THE PSYCHOLOGY OF SELLING

By Brian Tracy

Key Elements in Selling:

Enthusiasm3

High Self Esteem2

Creative or Strategic Selling1 Creative or Strategic Selling1

2 High Self Esteem

3 Enthusiasm

4 Fear of Failure

5

4 Fear of Failure

Creative SellingCreative Selling is a strategic process of positioning your products in the right market and to the right people.

When selling creatively, note that the customer is looking for benefits not features.

1. Find out what the customer needs to overcome his decision in rejecting your product or service.

2. Master all the knowledge there is about your services and product.

3. Analysis and Planning about your prospect is very important.

4. Tell your prospects the Five most attractive benefits of your services/products, in order of importance.

5. Tell your prospects why it’s important they buy from you.

High Self EsteemSimply put, this is the confidence in one’s own worth. . . .Knowing what and who you are.

In sales, keep a positive vibe about yourself all day, everyday.

1. The more you like yourself, the more confident you become.

2. No matter how much NO’s you get it must never wear you down.

3. In sales, all successful sales are based on FRIENDSHIP- build a relationship with your prospect.

EnthusiasmEnthusiasm is the intense feeling of being excited about a thing.

Enthusiasm accounts for 51% of all sales closing.

SALES BY ENTHUSIASM

1. Sales can be defined as a transfer of ENTHUSIASM.

2. Sales is a transfer of your ENTHUSIASM about your product into the minds of your customer.

3. It’s a transfer of your emotional commitment and belief of your product to a customer.

Fear of FailureFear of failure is the lack of belief. The fear of rejection, objection and barrier should never be problem but an opportunity.

….. Fear is an opportunity, not a challenge !!

1. In Sales, the fear of failure brings the end of an opportunity.

2. In sales, when rejected, see this as an opportunity to express your concerns, WHY.

3. Until a sales person develops:

Competence, Confidence, High self concept, Product Knowledge and sufficient Resilience…they will never sell successfully.

Phases of Sales

BE CREATIVE AND STRATEGIC

BE ENTHUSIASTIC

BUILD SELF ESTEEM

REDUCE FEAR OF FAILURE

THE PSYCHOLOGY OF SELLING

Sales Lifecycle

THE PSYCHOLOGY OF SELLING

HIGH SELF

ESTEEMENTHUSIASMCREATIV

E SELLING

Bringing it all together

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