The Psychology of Selling, Brian Tracy
Brian Tracy

The Psychology of Selling

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Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Practice the Golden Rule in all your interactions with others: Do unto others as you would have them do unto you.
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
The incompetent person of tomorrow is the person who has stopped learning today
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Jordan replied, “Everybody has ability; but talent takes hard work.”
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
After I had given my presentation and the prospect said, “Well, let me think it over,” I would say, “I’m sorry. I don’t make callbacks.”

I remember the first time I said this to a prospect. He was surprised. He said, “What do you mean?” I told him, “Mr. Prospect, you know everything you need to know to make a decision today. This is a great product that pays for itself in one to two uses. After that you can save five or a hundred times the cost of the card. Why don’t you just take it?”

To my surprise, the prospect said, “OK. That makes sense. I’ll take it.”
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
If the prospect says, “Well, it looks pretty good; let me think it over,” you can immediately reply by saying, “Mr. Prospect, at this moment you already know everything you will ever know about this product. From what you’ve told me, it looks like it’s an excellent choice for you. Why don’t you just take it?”
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Even if you are offering an apathetic buyer a one-hundred- dollar prize for five dollars, he wouldn’t take it
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
With this “approach close,” you are offering an exchange. You are saying, “I won’t try to sell you anything if, in exchange, you will listen with an open mind.”
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Mr. Prospect, thank you very much for your time. Please relax; I’m not here to sell you anything right now. That’s not the purpose of my visit.”
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
According to Albert Mehrabian of UCLA, the message you convey in a sales conversation is 55 percent body language, 38 percent tone of voice, and only 7 percent in the words that you use
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Meticulous planning will enable everything a man does to appear spontaneous.

—MARK CAINE
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Never expect people to call you back, no matter how honest or intelligent they sound
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Times
It is important that you don’t make the mistake of offering the prospect a choice of two specific times, such as “Would 10:30 this morning or 11:20 tomorrow morning be best for you?”

This is an old, manipulative method of getting appointments that customers have heard so many times. If you use it, you hurt your credibility. Even if the prospect is interested in your offering, he may lose interest if he feels you are trying to manipulate him.

This is the time when you must be pleasant, positive, and persistent. Offer the prospect a choice of general times, like around ten on Wednesday or three in the afternoon on Thursday. If neither of these times will work for the prospect, ask, “When would be a convenient time for you?” The person who asks questions has control.
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
he will be under no pressure, and you have something important and relevant to share with him.
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
The second step in this method of getting face-to-face appointments is to be courteous and say, “I would just need about ten minutes of your time to show you what I’ve got, and you can judge for yourself.”

The essential point to convey is “you be the judge.” This assures the prospect that the meeting will be brief
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
This is why we say in selling that “the person who asks questions has control.”
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Questions are powerful, because each person is conditioned from childhood to answer questions when they are asked. If you ask a person what time it is, before he can think of anything else, he will look at his watch and tell you the time. People respond automatically to questions.
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
The first fifteen to twenty-five words out of your mouth set the tone for the rest of the conversation
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Far and away, the best prize that life offers is the chance to work hard at work worth doing.

—THEODORE ROOSEVELT
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
Far and away, the best prize that life offers is the chance to work hard at work worth doing.
Alexandra Tesler
Alexandra Teslerhas quoted3 months ago
For example, instead of writing, “Make more calls,” you would write, “I make five extra calls each day.” The more specific your answers, the more ideas they will stimulate.

Write Twenty Answers—Minimum
Write a minimum of twenty answers to the question. You can write more than twenty answers if you like, but you must discipline yourself to keep writing until you have at least twenty answers. For some reason, the number 20 has a magical effect.
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