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The Psychology in Selling
| Guest post by: Alen Majer |
Article Overview: When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a table of logarithms. Then he uses that knowledge to measure the exact distance between two points across an impassable river, and in a hundred other ways.
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The Psychology in Selling
When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a table of logarithms. Then he uses that knowledge to measure the exact distance between two points across an impassable river, and in a hundred other ways.
Exactly in similar fashion the salesperson learns a mental rule of suggestion, and thereby makes a sale. Or he learns how to improve his personal powers. And so on.
Prof. Hugo Munsterberg of Harvard said, "Every experience leaves the brain altered. The nerve fibers and cells have gone into new stages of disposition for certain excitements." To learn how to alter your own nerve fibers and cells to make them more easily disposed to the excitation that you desire, and to learn how to alter the mental processes of the buyer that are opposing your success, is the thing that makes psychology valuable to the salesperson.
One of the things that gives hope and courage to men and women who study the structure of the mind, is the fact that the brain tissues may be altered with much greater ease and to a far greater extent than other bodily tissues.
Every thought wears a path in the tissues of the brain.
Constant thinking builds up the brain at a marvelous rate.
A scar on the surface of the body caused by a wound may remain for life, but when brain tissue is injured and replaced it is replaced by entirely new tissue wherein no sign of the former scar remains. It is important for the salesperson to realize how vitally the study of the mind affects the success of the salesperson in his or her chosen field.
In order to indicate to the salesperson the great scope of psychology in selling, here is a list of some of the important topics in mind-study:
* The five senses: How to train them.
* Suggestion: Introducing a favorable thought in the buyer's mind.
* Auto-suggestion: Influencing your own mind by helpful thoughts.
* Attention: What it is, and the art of commanding it.
* Selective attention: Why and how the mind selects certain topics.
* Thinking: Analyzed as a consecutive process of observing, comparing, reasoning, and judging
* Emotion or Feeling: How to arouse it in your favor.
* The Will: How to compel action.
* Imagination: Its value to a salesperson.
* Memory: How to make it serve you.
* Habit: How to make it work for you rather than against you.
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Article Tags: psychology, sales, selling
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About the Author: Alen Majer RSS for Alen's articles - Visit Alen's website Alen Mayer, Canadian Sales Expert, is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a proven Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you've come to the right place. With 20 years in sales and 10 years of experience working with amazing clients with similar worries and concerns and guiding them to achieve remarkable success, my mission and commitment is to help sales people achieve their goals faster than they would without my guidance. I am living proof that you don't need to be a natural-born salesperson to be successful in sales. What lights me up about this work and what sets me apart from other service providers is that I believe that sales is a process and that process can be taught. You always need training. A great salesperson is always trying to make him or herself better. Alen is author of these books: ■ Selling IS Better Than Sex - www.SellingIsBetter.com Sales Training Programs: ■ Get More Appointments TM Summary: - 20+ years in international sales and business development, 10+ years in sales management, coaching and training Alen has inspired audiences from St. John's to Vancouver, and across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, Alen achieves your objectives. To book Alen Majer, one of Canada's top sales experts, please send an email to alen@alenmajer.com.
Click here to visit Alen's website   3 reasons why you lose a sale |
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