The Psychology of Selling - Increase Your Sales Faster and Easier Than You Ever Thought Possible

"Let me think it over."

Early in his sales career, world-renowned sales expert Brian Tracy couldn't find a way to overcome that simple five-word objection and close the sale. Then he discovered a technique that worked. Business boomed. Tracy broke every sales record in his company and increased his income twenty-fold.

Since that breakthrough many years ago, Tracy has meticulously studied and collected the best of the best in sales-closing techniques. Now, in The Art of Closing the Sale, he shares this wealth of knowledge that has already helped more than one million people maximize their sales results.

No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing.

The Art of Closing the Sale teaches the learnable skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a future of success.

For more than sixty years the rock-solid, time-tested advice in this book has carried thousands of now famous people up the ladder of success in their business and personal lives.

Now this previously revised and updated bestseller is available as eBook for the first time to help you achieve your maximum potential throughout the next century! Learn:

* THREE FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE

* THE SIX WAYS TO MAKE PEOPLE LIKE YOU

* THE TWELVE WAYS TO WIN PEOPLE TO YOUR WAY OF THINKING

• More than 100 tips, including how to close people in specific professions, bond with customers, connect them to your product, and use body language to make your case
• 65 "home run" one-liners--quick closing statements to drive your pitch home
• 13 seal-the-deal closes--powerful arguments that work their magic in a minute, elicit your client's true objections to the sale, and persuade him or her to buy your product or service
• The single, most powerful close of all that can convince almost any customer to sign on the dotted line.

A business classic, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas -- or anything else -- this book is for you.

When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable -- and more valuable to your company -- when you apply Bettger's keen insights on: • The power of enthusiasm

• How to conquer fear

• The key word for turning a skeptical client into an enthusiastic buyer

• The quickest way to win confidence

Follow the advice of Stephan Schiffman-America's #1 Corproate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide helps you beat today's cold calling obstacles, such as voice mail, cell phones, and e-mail. Schiffman's professional experience and corporate wisdom guarantee your future success. The anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.

Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

Drawing on his more than forty years of sales experience, master motivator Zig Ziglar provides a wealth of inspirational and practical information for making it in today's fast-paced selling world. Ziglar's primary aim is to help sales professionals persuade their customers more effectively, more ethically, and more often! In this motivating book, he discusses:

• Where, when, and how to find prospects.
• How to deal with rude, angry, and disgruntled people.
• Why 70% of sales are made between 7:00 A.M. and 1:00 P.M.
• How top-selling pros manage stress.
• How to best utilize the telephone.

The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view.

Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as:

How to find prospects from both existing and new accounts

The importance of doing research before approaching potential customers

How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it)

How to reach the decision makers

How to sell beyond questions of price

The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities.

The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.