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

Hardcover | March 19, 2007

byGerhard Gschwandtner

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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

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From the Publisher

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...

From the Jacket

(Flap Copy)Know your customer, know success.Socrates' maxim “Know Thyself” could be the salesperson's credo: having a clear understanding of your personal beliefs, fears, and behaviors gives you the power to overcome obstacles to closing a sale. Doesn't it stand to reason that knowing your customer just as well will lead to unprecedent...

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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Format:HardcoverDimensions:9.3 × 6.2 × 1.05 inPublished:March 19, 2007Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071476008

ISBN - 13:9780071476003

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