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

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

Author: Gerhard Gschwandtner
Publisher: McGraw-Hill Companies
Published: 03/19/2007
Pages: 224
Binding Type: Hardcover
Weight: 1.24lbs
Size: 9.22h x 6.32w x 1.00d
ISBN: 9780071476003

About the Author

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine.

For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

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