The Psychology of Selling (2004) will school you in the psychology of consumption. These blinks reveal the techniques used by outstanding salespeople – techniques that you can use to increase your sales performance in any market.
What’s on your to-do list right now? Probably a few mundane errands, like taking out the garbage or remembering to grab toilet paper on the way home. But did you know that the list isn’t just a household fixture, but a great tool for salespeople, too?
To-do lists are a surefire way to harness the power of your subconscious and achieve your aims. The subconscious plays an important role in the job of a salesperson anyway – just think of how intuitive reactions to facial expressions and body language allow a salesperson to keep a prospect engaged. By writing stuff down in a simple list, you give your subconscious a framework to work with.
Start by writing a list not of your goals as a salesperson but of the reasons why you want to achieve these goals. The longer the list is, the more motivated you’ll be. Why? Well, each reason is a piece of ammunition for your subconscious mind.
Take, for example, a sales manager with just two reasons for achieving his sales goals: saving for a new car and taking a road trip through the mountains. Meanwhile, another sales manager can name dozens of reasons, from renovating parts of his house, to getting a dog for his kids, to taking a family holiday through China, and more. While the first salesperson will find himself easily discouraged, the second will be unstoppable.
These motivational lists are just one element of a salesperson’s toolbox, just one of the techniques he uses to get his subconscious working for him. In the next blink, we’ll look at another technique: self-esteem.