Selling got me thinking about Psychology

Hey guys.
I have always been interested in how the mind works etc and i got into sales which i am going pretty good with at the moment.
After reading a few books on selling and success motivation books i have really got into psychology, has anyone else found by sales they have or get a interest in this?
Thanks.

Myers,

Seeing that psychology is the science of human behavior (and both "buying" and "not buying" are behaviors), we should all be interested in psychology, in my opinion.

What is it about psychology that you like, Myers?

There are two good sales books, written by psychologists, that I often recommend, maybe you'd want to check them out:

1. The Psychology of Selling by Robert DeGroot (it's an older book and may be hard to find); and

2. The Psychology of Sales Call Reluctance by Dudley and Goodson.

There are a bunch of other books that have the word "psychology" in their title, but they're not really psychology books.

I used to read a lot of books on sales and success. I've also thought the two went well together.

In addition to Skip's recommendations read "High Probability Selling" by Jacques Werth which is a masterpiece in understanding psychology in selling embedded in concrete selling process examples and rationale.

MitchM

Quote:

Originally Posted by MitchM

In addition to Skip's recommendations read "High Probability Selling" by Jacques Werth which is a masterpiece in understanding psychology in selling embedded in concrete selling process examples and rationale.

I read that book from cover to cover but I didn't get out of it what you apparently did. What are a few examples of the psychology embedded in the examples and rationale?

One reading cover to cover is insufficient for most people, Marcus. I suggest multiple reading as well as subscribing to HPS ezines and going to the HPS forum. Also there are classes you can sign up for.

As far as the book only, the entire method or system is based on the psychology of human need, want, and willingness to act at any given time. Also, the sections on establishing a relationship, discovery and dis-qualification, closing and meeting conditions of satisfaction are all based on the psychology of human motivation.

Those things are deeply rooted in the human regard for pain and pleasure, private space and interaction, fear and absence of fear. Also, the need for trust and how trust happens is a psychological study in itself.

MitchM

Quote:

Originally Posted by Marcus

I read that book from cover to cover but I didn't get out of it what you apparently did. What are a few examples of the psychology embedded in the examples and rationale?

I'm with you, Marcus.

	#1
myers1984	Selling got me thinking about Psychology Hey guys. I have always been interested in how the mind works etc and i got into sales which i am going pretty good with at the moment. After reading a few books on selling and success motivation books i have really got into psychology, has anyone else found by sales they have or get a interest in this? Thanks.

	#2
Skip Anderson "Top Sales Expert"	Myers, Seeing that psychology is the science of human behavior (and both "buying" and "not buying" are behaviors), we should all be interested in psychology, in my opinion. What is it about psychology that you like, Myers? There are two good sales books, written by psychologists, that I often recommend, maybe you'd want to check them out: 1. The Psychology of Selling by Robert DeGroot (it's an older book and may be hard to find); and 2. The Psychology of Sales Call Reluctance by Dudley and Goodson. There are a bunch of other books that have the word "psychology" in their title, but they're not really psychology books. __________________ Selling To Consumers Sales Training to Sell More™ Free sales tips newsletter at www.SellingToConsumers.com

	#3
Marcus	I used to read a lot of books on sales and success. I've also thought the two went well together.

	#4
MitchM	In Addition To In addition to Skip's recommendations read "High Probability Selling" by Jacques Werth which is a masterpiece in understanding psychology in selling embedded in concrete selling process examples and rationale. MitchM __________________ Twelve Years Helping People Feel Better, Live Better, Do Better http://mitch-mitchsblog.blogspot.com/

	#6
MitchM	Insufficient One reading cover to cover is insufficient for most people, Marcus. I suggest multiple reading as well as subscribing to HPS ezines and going to the HPS forum. Also there are classes you can sign up for. As far as the book only, the entire method or system is based on the psychology of human need, want, and willingness to act at any given time. Also, the sections on establishing a relationship, discovery and dis-qualification, closing and meeting conditions of satisfaction are all based on the psychology of human motivation. Those things are deeply rooted in the human regard for pain and pleasure, private space and interaction, fear and absence of fear. Also, the need for trust and how trust happens is a psychological study in itself. MitchM

Selling got me thinking about Psychology

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