The Psychology of Sales Success

Learn to Think Like Your Customer to Clove Every Sale

Have a Promotion Code?

Please enter it here:

Great deals and more!

Sign up for special offers, exclusive discounts, and new product announcements from McGraw-Hill Professional.

SIGN UP TODAY


Date

March 19, 2007

Format

Hardback, 224 pages

ISBN

0071476008 / 9780071476003

$

Your Price

40.00



Overview


Main description

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


Author comments

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.


Back cover copy

(Flap Copy)

Know your customer, know success.




WELCOME!

Before you can enjoy free downloads from McGraw-Hill Professional, we ask that you please provide your email address and country.



Yes, I want to receive other special offer.