Analysis Of The Phycology Of Selling By Brian Tracy And Michael Tracey

“I once heard something that helped me to get over the fear of selling. I would say it to myself every time the fear of selling cropped up. It was: ‘It’s just as honorable to sell as it is to buy.’ Selling is just convincing people that what you are selling is what they want. When that fear has been overcome, then your selling becomes a job.”--Mary Kay Ash

According to Harvard Business school professor Theodore C. Levitt "Selling concerns itself with the tricks and techniques of getting people to exchange their cash for your product. It is not

Personal selling is where a sales man actually comes to target market doors and tries to promote and make a sale from his product. This method of selling is perceived to be quite intimidating and often salesmen can be quite bullish in their approach of the customer. A business that is looking to maintain its corporate image will want to employ good salesmen that will not give off a bad aura when they are at work.

If you're a salesperson, you can close more deals and get more sales, where people can value our opinions, develop more social bonds, etc.

Firstly when being sales staff there is a lot of responsibility that you have to take in account. For example sales staff should have some understanding about the product. This includes features, benefits, and the cost of the specific product that the customer wants to purchase. For example if a sales staff were to sell a computer his/her knowledge should be:

Although your old life contains many memories you may wish to forget, you must remember the determination and commitment you always brought to your work. Your desire to succeed first manifested itself at a very young age, but unfortunately your environment did not offer you opportunities to use your good qualities in a positive fashion. However, today, in the field of sales, the same determination that allowed you to succeed in the world of crime can also allow you to excel as a salesperson.

Salesmen act as persuaders and have a knack to be able to convince others to their way of thinking. Salespeople have the ability to create trusting relationships with people and are great negotiators. They are charismatic and have the innate ability to make others just want to agree with

Having the ability to sell a product takes great talent. To make it in the sales business a person has to be driven, motivated, and persistence. There are several components that go into training a sales person. They have to possess the ability to read people and to know what they want before they say it. Being a car sales person takes a person that understand the compensation plan for the organization, learning what customers are looking for in a sales person, and to sell that vehicle while making the customer feel that were not haggled (World at Work, 2007).

There are numerous motivational theories that explain why people do what they do. When viewed collectively, these theories suggest people’s actions are driven by the following factors: economic, social, and self-construct. Economic factors include not only money, but health protection, security, wealth, physical safety, and purchasing power. Sales commissions fit most of these needs, but do not fully meet the needs for security and physical safety. When people think about and act upon what others think of them, they are being influenced by social factors. Most people will work harder for positive feedback and avoid performance that garners negative feedback. For example, some people are eager to conform to the norms of a sales team and are positively motivated by the performance of the entire team. Self-construct is the inner voice that drives an individual to perform and differs in every individual. Some people are driven in the pursuit of self-accomplishment, while others are driven by the need for power or acceptance. Each of these factors are combined in varying degrees in all individuals, whether salespeople or not.

To Sell Is Human is a book that examines and evaluates the influence of sales in our lives. Daniel H. Pink, the book’s author, explores how nowadays, everyone is participating in sales: from lawyers trying to sell juries on a verdict, physicians selling remedies to their clients, to employers selling their bosses reasons why they should get a raise. We are all now on sales, and this does not mean we are only selling palpable products, but services, techniques and ideas. Moreover, in the book, Pink writes about how the sales world must be updated from its obsolete practices to more service-oriented ones, or in other words, it has to switch to techniques that will actually move others. Finally, Pink guarantees his book will change how the reader

Salesmanship is one of the most looked down professions that most people would prefer not to be associated with. But this hasn't kept away one in every nine Americans (almost 15 million) from actively engaging in sales as a career. Nonetheless, according to a sales and marketing best-selling author, Daniel Pink, everyone in life is a salesman and so is every profession. To further explain his point, Pink even summed up his survey on sales into a book entitled "To Sell Is Human."

The book Hope Is Not A Strategy by Rick Page is the quintessential piece of sale force literature. Similar to most sales force books it provides key selling concepts to the reader, but the key differentiator is that Page focuses on providing specific strategies and practices that will elevate an individual’s sales force. Being able to navigate a sales account and ultimately achieve the sale is a very complex task and Page’s book guides the reader in maneuvering these complex situations. Although Rick Page states that hope is an essential aspect of life, he believes that strategy must be developed and implemented in order to achieve results in the complex selling environment.

You may think that selling is complicated and confusing but I’m here to tell you

The primary responsibility of a sales manager is to direct the sales team. A sales manager serves as a guiding hand for the sales team; outlining staff training programs, developing strategies, and pushing team members to reach short-term and long-term goals (“Sales Manager” U.S. News). To be a successful sales manager, you’re going to need basic leadership skills. Good communication skills, an open-mind, creativity and determination, are just a few of the important skills necessary when it comes to managing your team. The role of a sales manager requires more than just knowing how to supervise, you need to be able to brainstorm ideas and grow with an ever-changing market.

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in