The Psychology of Selling by Blinkist is a comprehensive guide written by world-renowned sales trainer Brian Tracy. In this book, Brian Tracy offers an in-depth look into the various psychological aspects of effective sales techniques, such as setting goals, developing the right attitude and mindset, understanding motivation and behavior, and building trust with customers. In addition, the book discusses the importance of understanding your customer and knowing the right approach for each customer in order to maximize sales. By learning and understanding the psychological principles of sales, readers will be better equipped to make sales without feeling like a pushy, manipulative salesperson.
As a German UX designer and techie in his mid-20s with an interest in architecture, data, philosophy, urban planning, and mobility, you can benefit from The Psychology of Selling by learning effective techniques for successful sales. For example, you can acquire the psychological aptitudes necessary to apply analytical principles from architecture to sales, such as styling, proportions and color coordination. In addition, you can benefit from learning about understanding motivation and behavior, as well as building trust with customers, which can help to build successful relationships in all areas of your professional and personal life. Other books that may be of interest are Influence: The Psychology of Persuasion by Robert Cialdini and Selling with Noble Purpose by Lisa Earle McLeod.
🎀 Highlights
Sales: either you’re a natural or you can’t do it at all. And
Anyone can be a good salesperson. You just need to learn how.
subconscious can be your best sales weapon;
good salesperson is a lifelong learner;
how intuitive reactions to facial expressions and body language allow a salesperson to keep a prospect engaged.
why you want to achieve these goals.
ammunition for your subconscious mind.
saving for a new car and taking a road trip through the mountains.
renovating parts of his house, to getting a dog for his kids, to taking a family holiday through China,
you’re the best sales manager in the country.
Every statement you tell yourself gives your subconscious mind a mental picture,
simply switching your self-talk from negative to positive, you can improve your mental picture of yourself.
Great salespeople recall the best sale they ever made, getting themselves in the zone where they can repeat that success again.
superior salesperson, in contrast, breezes through the presentation with confidence.
learning process doesn’t end when you graduate from college.
network of people who share your values – and spend time with them.
talking about everything they know about the product, rather than how the product would benefit you,
until they know what’s in it for them.
why they personally need the product.
Only by underlining how the car’s features will benefit you –
But what if a prospect has no idea what they want? Or
start asking questions.
If a family is hoping to buy a house, are they interested because of a great price?
buy products in search of social recognition.
Many people are more concerned with how a product will communicate their social status than with its monetary value.
symbol of status, a good salesperson will take them over to the Rolex section.
comes in carrying an expensive Louis Vuitton bag, asking to see your watch selection.
how people tend to buy because of the powerful emotional anticipation of owning and using the product.
It doesn’t matter how much you genuinely care about your product, service or brand – the prospect will always doubt your motives. In order to win their trust, you’ll need to show that you have credentials, that you’re reliable and have made excellent choices in the past. Say that a family wants to buy a dog. This is a big decision for any family, and requires careful consideration of the type of dog that would suit the family best. An easily trainable and child-friendly dog, one that could spend time alone while kids are at school, would be the best choice. The family hands over the challenge of choosing the right dog to the salesperson, trusting that they’ll do a good job. By demonstrating your trustworthiness and authenticity, you’ll gain their trust and gratitude, and they’ll doubtless seek out your services – or recommend them to friends – in the future. Final
the prospect will always doubt your motives
Say that a family wants to buy a dog. This is a big decision for any family,
consideration of the type of dog
subconscious and self-esteem play important roles in your sales ability.
subconscious and self-esteem play important roles in your sales ability. By motivating yourself and learning from others, you can start to truly understand your prospects.
Grab a pen and paper and write down all the things you want to achieve. Include everything. You want to buy some new socks?
Buy a jet? Well, you get it. These are the things that will keep you inspired.
Influence by Robert B. Cialdini
Sales: either you’re a natural or you can’t do it at all. And
Anyone can be a good salesperson. You just need to learn how.
subconscious can be your best sales weapon;
good salesperson is a lifelong learner;
how intuitive reactions to facial expressions and body language allow a salesperson to keep a prospect engaged.
why you want to achieve these goals.
ammunition for your subconscious mind.
saving for a new car and taking a road trip through the mountains.
renovating parts of his house, to getting a dog for his kids, to taking a family holiday through China,
you’re the best sales manager in the country.
Every statement you tell yourself gives your subconscious mind a mental picture,
simply switching your self-talk from negative to positive, you can improve your mental picture of yourself.
