Summary of The Psychology of Sales Success

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

The Psychology of Sales Success book summary
Start getting smarter:
or see our plans

Rating

8 Overall

9 Applicability

7 Innovation

7 Style

Recommendation

As publisher of Selling Power magazine, Gerhard Gschwandtner interviewed many human-psyche experts and then related their insights to the sales profession. Now, he shares his findings to explain what makes you and your customers tick. He offers techniques for improving your people skills and strengthening your relationships. Readers will learn the characteristics and personality traits of successful people, whom the author calls “super-achievers.” He also covers methods for coping with the emotions generated by the dark side of sales – rejection, frustration, helplessness and anger. getAbstract recommends this book to salespeople and managers, and to anyone who wants to take a peek at other people’s inner workings.

In this summary, you will learn

  • How to better understand your customer, yourself, and the dynamics of success and successful people;
  • How to listen well, match your sales style with your prospect’s personality and handle confrontation; and
  • How to manage and overcome anxiety, disappointment and burnout.
 

About the Author

Gerhard Gschwandtner is the creator and publisher of Selling Power, a sales magazine with a readership of more than 200,000 people in 67 countries. The Austrian-born sales trainer has worked in sales and marketing for more than 30 years.

 

Summary

It’s All in Your Attitude
Having a gloomy outlook is not only bad for you – it’s bad for business. Studies show that salespeople who have good attitudes sell as much as 37% more than those who don’t. To attain this elusive positive outlook, assess your attitude by asking yourself a few...

Get the key points from this book in 10 minutes.

For you

Find the right subscription plan for you.

For your company

We help you build a culture of continuous learning.

 or log in

Comment on this summary

More on this topic

By the same author

Customers who read this summary also read

More by category