The Psychology of Selling Buchzusammenfassung - das Wichtigste aus The Psychology of Selling

Einleitung anhören

00:00

Zusammenfassung von The Psychology of Selling

Name: The Psychology of Selling
Rating: 4.2 (338 reviews)
Author: Brian Tracy

Brian Tracy

Increase your sales faster and easier than you ever thought possible

4.2 (338 Bewertungen)

11 Min.

Kurz zusammengefasst

"The Psychology of Selling" by Brian Tracy is a comprehensive guide that teaches readers how to sell effectively. Using psychological insights and practical tips, Tracy explains how to build trust, overcome objections, and close deals.

Themen

Vertrieb

Inhaltsübersicht

The Psychology of Selling
in 6 Kernaussagen verstehen

Audio & Text in der Blinkist App

Kernaussage 1 von 6

What’s in it for me? Use little brain hacks to get ahead in sales.

Sales: either you’re a natural or you can’t do it at all. And that’s all there is to it, right? Some people are just born with total confidence, perfect communication skills and the uncanny ability to convince others to buy what they’re selling. The rest of us just aren’t.

But is this true? Of course it’s not.

Anyone can be a good salesperson. You just need to learn how. These blinks, based on the thinking of one of the most successful sales gurus in the world, give you a brief overview of the skills every sales professional needs to know. If you want to outstrip your competitors at work and increase your commissions, then check out these blinks.

In these blinks, you’ll find out

why the subconscious can be your best sales weapon;
why a good salesperson is a lifelong learner; and
why you won’t get much from a fearful prospect.

Motivate your subconscious for successful sales.

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.

Boost your self-esteem to improve your sales performance.

Here’s something for you to try tomorrow morning: look in the mirror and tell yourself that you’re the best sales manager in the country. Yes, this is totally cheesy. But doing it – even though you’d be embarrassed if anyone saw you – is worth the benefits it brings.

Every statement you tell yourself gives your subconscious mind a mental picture, which it will then try to make real. It’s easy enough to see how this could work against you. Have you ever told yourself you’re an idiot for messing up, and then found yourself making the very same mistake again and again?

Surround yourself with people that share your passion and drive.

Believe it or not, the learning process doesn’t end when you graduate from college. We all begin our lives with a limited amount of practical knowledge, so it’s our job to teach ourselves as much as possible. Those who fail to do so will quickly fall behind!

So, set yourself the goal of learning one new thing every day, even if it’s just something you heard on the radio. Then put this new piece of knowledge to use as soon as you can. By learning new things within the area of your specialty each day, you’ll be one step closer to achieving excellence.

Ask questions to uncover your prospect’s needs and tailor your pitch accordingly.

Say you’d like to buy a product. Yet, when you go and ask a salesperson some questions about it, they seem to be more interested in talking about everything they know about the product, rather than how the product would benefit you, the customer. Would you buy it? Probably not.

Customers won’t be interested in the product’s history or any of its special features until they know what’s in it for them. Great salespeople know that customers will buy if you can demonstrate to them why they personally need the product.

People buy products in search of social recognition.

Consumption is what happens when someone goes out and buys something, right? And usually, consumers pick the cheapest product, or at least the one that gives the biggest bang for their buck. Well, actually, it’s not that simple.

In order to gain recognition – for our status, influence, power, personality or some recent transformation – we go out and buy products. Many people are more concerned with how a product will communicate their social status than with its monetary value.

Gain the trust of customers by showing them that you care about their needs.

Know that feeling right before a making big purchase, when you start to get cold feet? We all feel hesitant from time to time when making decisions with our money. But why?

Because when we buy, we give a quantified amount of our freedom and financial security away. We trade financial safety, in other words, for a product we desire. If you want your prospect to still buy in spite of this, there’s another aspect of the buying experience you need to bring to the fore – emotional anticipation.

Du möchtest die gesamte Zusammenfassung von The Psychology of Selling sehen?

Kernaussagen in The Psychology of Selling

Mehr Wissen in weniger Zeit

Sachbücher auf den Punkt gebracht

Kernaussagen aus Sachbüchern in ca. 15 Minuten pro Titel lesen & anhören mit den „Blinks”

Zeitsparende Empfehlungen

Titel, die dein Leben bereichern, passend zu deinen Interessen und Zielen

Podcasts in Kurzform ^Neu

Kernaussagen wichtiger Podcasts im Kurzformat mit den neuen „Shortcasts”

Worum geht es in The Psychology of Selling?

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.

Bestes Zitat aus The Psychology of Selling

Only about 3 percent of adults have written goals. And these are the most successful and highest-paid people in every field.

—Brian Tracy

Wer The Psychology of Selling lesen sollte

Salespeople
Anyone struggling to maintain a positive self-image
People who want to improve their negotiating abilities

Über den Autor

Brian Tracy, a Canadian-born US author, has written many best-selling nonfiction books, including Focal Points, Goals, Create Your Own Future and Million Dollar Habits. He is also a professional speaker and sales trainer.

