTING PROSPECTS TO
CALL YOU INSTEAD OF YOU CALLING
THEM IS THE SECRET TO POWER
IN SELLING!
If you avoid low-power sales techniques like cold calling,
and can get prospects to call YOU instead, you will become a
sales superstar!
Thank You For Reading!
For a FREE 37-page PDF preview of the Never Cold Call Again system, please
visitwww.nevercoldcall.com
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