Album
The Psychology of Selling
Tracklist
Disc 1
1
Introduction
The Psychology of Selling
5:08
2
The Pareto Principle
The Psychology of Selling
6:24
3
Sales Effectiveness
The Psychology of Selling
6:06
4
The Self-Concept
The Psychology of Selling
5:12
5
High Self-Esteem
The Psychology of Selling
6:09
6
Persistence
The Psychology of Selling
4:48
7
Healthy Personality
The Psychology of Selling
5:30
8
Developing a Powerful Sales Personality
The Psychology of Selling
5:25
9
Sales Personality: Ambition and Empathy
The Psychology of Selling
4:57
10
Sales Personality: Honesty
The Psychology of Selling
5:17
11
Sales Personality: Activity Goals
The Psychology of Selling
5:12
12
Sales Personality: Affirmations
The Psychology of Selling
5:13
13
Sales Personality: Read Every Day
The Psychology of Selling
4:39
14
Sales Personality: What Did I Do Right
The Psychology of Selling
4:03
Disc 2
1
Why People Buy: People Buy for Their Reasons
The Psychology of Selling
4:49
2
Why People Buy: Prestige, Respect, Recognition
The Psychology of Selling
6:14
3
Why People Buy: People Buy Benefits
The Psychology of Selling
4:23
4
Why People Buy: Quality Features and Their Benefits
The Psychology of Selling
6:14
5
Why People Buy: The Spotlight Technique
The Psychology of Selling
6:15
6
Creative Selling: Creativity Is a Matter of Self-Concept
The Psychology of Selling
5:21
7
Creative Selling: Why Does Your Customer Buy?
The Psychology of Selling
6:37
8
Creative Selling: Who Are Your Non-Customers?
The Psychology of Selling
6:24
9
Creative Selling: The 20-Idea Method
The Psychology of Selling
3:20
Disc 3
1
Approaching the Prospect: The First Contact
The Psychology of Selling
5:47
2
Approaching the Prospect: Your Opening Remarks
The Psychology of Selling
6:35
3
Approaching the Prospect: Call and Confirm
The Psychology of Selling
4:45
4
Approaching the Prospect: Visualize Your Outcome
The Psychology of Selling
4:57
5
Approaching the Prospect: Appearance, Voice, Attitude
The Psychology of Selling
5:12
6
Approaching the Prospect: Body Language
The Psychology of Selling
6:27
7
The Sales Process: The Approach Close
The Psychology of Selling
4:24
8
The Sales Process: Buyer Personality Types
The Psychology of Selling
6:58
9
The Sales Process: Relationship Rapport
The Psychology of Selling
3:52
10
The Sales Process: Get Commitments the First Visit
The Psychology of Selling
5:45
11
The Sales Process: Use Open-Ended Questions
The Psychology of Selling
4:18
12
The Sales Process: Presentation Methods
The Psychology of Selling
4:56
13
The Sales Process: The Power of Suggestion Close
The Psychology of Selling
3:50
Disc 4
1
The Psychology of Closing: Plan the Close in Advance
The Psychology of Selling
5:51
2
The Psychology of Closing: Recognizing Buying Signals
The Psychology of Selling
5:01
3
The Psychology of Closing: Major Obstacles to Closing
The Psychology of Selling
4:30
4
When Objections Get in the Way: Closing on Objections
The Psychology of Selling
4:55
5
When Objections Get in the Way: Feel, Felt, Found
The Psychology of Selling
4:52
6
When Objections Get in the Way: Just Suppose Close
The Psychology of Selling
4:08
7
When Objections Get in the Way: Instant Reverse Close
The Psychology of Selling
4:47
Disc 5
1
Winning Closing Techniques 1: The Ascending Close
The Psychology of Selling
6:52
2
Winning Closing Techniques 1: The Invitational Close
The Psychology of Selling
6:05
3
Winning Closing Techniques 1: Never Argue Price
The Psychology of Selling
5:00
4
Winning Closing Techniques 1: Money and Price Objections
The Psychology of Selling
4:44
5
Winning Closing Techniques 1: The Sudden Death Close
The Psychology of Selling
3:20
6
Winning Closing Techniques 2: The Secondary Close
The Psychology of Selling
5:56
7
Winning Closing Techniques 2: The Summary Close
The Psychology of Selling
3:45
8
Winning Closing Techniques 2: The Ben Franklin Close
The Psychology of Selling
5:18
9
Winning Closing Techniques 2: The Relevant Story Close
The Psychology of Selling
7:05
10
Winning Closing Techniques 2: The Lost Sale Close
The Psychology of Selling
5:08
Disc 6
1
Managing Your Time Effectively: Basic Keys for Time Management
The Psychology of Selling
4:54
2
Managing Your Time Effectively: Confirm the Appointment
The Psychology of Selling
5:10
3
Managing Your Time Effectively: Advance Planning
The Psychology of Selling
7:16
4
Managing Your Time Effectively: Make Driving Time Learning Time
The Psychology of Selling
3:36
5
Ten Keys to Success in Selling: Love Your Work
The Psychology of Selling
4:39
6
Ten Keys to Success in Selling: What Is the Most Valuable Use of My Time Right Now?
The Psychology of Selling
5:29
7
Ten Keys to Success in Selling: The Universal Maximum
The Psychology of Selling
5:59