The Psychology of Sales Success Learn to Think Like Your Customer to Clove Every Sale

The Psychology of Sales Success
By:Gschwandtner, Gerhard;
Pub Date:March 19th 2007
Format:Hardback 224 pages
ISBN:0071476008 / 9780071476003
Your Price:$42.00 ADD TO CART
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Main description

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


Table of contents

Part I Understanding Success

1.Attitude

2.Achievement Factors

3.Concentration

4.Creativity

5.Energy

6.Goals

7.Self-Improvement

8.Superachiever Success Traits

Part II Understanding your Customers

9.Angry Customers

10.Confrontation

11.Customer Types

12.Lies & deception

13.Listening Power

14.Neuro-Linguistic Sales Programming

15.Procrastinating Clients

Part III Understanding Yourself

16.Dealing with Anxiety

17.Dealing with Disappointment

18.Dealing with Helplessness

19.Plateauing

20.Overcoming Procrastination

21.Dealing with Stress


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