Practical Sales Psychology

Good sales people are good sales psychologists. The 'natural' sales people in the business world understand their prospect’s reactions to their sales approach and adapt their behavior to suit their prospect's style, mood and situation. For the vast majority of us who are not naturals, we need to learn how to recognize the impact of emotions, know how to react to different prospect personalities and alter our behavior at every step as we work towards the sale.

This is a practical and comprehensive guide to essential sales psychology. It helps you to understand your own personality and provides advice on how to classify and respond to each type of prospect that you encounter, the role of emotions in the sales process and suggestions for personal development once you understand the strengths and weaknesses of your own personality as a salesperson.