The Psychology of Sales Success

By Gerhard Gschwandtner

Book Overview

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. .

• Format: Hardcover
• Language: English
• ISBN: 0939613115
• ISBN13: 9780939613113
• Release Date: June 1997
• Publisher: Personal Selling Power, Incorporated
• Length: 203 Pages
• Weight: 1.05 lbs.
• Dimensions: 50.0" x 50.0"

Customer Reviews

Practical guide to understanding yourself and your customers

As publisher of Selling Power magazine, Gerhard Gschwandtner interviewed many human-psyche experts and then related their insights to the sales profession. Now, he shares his findings to explain what makes you and your customers tick. He offers techniques for improving your people skills and strengthening your relationships. Readers will learn the characteristics and personality traits of successful people, whom the author calls "super-achievers." He also covers methods for coping with the emotions generated by the dark side of sales - rejection, frustration, helplessness and anger. We recommend this book to salespeople and managers, and to anyone who wants to take a peek at other people's inner workings.