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