Selling is a mental process. You can’t use a physical force on a customer, neither you can hypnotize her to buy from you. The sale must take place first in your mind, second in the mind of the customer, and third in the agreement reached. To influence customer’s mind you need to learn more about the psychology. You need to learn how minds operate – your mind and your customer’s mind. This is the beginning of power in selling.
Selling is fundamentally a question of influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker.
You have learned that the five senses are sight, hearing, touch, smell, and taste. These five senses may be called the avenues to the mind. It is impossible for any sensation to reach the objective mind except through one of the five senses.
In learning to control the mind of the buyer, it is essential that you learn to appeal to each of the five senses successfully and to develop your own by 24 practical exercises.
This book will show you how to train your senses and develop a mind control; this is a study of the five senses and the manner in which they influence the mind, and a constant effort to apply in practice what you have learned.
You will learn:
– what is legitimate mind-control
– 7 exercises for the eye
– 8 exercises for the hearing
– 5 for touch, 2 for the smell, and 2 for taste
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