Great salespeople recall the best sale they ever made, getting themselves in the zone where they can repeat that success again.
superior salesperson, in contrast, breezes through the presentation with confidence.
learning process doesn’t end when you graduate from college.
network of people who share your values – and spend time with them.
talking about everything they know about the product, rather than how the product would benefit you,
until they know what’s in it for them.
why they personally need the product.
Only by underlining how the car’s features will benefit you –
But what if a prospect has no idea what they want? Or
start asking questions.
If a family is hoping to buy a house, are they interested because of a great price?
buy products in search of social recognition.
Many people are more concerned with how a product will communicate their social status than with its monetary value.
symbol of status, a good salesperson will take them over to the Rolex section.
comes in carrying an expensive Louis Vuitton bag, asking to see your watch selection.
how people tend to buy because of the powerful emotional anticipation of owning and using the product.
It doesn’t matter how much you genuinely care about your product, service or brand – the prospect will always doubt your motives. In order to win their trust, you’ll need to show that you have credentials, that you’re reliable and have made excellent choices in the past. Say that a family wants to buy a dog. This is a big decision for any family, and requires careful consideration of the type of dog that would suit the family best. An easily trainable and child-friendly dog, one that could spend time alone while kids are at school, would be the best choice. The family hands over the challenge of choosing the right dog to the salesperson, trusting that they’ll do a good job. By demonstrating your trustworthiness and authenticity, you’ll gain their trust and gratitude, and they’ll doubtless seek out your services – or recommend them to friends – in the future. Final
the prospect will always doubt your motives
Say that a family wants to buy a dog. This is a big decision for any family,
consideration of the type of dog
subconscious and self-esteem play important roles in your sales ability.
subconscious and self-esteem play important roles in your sales ability. By motivating yourself and learning from others, you can start to truly understand your prospects.
Grab a pen and paper and write down all the things you want to achieve. Include everything. You want to buy some new socks?
Buy a jet? Well, you get it. These are the things that will keep you inspired.
Influence by Robert B. Cialdini
Sales: either you’re a natural or you can’t do it at all. And
Myth
Anyone can be a good salesperson. You just need to learn how.
subconscious can be your best sales weapon;
good salesperson is a lifelong learner;
how intuitive reactions to facial expressions and body language allow a salesperson to keep a prospect engaged.
why you want to achieve these goals.
ammunition for your subconscious mind.
saving for a new car and taking a road trip through the mountains.
renovating parts of his house, to getting a dog for his kids, to taking a family holiday through China,
you’re the best sales manager in the country.
Every statement you tell yourself gives your subconscious mind a mental picture,
simply switching your self-talk from negative to positive, you can improve your mental picture of yourself.
Great salespeople recall the best sale they ever made, getting themselves in the zone where they can repeat that success again.
superior salesperson, in contrast, breezes through the presentation with confidence.
learning process doesn’t end when you graduate from college.
network of people who share your values – and spend time with them.
talking about everything they know about the product, rather than how the product would benefit you,
until they know what’s in it for them.
why they personally need the product.
Only by underlining how the car’s features will benefit you –
But what if a prospect has no idea what they want? Or
start asking questions.
If a family is hoping to buy a house, are they interested because of a great price?
buy products in search of social recognition.
Many people are more concerned with how a product will communicate their social status than with its monetary value.
symbol of status, a good salesperson will take them over to the Rolex section.
comes in carrying an expensive Louis Vuitton bag, asking to see your watch selection.
how people tend to buy because of the powerful emotional anticipation of owning and using the product.
It doesn’t matter how much you genuinely care about your product, service or brand – the prospect will always doubt your motives. In order to win their trust, you’ll need to show that you have credentials, that you’re reliable and have made excellent choices in the past. Say that a family wants to buy a dog. This is a big decision for any family, and requires careful consideration of the type of dog that would suit the family best. An easily trainable and child-friendly dog, one that could spend time alone while kids are at school, would be the best choice. The family hands over the challenge of choosing the right dog to the salesperson, trusting that they’ll do a good job. By demonstrating your trustworthiness and authenticity, you’ll gain their trust and gratitude, and they’ll doubtless seek out your services – or recommend them to friends – in the future. Final
the prospect will always doubt your motives
Say that a family wants to buy a dog. This is a big decision for any family,
consideration of the type of dog
subconscious and self-esteem play important roles in your sales ability.
subconscious and self-esteem play important roles in your sales ability. By motivating yourself and learning from others, you can start to truly understand your prospects.
Grab a pen and paper and write down all the things you want to achieve. Include everything. You want to buy some new socks?
Buy a jet? Well, you get it. These are the things that will keep you inspired.
