Universidad Tecnológica de El Salvador
The Psychology of Sales Success
Book

The Psychology of Sales Success

Learn to Think Like Your Customer to Close Every Sale

Gerhard Gschwandtner
McGraw-Hill, 2007
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Editorial Rating

8

Qualities

  • Applicable

Recommendation

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. getAbstract recommends this book to salespeople and managers, and to anyone who wants to take a peek at other people’s inner workings.

Summary

It’s All in Your Attitude

Having a gloomy outlook is not only bad for you – it’s bad for business. Studies show that salespeople who have good attitudes sell as much as 37% more than those who don’t. To attain this elusive positive outlook, assess your attitude by asking yourself a few introspective questions:

  • “Do I currently feel that I am in control of my life?”
  • “Are my family relationships a source of love, pride and support?”
  • “Do I consider myself a success?”

Next, take several steps to improve your attitude. Start an exercise program. Write your goals. Consider what matters most to you and align your activities with your priorities. Learn about successful people. Search for new challenges and opportunities.

“Superachievers”

Superachieving salespeople have several characteristics in common. They tend to do well financially, take pleasure in their families, feel that their lives are fulfilling, work efficiently and possess superior social skills. Superachievers think like winners. They can handle rejection and failure. They are action-oriented and think outside the box to find creative solutions. They are optimistic...

About the Author

Gerhard Gschwandtner is the creator and publisher of Selling Power, a sales magazine with a readership of more than 200,000 people in 67 countries. The Austrian-born sales trainer has worked in sales and marketing for more than 30 years.

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