Psychology of Selling This is a book about the psychology and techniques behind successful selling. Written in a direct, hands on way. No waffle or flowery language, just straight forward usable techniques. This book will show you practical sales techniques: How to write and develop a successful sales pitch. How to sell to your client's personality. How to deal rapidly with clients' objections. How to be efficient and maximise your sales. How to motivate yourself. How to analyse your product so you sell the benefits, not the features. Contents   Introduction. Sales Essentials 1. Sales Fundamentals. 2. Select Company and Product. 3. Self Improvement 4. Strategic Planning. 5. Product Preparation. 6. Competitor Analysis. 7. Laws of Influence 8. Client Psychology How people buy Why people buy When people buy - Convincer Strategy What People Buy. Buying Psychology. 9. Sales Skills 1. Rapport 2. Questions. 3. Listening. 4. Positioning 5. Anchors and States 6. Visualisation 7. Test Closing/Checking. 8. Beliefs & Values. 9. Sensory Acuity 10. Congruency 11. Language. 12. Compliments. 13. Pattern Interrupts 14. Time Management 15. Emotional Strength. 16. Affirmations. 17. Responsibility. 18. Ambition. 19. Goals. 20. Honesty. 21. Friendship. 22. Location. 23. Procrastination 24. Fear of Rejection. 25. Fear of Failure 10. Questions Daily Preparation 11. Problem Resolution 12. Goals Statistics Goal Setting 13. State Management 14. Time Management 15. Client List. 16. Specific Client Strategies Telephone Call Preparation 17. Script Preparation. Affirmations Rehearsals 18. Call Block Time Telephone Calls 19. The Telephone Call. 20. The Switchboard operator. 21. Gatekeepers. 22. Voice Mail 23. Post Call Analysis The Sales Call 24. Motivation Psychology. 25. Sales Strategy 26. Sales Call Preparation. 27. Active Listening 28. Sales Scripts 29. Sales Opening. 30. Sales Questions. 31. Sales Call Opening. Presentation Details 32. Closing 33. Negotiation Boundaries 34. Benefits. 35. Objections Handling objections Diminishing Objections Types of objections. Price Objections End Of Sales Call 36. Referrals 37. Testimonials 38. Piggy Back Sales Opportunities. After Sales 39. Update Diary And Statistics. 40. Follow Up – Acknowledgement.