Quick and Easier Ways to Increase Your Sales | The Psychology of Selling by Brian Tracy
Some people are just natural at sales. They just come with a natural level of confidence, communication, and persuasion skills.
The Psychology of Selling is a renowned book written by famous sales expert Brian Tracy. It provides tips, tactics, strategies, and procedures that will assist salespeople close deals more quickly and easily than before. For salespeople in all fields, it is essential to read, and we have a detailed overview right here.
Chapter 1: The Inner Game of Selling
In the first chapter of his book, Tracy explains the value of salespeople and how they may reach the top 20% of salespeople in any field. The Pareto Principle or the 80/20 Rule in Sales states that “the top 20% of salespeople make 80% of the money. 20% of the money is made by the bottom 80%.
According to him, businesses are the only ones in our society that actually create money, and salespeople are every business’s most important asset. Tracy continues, “Without sales, the biggest and most sophisticated companies shut down.”
Furthermore, Tracy believes a salesperson’s “self-concept” is crucial to success. You’ll avoid things, make mistakes, and feel upset if you have a negative self-concept in any of these crucial areas. Tracy contends that you won’t have any difficulties prospecting if you have a favorable self-concept about it.
To read more about this chapter, go here…
Chapter 2: Set and Achieve All Your Sales Goals
According to Tracy, your levels of achievement are correlated with the power of your goal orientation. Highly motivated salespeople have clear goals. Goal orientation is linked to high levels of performance and success. Writing down your goals increases your chance of accomplishment by 100%. It is still preferable to have objectives than to have none at all, even if you do not reach them. The most potent talent you can master is visualization. Consider yourself to be a true pro at prospecting, presenting, and closing deals.
Once a goal has been imprinted in your subconscious mind, it gains power on its own. It makes you aware of the options and possibilities around you. You can reach 90% of your potential that is hidden under the surface, deep inside your subconscious mind, by programming it with specific goals.
Chapter 3: Why People Buy
Every decision a person takes is driven by the desire to get better. We make purchases because we think they will improve our lives. Do you know why your customers make purchases, then? And why would they benefit more from selecting your offering over one from a rival?
According to Tracy, different behaviors result in varying levels or types of satisfaction for people. With every purchase, your prospects want to get as many of these units. They want to improve their physical, emotional, and even spiritual well-being. There is more motivation to buy your product if it can satisfy your prospect to a significant extent.
The motivational power of the desire for gain is 1, but the negative motivational power of the fear of loss is 2.5. Fear is 2.5 times more powerful than desire for gain. If a person believes they would lose anything by not purchasing, they are more inclined to do so. The finest sales pitch demonstrates how much better it is to purchase while also demonstrating how much worse it would be if they did not. People make decisions based on emotions, then logically justify them. So, whenever it is appropriate and possible, use that approach.
Increase the intensity of buying desire and lower the fears of making a mistake,
- provide a refund guarantee
- Keep giveaways with a high perceived value.
Every potential customer is driven to purchase by basic human needs. Determine the demands your product or service will satisfy, then persuade potential customers that it will do so superior to any competing product or service. The main demands of the consumers are: go here…
Chapter 4: Creative Selling
Tracy contends that your perspective of yourself is what determines how creative you are. So all you have to do to improve your creativity is practice.
You can persuade your potential customers that if they purchase your product or service, they will receive what they truly desire.
To read more about this chapter, go here…
Chapter 5: Getting More Appointments
You just have a few minutes to capture your prospect’s attention. Your potential customer chooses whether or not to pay attention to you at that time.
Investing more time with potential clients. To accomplish it, adhere to these guidelines:
- Break prospect preoccupation — Say “I need two minutes of your time” when making calls. Is it appropriate to discuss this now? You shouldn’t start your pitch until the prospect says they have the time.
- Sell the appointment, not the product — Never discuss your merchandise or prices over the phone unless you can seal the sale immediately.
- Choose your words carefully — Keep it focused on the benefits rather than discussing your product or service specifically.
Chapter 6: The Power of Suggestion
Suggestions from both the internal and external surroundings have a significant impact on human behavior.
- External elements are the people around them.
- Internal elements include: Appearance, Voice and Attitude
It’s important to express value to potential customers. Use uplifting body language to begin. Body language accounts for 55% of sales conversion, voice tone 38%, and words used 7%.
Thus, your outfit makes 95% of the first impression. So it is essential that you look well and keep yourself presentable. You’ll give prospects fewer opportunities to become distracted by sitting upright and looking forward, shaking hands firmly, and reducing noise and disruptions throughout your meetings.
Your self-esteem increases to the same level whenever you help someone else feel better about themselves.
Chapter 7: Making the Sale
The first thing you say affects the rest of your sales process and, ultimately, whether you’ll make a sale or not. There is “generalized sales resistance” among most prospects. It’s typical and serves as a type of defense. Understand it and seek to lower your prospect’s barriers rather than opposing them.
It’s important to understand the numerous consumer personality kinds. There are six fundamental profiles, as mentioned in the book: go here…
Recognize the personality type of your buyer and adapt your approach for more effective closure. Always pay close attention while listening, take a moment to consider before responding, ask for clarification, rephrase in your own words, and ask open-ended questions.
Chapter 8: 10 Keys to Success in Selling
In the final chapter, Tracy shares the 10 keys to success in selling:
- Do what you love to do
- Decide exactly what you want
- Back your goal with persistence and determination
- Commit to lifelong learning
- Use your time well
- Follow the leader
- Character is everything
- Unlock your inborn creativity
- Practice the golden rule
- Pay the price of success
- Do what you love to do and be excellent in it.
- Decide exactly what you want.
- Back your goal with persistence and determination
- Commit to lifelong learning
- Use your time well
- Follow the leaders
- Character is everything
- Unlock you inborn creativity
- Practice the Golden Rule
- Pay the price of success
Your future is limitless if you adhere to these guidelines. You already possess the capacity to be more, accomplish more, and own more than you have ever experienced in your life, as Tracy describes it. “You may attain all your goals and realize all your aspirations by being totally exceptional in your chosen career of selling,” he says. What are you still holding out for?
Key Takeaways from The Psychology of Selling…
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