(Audiobook) The Psychology of Selling By Brian Tracy
Book Reviw: The most successful organizations in the world are all superb selling organizations.They recognize they have certain products, but they rise or fall depending on the quality of their sales efforts.
"There’s a direct relationship between your self-concept, and the performance of your effectiveness in every area of your life. Each one of us has a self-concept, and … always performs in a manner consistent with it."
"Once you know you are successful at selling, you can go anywhere in the world and write your own ticket."
"We cannot earn in the outside world what we cannot in our own minds. We must achieve it in our minds before we achieve it in our realities. This is just a fact of life."
"We must become more confident and skilled in a new area."
"How much you like yourself is the key determinant in how you perform in everything you do. The more you like yourself, the less you fear rejection."
Fact: 80% of sales are closed after the 5th request to buy.
Only 10% of salespeople make 5 requests
"If you become a perpetual self-esteem generating organism, that alone will contribute to your income more than any other thing."
"All successful sales are based on one factor: friendship."
"A person will not buy from you until they are genuinely convinced that you are their friend and acting in their best interest."
"You have a healthy personality to the degree to which you can get along with the greatest number of types of different people."
"The person who really likes himself has the greatest facility for making friends wherever they go."
"When you are really down with yourself, you can only get along with very few people, and then only those of average temperament."
"The very best salespeople have the natural ability to make friends easily with prospective customers."
"A sale is a transfer of enthusiasm… a transfer of your emotional commitment and belief in that product."
"We back our sales efforts with will power and determination."
"The reason why so many people fail is that they do not stay at it long enough and hard enough to get those first few winning experiences that raise their self-esteem and self-concept that set them off to a successful career in selling."
"No matter what happens, say to yourself 'I will never, ever, ever give up. I will never stop pushing. Nothing is going to make me stop until I am successful.' Making that decision alone causes your self-esteem to go up. "
Psychological Make-up of the Superior Salesperson
1. High levels self-confidence/esteem
2. Accepts 100% responsibility for their results
3. Above-average ambition and desire to sell
5. Intensely goal-oriented
6. Belief in themselves, their product, their company, and the value their giving to the customer
8. Turns strangers into friends
"Winners work damn hard. Winners are absolutely determined to win, and are willing to pay the price."
"Average salespeople look at a prospect as a one-time ask; top professionals look at each customer as if they will be doing business with them for the next 20 years."
"Empathy: we care about our customers and would never sell them something that wasn’t good for them."
"Superior salespeople like goals: They know what they will earn each quarter, each day, each year. They know how many calls they’re going to make, and what they’re going to do with the money."
"Money doesn’t come quickly or easily. It comes only with persistent work continuously over an extended period of time."
"If you cannot put your whole heart into selling, you will never be successful."