| Description |
1 online resource |
| Note |
Includes index. |
| Summary |
Why do some salespeople close deals like crazy, and others usually only get doors closed in their faces? For example ... Salesman Joe routinely writes deals on homes worth over $3 million ... while poor Bill bangs his head against the wall trying to sell $24 cell phones. Lindsay wins awards for moving the most $380,000 Rolls Royce Phantoms during the slow summer months ... while poor Buffy got fired because she couldn't persuade more business owners to try her $79 a month coffee-delivery service. These four salespeople have great personalities, firm handshakes and excellent prospecting and follow-up skills, but the difference in their performance is staggering. This book takes readers on a fascinating tour inside their prospects' minds and teaches 21 powerful techniques of consumer psychology that really work. Plus, dozens of real-life scripts show reacers exactly how to incorporate them into their own sales presentations. -- Edited summary from book. |
| Subject |
Selling -- Psychological aspects.
|
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Marketing -- Psychological aspects.
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Consumers -- Psychology.
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Consumer behavior.
|
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Vente -- Aspect psychologique. |
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Marketing -- Aspect psychologique. |
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Consommateurs -- Comportement. |
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Consommateurs -- Psychologie. |
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Consumer behavior |
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Consumers -- Psychology |
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Marketing -- Psychological aspects |
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Selling -- Psychological aspects |
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Commerce. |
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Business & Economics. |
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Marketing & Sales. |
| Added Title |
21 hidden principles of consumer psychology for winning new customers |
|
Twenty-one hidden principles of consumer psychology for winning new customers |
| Other Form: |
Print version: Whitman, Drew Eric. BrainScripts for sales success. New York : McGraw-Hill Education, [2015] 9780071833608 (DLC) 2014027054 (OCoLC)876003583 |
| ISBN |
9780071834070 (electronic bk.) |
|
0071834079 (electronic bk.) |
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