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Successful Sales Start Inside

Book review of The Psychology of Selling

September 26, 2007

By PAULA PARISOT


photo of Paula Parisot
Paula Parisot

Successful salespeople start every day with internal statements of motivation, according to a new sales book reviewed by MortgageDaily.com. They picture the fruits of their success and maintain high self esteem.

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible says to tackle the mental aspect of selling first by gaining the confidence and self-esteem needed to overcome fear and rejection.

Beginning the 220-page paperback book with the a chapter on "The Inner Game of Selling" Brian Tracy, acclaimed author and sales trainer, says that fear is the number one reason for failure and that positive self-talk can help dispel the hold it has on a person.

"Whatever you say to yourself with feeling is accepted by your subconscious as an instruction, a command," he explains. "Your subconscious mind will then give you the words, actions, and feelings consistent with the message that you have sent to it."

So, before beginning the workday, Tracy says to prep with positive sales talk.

"First thing in the morning when you get out of bed, start talking to yourself by saying, 'I like myself, and I love my work!'" he suggests.

And right before the sales call, "say to yourself, 'I am a great salesperson, and this is going to be a great call!'" he adds.

The high level of self-confidence and calmness effect has a strong impact on the prospect, he says.

The exercises that Tracy recommends salespeople do to build self-esteem are to habitually say, "I like myself!" which triggers the brain to engage in behavior that will build esteem and to visualize being the best salesperson in the company.

"Make a decision today to join the top 20 percent of people in your business; remember that no one is smarter than you, and no one is better than you," he advises. "Anything that anyone else has done, within reason, you can do as well."

Resolving to be in that top 20 percent is also important.

"Interestingly enough, when you make the decision that no matter what happens, you will never give up, your self-esteem increases immediately," he writes. "You respect yourself more. Your self-confidence skyrockets."

Once a positive mental state is attained, goals need to be set.

review and buy book

"Think big! Set an income goal for yourself for the next year that is 25 to 50 percent more than you ever earned before," he writes. "Make a written plan to achieve each of your goals, and work on your plans every day."

Determine how much sales volume it takes to achieve the ideal income, he explains. Then break the income and sales goals down by month, week and day.

"Set big, exciting goals for your family and personal life; make a list of fifty to one hundred things that you want to buy and do with the extra money you are going to earn."


Paula Parisot is a MortgageDaily.com feature reporter and a blogger at CloserBlog.com who has also worked in the mortgage industry.

e-mail Paula at: [email protected]


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