Summary of The Psychology of Sales Success

Learn to Think Like Your Customer to Close Every Sale

McGraw-Hill, more...

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The Psychology of Sales Success book summary
Gain insight into the human psyche to understand how to become a better person – and an even better salesperson.


8 Overall

9 Applicability

7 Innovation

7 Style


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.


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...
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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.

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