Home » Selling Is a Mind Game by Warren Schoening
Selling Is a Mind Game Warren Schoening

Selling Is a Mind Game

Warren Schoening

Published February 13th 2012
ISBN : 9781468545920
Hardcover
124 pages
Enter the sum

 About the Book 

Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling.This book provides a straightforward presentation by addressing which skillMoreSelling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling.This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development.DECISION-MAKING IS A MENTAL PROCESSA favorable setting and relaxed atmosphere is desirable- however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyers mind. Sales conversations and presentation material must parallel how buyers mentally process information.DISCOVER THE DECISION-MAKING PROCESSSelling Is a Mind Game focuses on the buyers decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques.IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHSEach selling discipline/technique has a specific objective and is aligned with the buyers mental process, which guides the sales conversation, and a proposal toward a positive buying decision.ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES:THE ART OF PERSUASION Ability to influence othersRULE OF 80FUD FACTOR Fear-Uncertainty-DoubtSELLING LANDSCAPE Understand how the game is playedFEATURES & BENEFITS Features Tell-Benefits SellTAKING THE SALES STAGE>br /> Superstar vs. AverageBUYING SIGNALS Know when to closeWHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up