To be a successful sales person in any field, one must understand the psychological principles that go into making a sale. Without an understanding of what makes people buy what they buy, and eschew what they dont want, we can never hope to be more than a journeyman seller. Here are some things to consider as you enter the sales profession. These lessons are not just about sales, however. They relate to everything we do as human beings. How we interact with others, how we can gain influence over people. Its not magic tricks. Its just simple psychology.
When we buy something, there are a few steps we go through in every transaction. To begin with, we have to desire something. We have to feel some need, or want for the item in question. Without this initial interest, we merely pass along, leaving an item on the shelf, or on the car lot, or in the hands of the salesperson. A person must have an initial interest to even consider making a sale to them. Of course, this interest can be generated, but it is better if there is a certain amount of motivation there from the beginning. Cold calling is one of the least successful business practices, and for good reason. Yes, a...
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