The Psychology of Selling By Brian Tracy

It’s about my 5th time doing 75 hard and I’ve been reading every day. When I read, I’ve made a habit of annotating while I read, so what I’d like to do today is go through all my notes in the book and jot them down here and relate them into what I am currently doing.

Ask a series of logical questions from general to specific that are genuine to your prospect.

Focus on learning about your prospects situation.

Just decide you’re going to operate in the top 20% of sales income earners and figure out how to get there.

In selling it is a winner take all transaction. The salesperson who loses the sale gets nothing no matter how many hours he or she has invested in developing the sale.

Mirror the top 10% of salespeople in your field.

Your self concept is the bundle of beliefs that you have about yourself. It is the way you see yourself and think about yourself in every area of your life.

All change/improvement in your life begins when you alter and improve you self concept, your inner programming.

Psychologists have found that you can never earn 10 percent more of less than your self concept level of income. Refuse to settle for less.

To achieve your income, you must achieve your financial goals in your mind. Increase your self-concept level of income bit by bit until you think, see and feel yourself as a high income earner.

A goal that is vastly beyond anything you have accomplished before is ignored by your self-concept.

The fact is, once a person is a million dollar a year person, no one would think of offering him or her less. It is all a matter of self concept

The 7 key steps in selling are: 1.) prospecting, 2.) rapport building, 3.) identifying needs, 4.) presenting, 5.) answering objections, 6.) closing the sale, and 7.) getting resales and referrals.

Many people doubt their ability to excel in a particular area, and even though it is not true, it becomes true. Fear and self doubt have always been the greatest enemies of human potential.

How much you like yourself is the critical determing factor of your personality and everytghing that happens to you. Have high self esteem. The more you like yourself, the more you like other people and the mpre other people will like you. High-self-esteem men and woman set higher standards for themselves and practice higher levels of self-discipline.

You become what you think about most of the time.

The best time to make a sale is right after another sale. This is because your self esteem soars causing you to be more persuasive than any other time.

Whatever you say to yourself with feeling is accepted by your subconscious as an instruction, a command. Your subconscious mind will then give you the words, actions, and feelings consistent with the message that you have sent to it.

It is after the 5th time that you ask the prospect to make a buying decision that you make most of your sales.

Only about 10% of salespeople make more than five calls or attempts to close a sale.

If you don’t genuinely care about the customer, why should they care about you or what you are offering?

Everything that happens to lower your self esteem will lower your sales effectiveness as well. If you are unwell for any reason your effectiveness will decrease. If you have arguments with your boss or your spouse, this will lower your self esteem, sometimes to the poin tyou can’t sell anything at all.

The primary emotion in sales is enthusiasm. Enthusiasm accounts for 50% or more of sales ability. When you transfer enthusiasm for your product or service into the mind and heart of your prospect, like an electrical connection, the sale takes place.

Be goal oriented. Know exactly what you are aiming at.

(Paused on the note taking on page 44)