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Blink 3 of 8 - The 5 AM Club
by Robin Sharma
Listen to the Intro
The Psychology of Selling summary
Brian Tracy
Increase your sales faster and easier than you ever thought possible
11 mins
Table of Contents
The Psychology of Selling
summarized in 6 key ideas
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Key idea 1 of 6
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.
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What is The Psychology of Selling about?
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.
Best quote from 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
Who should read The Psychology of Selling?
- Salespeople
- Anyone struggling to maintain a positive self-image
- People who want to improve their negotiating abilities
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