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Pathways to Sold


Pathways To Sold

The Science Behind the Sale

This book, which is written for people in the Selling Profession, makes every attempt to get behind the sale. The analysis in this text will give a salesperson insight into the dynamics that take place during the selling process. The insights herein will allow managers and sales trainers to glean new perspectives on some of the complexities they see in their salespeople or students so that they can help them achieve greater heights. In addition, those same complexities are just as often seen in the customer; hence, that perspective, as presented to the salesperson, is analyzed as well. There are relatively few texts currently available that examine the science inherent to the art of selling. Pathways to Sold is one of them. Indeed, not many books study the role of the relevant components of the Central Nervous System as they apply to a sales situation. The insights in this text stem from a study of such factors as the fight or flight response to a selling situation, the locus of control aspect, and other psychological components. In this context, the role of stress, anxiety, and the individual reactions to those kinds of encounters, which lead to performance differentials on the sales board, are examined. In addition, categories of personality types are studied in the context of various selling scenarios. The role of dominant and subordinate personalities, as the contribute to the sales call are also examined.

By studying the science that is at play during a sales call, Pathways to Sold does not merely look at the reluctance to cold-call or to close, but at the underlying psychological and emotional causes of that reluctance. When noting that mishandled objections costs sales, for instance, this text also speaks to the personality traits that interfere with overcoming the objections of certain customers, and it also addresses the customer's underlying reasons for those objections. Moreover, this study does not merely speak to the fears and anxieties that sabotage sales (regardless of whether it is the customer or the salesperson that triggers those emotions), but attempts to address the etiology of those fears and anxieties. This book also brings into play some of the psychological underpinnings of personality traits that see some sales reps excel while others struggle for the occasional deal. Anecdotes are included to enable the reader to view the espoused theory in a selling context.

This book is particularly sensitive to salespeople on commission alone. They are reminded of the importance of making the best possible move at every given moment; their need to recognize and avoid self-defeating behavior is also reinforced; the importance of retaining control of their sales calls is emphasized as well; and the courage to make the difficult decisions that so many sales reps are afraid to make is called upon repeatedly. By giving the reader insight into the science behind the dynamics that often creep into a sales call, a whole new world of selling opportunities opens up.

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