The Psychology of Sales Success
Seiten
2007
McGraw-Hill Professional (Verlag)
978-0-07-147600-3 (ISBN)
McGraw-Hill Professional (Verlag)
978-0-07-147600-3 (ISBN)
Shares insights into three psychological dynamics driving the sales process: the salesperson, the salesperson's desire for success, and the customer. This book helps you to: develop a successful attitude, master the thinking habits of successful sales professionals, and harness their powers of concentration; and, handle customer anger.
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 concentrationHandle customer anger, procrastination, and rejection; deal with confrontations; and double their listening power in minutesLower their own anxieties and boost confidence, eliminate stress, and become more action oriented
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 concentrationHandle customer anger, procrastination, and rejection; deal with confrontations; and double their listening power in minutesLower their own anxieties and boost confidence, eliminate stress, and become more action oriented
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Part I Understanding Success
1.Attitude
2.Achievement Factors
3.Concentration
4.Creativity
5.Energy
6.Goals
7.Self-Improvement
8.Superachiever Success Traits
Part II Understanding your Customers
9.Angry Customers
10.Confrontation
11.Customer Types
12.Lies & deception
13.Listening Power
14.Neuro-Linguistic Sales Programming
15.Procrastinating Clients
Part III Understanding Yourself
16.Dealing with Anxiety
17.Dealing with Disappointment
18.Dealing with Helplessness
19.Plateauing
20.Overcoming Procrastination
21.Dealing with Stress
| Erscheint lt. Verlag | 16.4.2007 |
|---|---|
| Zusatzinfo | 10 Illustrations |
| Sprache | englisch |
| Maße | 158 x 236 mm |
| Gewicht | 553 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-07-147600-8 / 0071476008 |
| ISBN-13 | 978-0-07-147600-3 / 9780071476003 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
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