The Psychology of Sales Success: Learn to Think Like Your Customer to Clove Every Sale (SellingPower Library) - Hardcover

Gschwandtner, Gerhard

Hardcover

ISBN 10: 0071476008 ISBN 13: 9780071476003

Publisher: McGraw Hill, 2007

Synopsis

If you're a sales professional who wants to succeed, you can benefit from these familiar words: “Know thyself.” Even more important, you should also know your 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 you 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

About this title

From the Back Cover:

(Flap Copy)

Know your customer, know success.

Socrates' maxim “Know Thyself” could be the salesperson's credo: having a clear understanding of your personal beliefs, fears, and behaviors gives you the power to overcome obstacles to closing a sale. Doesn't it stand to reason that knowing your customer just as well will lead to unprecedented sales success?

The Psychology of Sales Success explains the three psychological dynamics that drive the sales process: understanding success, understanding your customer, and understanding yourself. Featuring wisdom from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, this prescriptive guide gives you action steps for getting inside the heads of your customers and balancing that knowledge with your own behavior to achieve increased sales. You'll discover how to:

• Master the thinking habits of successful sales professionals and harness their powers of concentration
• Handle customer anger, procrastination, and rejection
• Make confrontations work to your advantage
• Double your listening abilities in just minutes-and become a better sales person as a result
• Lower your anxieties, reduce stress, and boost your confidence

You'll innovatate, get fired up to sell, and win more sales. You'll also see how to manage negative feelings, deal with disappointment, and turn things around to get back on track. With the proven tips and techniques in The Psychology of Sales Success, you'll think more like your customers and adapt your personal style to sell to each and every one!

(Back Cover Copy)

Think your way to better sales!

Sales guru Gerhard Gschwandtner brings together the experiences and knowledge of leading psychologists, top sales people, professors, and other business professionals, providing valuable insight into the psychological dynamics of the sales process and techniques for enhancing your relationships with your customers. The Psychology of Sales Success gives you the keys to closing the sale every time:

Develop a winning attitude * Master the inner game of selling * Sell to different personality types * Make problems work for you * Get control of stress and boost your sales * Overcome burnout and complacency * Become more action oriented * Get into the “Do it Now” habit-starting today!

Get more Selling Power!

SellingPower.com

About the Author:

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.

About this edition

• Publisher: McGraw Hill
• Publication date: 2007
• ISBN 10: 0071476008
• ISBN 13: 9780071476003
• Binding: Hardcover
• Edition number: 1
• Number of pages: 224