The New Psychology of Persuasion and Motivation in Selling

From the publisher: "The product benefits you are stressing on your sales calls may be psychologically 'wrong' for your prospects - while other benefits, that seem minor to you, may be psychologically 'right' for them. The stated reasons a man gives you for not buying your product are usually NOT his real reasons. The mental 'image' a prospect has for your product often bears little relation to what the product actually is...yet this image determines whether or not you get the order. In this book you'll discover: The motives that appeal to a person more than money, why price alone is NOT and never will be the decisive selling point, why most buyers consistently lie about their reasons for saying 'no', why 'calling back' s often just a waste of time, the one simple thing that distinguishes a 'weak closer' from a 'strong closer', how the results of 'incentivizing' can be made permanent, the one 'gimmick' that executives, housewives, buyers, secretaries and even some salesmen themselves fall for, why the face seldom mirrors the mind, the one fatal error every salesman should avoid...and many others."