home subscribe advertise reprints e-mail help RSS about us LOG IN

Mortgage News


Mortgage News

HOT Topics









site map

twitter linkedin
facebook google+

Mortgage News

News by Subject
Complete list of specialty news sections.

Purchase Subscription
Subscribe to MortgageDaily.com and get immediate access to all news, statistics and archives.

Mortgage Advertising
Reach mortgage executives, loan originators and other people tied to mortgage industry.

Consumer Mortgage News
Free mortgage news for prospective borrowers.

Mortgage Newsletter
Free e-mail newsletter with the latest headlines from MortgageDaily.com.

Mortgage News Reprints
Put entire MortgageDaily.com stories in your online or printed newsletter or publication.

Mortgage Feedget RSS code
Condensed MortgageDaily.com stories free on your Web site or for your RSS reader.

News Archives
Archive of MortgageDaily.com stories by month going back to 1999.

Press Releases
Reports and announcements from MortgageDaily.com.

Mortgage Statistics
Data and statistics for real estate finance.

Mortgage Directories
Directories of lenders, branch operators and mortgage service providers.

Mortgage Graphs
Directories of lenders, branch operators and mortgage service providers.

Mortgage Industry Books
Read about books reviewed by MortgageDaily.com reporters. Book subjects include mortgage banking, loan originating and selling.

Successful Sales Start Inside

Book review of The Psychology of Selling

September 26, 2007


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]

Stories For Salespeople
Loan originator and broker news and stories. Advice about improving mortgage loan originations. Insights to and profiles of mega-producers.
sales stories | sales books | originator newsletter

SUBSCRIBERS: Edit Subscription | Subscription Help | or call 214.521.1300

Subscribe Contact Us Site Map

Copyright © 2017 Mortgage Daily, D a l l a s
Subsribers Only:

AMC directory

ARM indexes

mortgage company directory

mortgage regulations

net branch directory

p r i c i n g engine directory

wholesale lender directory

More Mortgage News Resources (full site map):

advertising news

appraisal news

bank news

biggest lenders

commercial mortgage news

corporate mortgage news

credit news

FHA news

financial regulation news

foreclosure news

GSE news

jumbo mortgage news

interest rates

loan modification news

loan originator survey

LOS Newsletter


mortgage associations

mortgage-backed securities

mortgage books

mortgage brokers

mortgage compliance

mortgage conferences

mortgage directories

mortgage education

mortgage employment

mortgage employment index

mortgage executives

mortgage fraud

mortgage fraud blog

mortgage fraud local news

Mortgage Fraud Index

Mortgage Graveyard

mortgage insurance news

mortgage lawsuits

mortgage leads

mortgage lender ranking

mortgage licenses

mortgage litigation

Mortgage Litigation Index

Mortgage Market Index

mortgage mergers

mortgage news

mortgage politics

mortgage press releases

mortgage production

mortgage public relations

mortgage rates

mortgage servicing

mortgage statistics

mortgage technology

mortgage video

mortgage Webinars

net branch

net branch directory

nonprime news

origination news

originator tools

real estate news

refinance news

reverse mortgage news

secondary marketing

social media

servicing news

subprime news

wholesale lenders