As sales consultants we’ve been trained into believing that if you understand a prospect's problem, and provide a workable solution, the prospect will purchase.
This is mostly false, as it’s only true in about four percent of the prospects you call on. That, of course, is miserable percentage-wise.
In the remaining 96% there are behind-the-scenes issues, which if not handled, become a tug-of-war between the consultant and the prospect. This is true even if the solution you offer IS the best solution – the prospect is still saying "No."
The Secret Psychology of Selling is sales without the tug-of-war.
Remember The Matrix?
Keanu Reeves plays Neo and finds out that all of humanity is actually living in a computer-generated simulation called the Matrix... Like living in a dream.
"Reality" in the Matrix is what the program says it is, not what it really is.
At a critical part in the movie, Neo's mentor offers Neo two pills and says, "You take the blue pill: the story ends, you wake up in your bed and believe whatever you want to believe. You take the red pill: you stay in Wonderland, and I show you how deep the rabbit hole goes."
Guess which pill Neo takes? (I mean it wouldn't be much of a movie if he took the blue pill, right?)
So I ask you, would you take the red pill or the blue pill?
I'll tell you this; the reality you've been living in has been created by you, but unconsciously. The same is true for everyone. When you learn how to create reality consciously, everything changes. And I do mean everything. You can invite others to change their conscious reality, as well.
For example... If you could create more sales NOW, instead of dealing with the lousy economy, the media keeps talking about, would you?
Well, you can.
I'm saying you can change what other people see, hear or experience - right now. I am saying you can change how they experience their business life. Look, there are a lot of ways to describe it, but they all boil down to this:
People have the ability to create their own experience of life, if they can get out of their own way.
You can too. You just need to learn how.
The power to CAUSE change in yourself and others is so life-altering that I feel humbled to share it with you.
As sales consultants we are successful to the degree that we can positively influence mental functions, and facilitate changes in behaviors that lead toward betterment.
A Must Read For All Sales Pros
A must read for sales professionals. It lays out exactly what happens with the prospect's thinking during the sales process that keeps them from purchasing. This book teaches a process for taking someone from a prospect to a committed customer, with the most modern techniques available.
A must read! This is easily the best psychology on making a sale I have ever read. Love the focus, specific understanding of the sales game, and the winning strategy provided. Thanks for a superb read.
More Than Just a Sales Book
I have discovered there is more to selling than just inking that big contract or closing a million dollar deal. Over the years I finally learned with my heart what I have known all along in my head: everything you do in life involves a sale -- whether its asking someone for a favor, negotiating a salary increase, or even getting your kids to take action. This book is a practical real-life application of proven psychology techniques and brings it to life in plain, easy-to-understand language. Yes, I have benefited professionally from reading this book, but even more importantly, I have immensely improved my personal life, as well. This book won't disappoint!