Whoever is pushing them is just trying to sell “you’ something – “Follow me, I’m the Pied Piper. I’ll make you rich, by persuading you to do what I’m going to do to you.”
Instead I’ll encourage you to go to school and take the Psychology class and the Communications class.
Those sales coaching books might offer tactics, and will certainly offer tools to make you feel good about yourself when prospects don’t buy.
The Psychology class will teach you about Behavioural Analysis – how different personality types are likely to react, and how to engage with them. Lets face it. When we go on the first call we have no idea what we’re facing. An understanding of how to recognize particular personality profiles, and know how they’re likely to react to what we might do, would be a secret weapon for anybody in sales.
Knowing how a prospect thinks is only part of the answer. The other part is knowing how to communicate with this particular individual – hence the Communications class.
Sales people who take the trouble to understand how individuals think and react, and be able to custom fit their approach to the individual, are equipped to be successful with each and every prospect, and their management.
They’ll also be popular at the Country Club.
So which would you prefer? A book which helps you feel good about losing, or classes which equip you for getting on with everybody?
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