The last time you purchased a product or service, did you rationalize that purchase, or was it more of an emotional decision? You may be surprised to realize that the vast majority of people when making a purchase decision, buy on emotion and then later rationalize their decision with logic. Knowing this and many other psychological reasons that sales work (and don’t work) will help you enjoy a long career as a very successful salesperson, no matter if what you’re selling is a physical product, an intangible product, or a service.

Salespeople have been using human psychology to their benefit to close sales for hundreds of years. Since the days of the ubiquitous “snake oil” salesmen, the way the brain works in response to negotiation and purchase has been examined in depth to figure out exactly how and why we respond to an offer in the manner that we do.

Luckily for everyone involved - salespeople and prospects - we’ve advanced to a point where we can sell without being deceptive, simply by matching the prospects’ wants, needs, and desires to the product, service or ideas we’re selling. You will learn some simple techniques for doing this and more.

The very best salespeople have always been the ones who use their intuition and empathy to learn about their prospects both as a group and individually. They generally have an open mind and a wide-open view of the world. Top salespeople enjoy learning new things that directly oppose their own views, and they love a good debate. The ability to study each potential buyer and respond immediately and appropriately to their verbal and physical cues is essential to anyone who depends on sales for their livelihood.

In this course, we will take a look at the history of psychology in sales, what makes psychology so important in sales, and the key strategies we can utilize to best close the deal. We’ll also discover how to best use psychology and reverse psychology in our negotiations with prospects.

In our current societies, we are being sold to nearly every waking minute of the day. By homing in on the major aspects of the psychology of sales, you’ll find that you are received more warmly, that you sell more of what you’re offering, and that you are more fulfilled while selling it!

All of this leading up to a greater sense of accomplishment and, of course, higher personal income.