The Psychology of Selling

(Six audio cassettes or CDs plus workbook) Session 1: The Psychology of Selling The winning edge theory. The inner game of selling. Self-concept as a regulator. A simple way to increase your earnings. The six phases of selling. The single most significant indicator of your success. The best time to make a sale. Obstacles. Session 2: Developing a Powerful Sales Personality haracteristics of superior salespeople. !aining ten extra years of income. Achie"ing wealth. #hich products are right for you$ reating the profile for success and li"ing up to it. %our in"isible helper. #hat is happening when e"erything is going right$ &ecoming unstoppable. Session 3: Why People Buy The foundation for all professional selling. The key to business-to-business selling. The six sure-fire ways to unco"er needs. 'dentifying basic and secondary needs. The spotlight techni(ue. )hrasing for success. Session 4: Creative Selling *ow strategic selling works. A step-by-step process to determine your greatest opportunities. The crucial (uestion you must ask yourself. Timing sales for success. !reat ways to get testimonials. The +,-'dea method. Selling to non-customers. Session : !pproaching the Prospect 'f it works for orning !lass- !etting undi"ided attention. )lanting the right (uestions in the customer.s mind. Answering them. The selling temptation you must a"oid. &uilding expectancy. orrectly using the powerful suggested influences. /i"e personality types. Session ": The Sales Process An opening (uestion that both (ualifies the buyer and intrigues him. The purpose of the presentation. &uilding your case. Stalling all price concerns until you.re ready for them. /i"e keys to effecti"e listening. A three-step presentation method. Session #: The Psychology of Closing )lanning your close in detail. 'ts ma0or re(uirements. A new look at buying signals. The role of fear. /i"e errors to a"oid. #hat not to do. )rimary obstacles to closing. The only form of pressure you should e"er use. A"oiding the biggest sales killer. Tag-team selling. Session $: When %&'ections (et )n the Way The basic rule about ob0ections. Turning them around. The law of six applied to ob0ections. Analy1ing conditions. 2ine common ob0ections and how to demolish them. Show-off ob0ections. Sub0ecti"e ob0ections. The last-ditch ob0ection. The 0ust supposesharp angle-instant re"erse-and change places closes. Session *: Winning Closing Techni+ues , )

The ascending close. The law of six. 3indling desire. The in"itational close. O"ercoming price resistance. The law of the excluded alternati"e. Se"en ways to handle price ob0ections. A way to smoke out the real ob0ection. The sudden death close. /inali1ing a sale that was going nowhere. Session 1-: Winning Closing Techni+ues , )) The alternati"e close. The assumption close. The take away-summary-order sheetrele"ant story-walk away-today only-go ahead-and doorknob closes. 4uestions to ask yourself after e"ery sales call. A billionaire re"eals the two re(uirements for success. Session 11: .anaging /our Ti0e 1ffectively The basics of managing time. A simple formula that puts things in perspecti"e. 5a0or time wasters. *ow to (uit spinning your wheels. The essence of selling. Tips to increase effecti"eness. *ow to start your day. #hen to end it. *ow to find six new weeks a year. Session 12: Ten 2eys to Success in Selling #hat ad"ersity shows you. The incompetent person of tomorrow. Selecting the right reference group. Shakespeare.s ad"ice. #hy you.re a genius. Tapping your enormous creati"ity reser"es. The 6ni"ersal 5aximum. A key to success by &aron de 7othschild. A lesson from the airstrip.