The Real Hidden Psychology of Selling

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The REAL Psychology of Selling

• A presentation by Frank RumbauskasNew York
  Times Best-Selling Author
• www.NeverColdCall.com

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What is Selling?
SELLING IS NEGOTIATION! In fact, all sales
activities are negotiation, from the obvious
haggling over price all the way down to asking
for an appointment, or even for a contact name.
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POWER IN NEGOTIATION In every negotiation, the
person with the power wins. This is true 100 of
the time, with no exceptions ever. In sales,
winning means making a sale. To a prospect, it
means saying no and getting rid of us, or
buying, but at a cut-rate discount price and
lower commission for us.
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WHO HAS THE POWER? The person in power is the
one with the ability to fulfill a need and say
either yes or no. The person who is in need,
who is at the mercy of the one who can say either
yes or no, DOES NOT have the power! How does
this play out in sales?
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WHO HAS THE POWER? The one who is approached has
the power. A salesperson who cold calls a
prospect identifies himself as saying I need a
sale, the prospect can then say either yes or
no, and its all over! The salesperson doesnt
have the power and has given it to the prospect!
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GETTING THE POWER When a prospect calls a
salesperson, on the other hand, and says, Can
you meet with me? We may need your product, the
salesperson then has the power! The prospect has
said, I need something, and the salesperson can
now fulfill that need! A sale will be made, and
at a fair price and good commission.
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GETTING PROSPECTS TO CALL YOU INSTEAD OF YOU
CALLING THEM IS THE SECRET TO POWER IN SELLING!
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If you avoid low-power sales techniques like cold
calling, and can get prospects to call YOU
instead, you will become a sales superstar!
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Thank You For Reading!
For a FREE 37-page PDF preview of the Never Cold
Call Again system, please visitwww.nevercoldcall.
com