Sales : You've Been Doing It Wrong - Influence People Using the Persuasive Techniques Psychologists Use to Change Behaviour Quickly

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Why you should use an approach to sales based on the persuasive techniques used by psychologists: Buyers are becoming more sophisticated, which necessitates converting your role from a salesperson to a trusted guide. You must recommend solutions your customers trust. By reading this book, you'll learn the motivational techniques used by psychologists. You'll also learn exactly how to apply those motivational techniques to sell goods and services. You'll significantly increase your sales by applying the techniques psychologists use to ask the right questions, diagnose needs, match needs to solutions, develop an action plan, and then obtain your clients' commitment to follow through. This book also covers how to successfully work through any way the sales process can get sidetracked by resistant clients. What do psychologists know about persuasion? Psychologists and addictions counselors need to consistently influence some of the most highly resistant people faced by any profession. Their clients are often strongly opposed to changing destructive behaviours. Their approach to motivating others, out of necessity, must eliminate opportunities for clients to raise objections. They don't pit force against force by trying to overcome objections. Pitting force against force is a waste of time and energy. The persuasive approach must prevent objections from being raised in the first place. Psychologists and addictions counselors know people will only adopt the recommended new behaviours if they genuinely believe it's their own idea to do so. They just need a guide. Your customers are the same way: They must be guided by someone they trust. Here's what you'll learn when you order your copy today: Introduction: Why a New Sales Strategy Is Necessary Develop Effective Questions Learn Your Clients' Exact Needs Make Your Clients Crave Your Solution Make It a Win for Your Clients Inspire Confidence in Your Solution Listen to What Your Clients Don't Say Develop Profitable Reflections When Your Clients Give a Strong Negative Response When Your Clients Give a Weak Negative Response When Your Clients Give a Weak Positive Response When Your Clients Give a Strong Positive Response When Your Clients Make a Statement about Themselves When Your Clients Make a Statement Defending Their Autonomy The Keys to Obtaining Agreement Essential Preparation and Planning Gather Information Efficiently and Effectively Learn What Your Clients Value Most and Give It to Them Learn Your Clients' Constraints and Work within Them Learn Your Clients' Decision Process and Use It to Your Advantage Learn What Will Happen If Your Clients Accept Your Idea Develop an Effective Hook Problem What Your Clients Will Do without You Succeed with Resistant Clients Overcome the Worst Case Scenario Order your copy now to sell more

Product details

  • Paperback | 232 pages
  • 152.4 x 228.6 x 13.46mm | 412.77g
  • Createspace
  • United States
  • English
  • black & white illustrations
  • 1507883404
  • 9781507883402

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