Using Insights from Psychology to Increase Sales and Develop Better Business Relationships
Overview
Strategies for sales success--using the principles of behavioral
psychology.
"What's the most important factor in becoming a successful salesperson?
Is it ambition and drive? Maybe it's enthusiasm. Or, maybe, success in
sales just boils down to good old-fashioned hard work.
While all of these things no doubt contribute to sales success, the real
key, according to David Snyder, is understanding and knowing how to read
different personality types--including one's own. How to Mind-Read Your
Customers, which is based on Snyder's popular seminar, shows readers how
to use the principles of behavioral psychology (made easy and
accessible) to master the art and science of salesmanship. Using the
book's wealth of useful ideas and tools, readers will:
* Gain insight into their own personalities
* Identify their strengths and weaknesses
* Gain a better understanding of themselves
* Understand and relate better to others
* Size up people as early as the first phone conversation
* Improve relationships with customers
* Enhance teamwork
* Eliminate mistakes in communication
* Make a great first impression
* Increase sales!
Innovative and empowering, yet down-to-earth and humorous, this book is
an invaluable resource for anyone in sales, marketing, or customer
service on how to take selling skills to the next level."
About the Author
David P. Snyder is Chairman and CEO of Snyder, Inc., and specializes in
new business strategy implementation and training for a national client
base. He also runs businesses in fields as diverse as marketing
strategy, sales training, education research, curriculum development,
and entertainment. He resides primarily in North Carolina.
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Table of Contents
"1. Salesmanship as an Art and a Science
2. The Basics of Customer Psychology
3. The Two Types of People in This World
4. Dynamic People
5. Rules of the Invisible Checkmate: How to Sell to the Driven Person
6. Togetherness, Harmony, and Universal Friendship: How to Sell to the
Influential/Sociable Person
7. How to Protect Yourself from Guilt and Anxiety
8. Discerning People
9. Taking Care of the Golden Goose: How to Sell to a Conscientious Person
10. Winning the Hearts of the Salt of the Earth: How to Sell to a
Steadfast Person
11. Portrait of the Artist as a Young Business Person
12. How to Integrate Sales, Marketing, and Customer Service:
Billion-Dollar Tips from a Guy Who's Been There"
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