Kategorien mit The Psychology of Selling

Psychologie Marketing & Vertrieb

Ähnliche Zusammenfassungen wie The Psychology of Selling

The Greatest Salesman in the World

Og Mandino

Unconventional secrets to becoming the best salesperson you can be

The Art of Split-Second Persuasion

The Psychology of Persuasion

The New Science of Leading Change

14 min

3.9

The Psychology of Money

Morgan Housel

Timeless Lessons on Wealth, Greed, and Happiness

22 min

4.4

The Laws of Human Nature

Robert Greene

What affects your day-to-day life

29 min

4.5

Made to Stick

Chip Heath and Dan Heath

Why Some Ideas Survive and Others Die

Transform Your Business by Being Remarkable

16 min

4.3

The Science of Selling

David Hoffeld

Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

The Secrets of Selling Anything to Anyone

The Best-Validated Sales Method Available Today

18 min

4.1

You Can Negotiate Anything

Herb Cohen

Anything you want, you got it

How to Think and Act Like the Most Successful and Highest-Paid People in Every Field

28 min

4.2

80/20 Sales and Marketing

Perry Marshall

The Definitive Guide to Working Less and Making More

14 min

4.3

The 33 Strategies of War

Robert Greene

A Comprehensive Guide to the Subtle Social Game of Everyday Life

The secret methods to getting what you want

Why Some Companies Make the Leap...and Others Don't

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

21 Great Ways to Stop Procrastinating and Get More Done in Less Time

13 min

4.4

Follow Up and Close the Sale

Jeff Shore

Make Easy (and Effective) Follow-Up Your Winning Habit

18 min

4.6

Million Dollar Habits

Brian Tracy

Proven Power Practices to Double and Triple Your Income

18 min

4.4

The New Strategic Selling

Robert B. Miller

The Unique Sales System Proven Successful By the World’s Best Companies

Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

How Little Things Can Make a Big Difference

13 min

4.2

Thinking, Fast and Slow

Daniel Kahneman

Intuition or deliberation? Where you can (and can't) trust your brain

28 min

4.5

Financial Intelligence for Entrepreneurs

Karen Berman & Joe Knight with John Case

What You Really Need to Know about the Numbers

7 min

3.2

Do Breathe

Michael Townsend Williams

Calm Your Mind. Find Focus. Get Stuff Done.

The Power of Self-Discipline

17 min

4.2

The Psychology of Winning

Denis Waitley

Ten Qualities of a Total Winner

Secrets of the Fastest-Growing Startups from Their Founding Entrepreneurs

How To Make Offers So Good People Feel Stupid Saying No

What the Rich Teach Their Kids about Money – That the Poor and the Middle Class Do Not!

The Surprising Truth About Moving Others

16 min

4.5

Selling with Noble Purpose

Lisa Earle McLeod

How to Drive Revenue and Do Work That Makes You Proud

19 min

4.3

How to Be a People Magnet

Leil Lowndes

Finding Friends – and Lovers – and Keeping Them for Life

Say Less to Get More from Any Pitch or Presentation

We Need You to Lead Us

How to Build Habit-Forming Products

21 min

4.6

Building a StoryBrand

Donald Miller

Clarify Your Message So Customers Will Listen

22 min

4.7

The 48 Laws of Power (Old Version)

Robert Greene

The secret methods to getting what you want

Eliminate the Fear, Failure, and Rejection from Cold Calling

15 min

3.7

Change Your Questions, Change Your Life

Marilee Adams

12 Powerful Tools for Leadership, Coaching, and Choice

The Nine Public-Speaking Secrets of the World’s Top Minds

21 min

4.6

The Gap and the Gain

Dan Sullivan with Benjamin Hardy

The High Achievers' Guide to Happiness, Confidence, and Success

20 min

4.6

Negotiation Genius

Deepak Malhotra & Max H. Bazerman

How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

How to End Self–Sabotage and Stand Up for Yourself

16 min

4.4

The Richest Man in Babylon

George S. Clason

Now Revised and Updated for the 21st Century

A Guide To Spiritual Enlightenment

19 min

4.5

Predictable Revenue

Aaron Ross & Marylou Tyler

Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com

17 min

4.2

❤️ für Blinkist️️️

Ines S.

Ich bin begeistert. Ich liebe Bücher aber durch zwei kleine Kinder komme ich einfach nicht zum Lesen. Und ja, viele Bücher haben viel bla bla und die Quintessenz ist eigentlich ein Bruchteil.

Genau dafür ist Blinkist total genial! Es wird auf das Wesentliche reduziert, die Blinks sind gut verständlich, gut zusammengefasst und auch hörbar! Das ist super. 80 Euro für ein ganzes Jahr klingt viel, aber dafür unbegrenzt Zugriff auf 3000 Bücher. Und dieses Wissen und die Zeitersparnis ist unbezahlbar.

Ekaterina S.

Extrem empfehlenswert. Statt sinnlos im Facebook zu scrollen höre ich jetzt täglich zwischen 3-4 "Bücher". Bei manchen wird schnelle klar, dass der Kauf unnötig ist, da schon das wichtigste zusammen gefasst wurde..bei anderen macht es Lust doch das Buch selbständig zu lesen. Wirklich toll

Nils S.

Einer der besten, bequemsten und sinnvollsten Apps die auf ein Handy gehören. Jeden morgen 15-20 Minuten für die eigene Weiterbildung/Entwicklung oder Wissen.

Julia P.

Viele tolle Bücher, auf deren Kernaussagen reduziert- präzise und ansprechend zusammengefasst. Endlich habe ich das Gefühl, Zeit für Bücher zu finden, für die ich sonst keine Zeit habe.