Selling Is a Mind Game

Selling Is a Mind Game

Author: Warren Schoening

Publisher: AuthorHouse

Published: 2012-02

Total Pages: 124

ISBN-13: 1468545922

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Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling. This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development. DECISION-MAKING IS A MENTAL PROCESS A favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyer's mind. Sales conversations and presentation material must parallel how buyers mentally process information. DISCOVER THE DECISION-MAKING PROCESS Selling Is a Mind Game focuses on the buyer's decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques. IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHS Each selling discipline/technique has a specific objective and is aligned with the buyer's mental process, which guides the sales conversation, and a proposal toward a positive buying decision. ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES: THE ART OF PERSUASION Ability to influence others RULE OF "80" FUD FACTOR Fear-Uncertainty-Doubt SELLING LANDSCAPE Understand how the "game" is played FEATURES & BENEFITS Features Tell-Benefits Sell TAKING THE SALES STAGE Superstar vs. Average BUYING SIGNALS Know when to close WHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up


A Mind for Sales

A Mind for Sales

Author: Mark Hunter, CSP

Publisher: HarperCollins Leadership

Published: 2020-03-31

Total Pages: 240

ISBN-13: 1400215765

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For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.


Market Mind Games: A Radical Psychology of Investing, Trading and Risk

Market Mind Games: A Radical Psychology of Investing, Trading and Risk

Author: Denise Shull

Publisher: McGraw Hill Professional

Published: 2011-12-30

Total Pages: 289

ISBN-13: 0071761527

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Seize the advantage in every trade using your greatest asset—“psychological capital”! When it comes to investing, we're usually taught to “conquer” our emotions. Denise Shull sees it in reverse: We need to use our emotions. Combining her expertise in neuroscience with her extensive trading experience, Shull seeks to help you improve your decision making by navigating the shifting relationships among reason, analysis, emotion, and intuition. This is your “psychological capital”—and it's the key to making decisions calmly and rationally during the heat of trading. Market Mind Games explains the basics of neuroscience in language you understand, which is the first tool you need to manage the emotional ups and downs of the trading. It then provides you with a rock-solid trading system designed to take full advantage of your emotional assets.


Mind Game

Mind Game

Author: Steven Goldman

Publisher: Workman Publishing

Published: 2005-01-01

Total Pages: 372

ISBN-13: 9780761140184

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An account of the 2004 winning season of the Red Sox debunks popular myths and provides statistics and commentary on players and teams to explain how baseball games are won.


The Psychology of Selling

The Psychology of Selling

Author: Brian Tracy

Publisher: Thomas Nelson Inc

Published: 2006-06-20

Total Pages: 240

ISBN-13: 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.


Mind Game

Mind Game

Author: Michael Calvin

Publisher: Vintage

Published: 2020-05-28

Total Pages: 0

ISBN-13: 9781529110586

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Eye-opening contributions from the stars of game make this a powerful, groundbreaking investigation into the mind of the professional golfer. The perfect gift for Father's Day. * SHORTLISTED FOR THE TELEGRAPH SPORTS BOOK AWARDS * Professional golf is the most remorseless of sports, unique in the complexity of its demands. Technical perfection must be produced in short, concentrated bursts of synchronised movement. Huge mental strength is required. Why, then, do we know so little about what it takes to succeed - even survive - at the highest level? What separates the good from the great? What are the rituals of preparation and execution? How does an elite team come together? In a truly groundbreaking exposé of professional golf, Michael Calvin and Thomas Bjorn - captain of the 2018 European Ryder Cup Team - capture the distinctive nature of the game, and the principles and philosophies of players who dominate the world rankings. With unprecedented access to the European Tour players, and in-depth interviews with the European Ryder Cup team, Calvin reveals a sport which operates entirely within the finest margins of excellence.


Asian Mind Game

Asian Mind Game

Author: Chin-ning Chu

Publisher: Simon and Schuster

Published: 1991-01-30

Total Pages: 296

ISBN-13: 0892563524

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Analysis of how Chinese thought and culture have affected Japan, Korea, and Taiwan, and how Japanese conquest and culture have had their effect on the rest of Asia.


The Psychology of Video Games

The Psychology of Video Games

Author: Celia Hodent

Publisher: Routledge

Published: 2020-10-07

Total Pages: 105

ISBN-13: 1000194760

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What impact can video games have on us as players? How does psychology influence video game creation? Why do some games become cultural phenomena? The Psychology of Video Games introduces the curious reader to the relationship between psychology and video games from the perspective of both game makers and players. Assuming no specialist knowledge, this concise, approachable guide is a starter book for anyone intrigued by what makes video games engaging and what is their psychological impact on gamers. It digests the research exploring the benefits gaming can have on players in relation to education and healthcare, considers the concerns over potential negative impacts such as pathological gaming, and concludes with some ethics considerations. With gaming being one of the most popular forms of entertainment today, The Psychology of Video Games shows the importance of understanding the human brain and its mental processes to foster ethical and inclusive video games.


The Psychology of Investing

The Psychology of Investing

Author: John R. Nofsinger

Publisher: Routledge

Published: 2016-07

Total Pages: 161

ISBN-13: 1315506564

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A supplement for undergraduate and graduate Investments courses. See the decision-making process behind investments. The Psychology of Investing is the first text of its kind to delve into the fascinating subject of how psychology affects investing. Its unique coverage describes how investors actually behave, the reasons and causes of that behavior, why the behavior hurts their wealth, and what they can do about it. Features: What really moves the market: Understanding the psychological aspects. Traditional finance texts focus on developing the tools that investors use for calculating risk and return. The Psychology of Investing is one of the first texts to delve into how psychology affects investing rather than solely focusing on traditional financial theory. This text’s material, however, does not replace traditional investment textbooks but complements them, helping students become better informed investors who understand what motivates the market. Keep learning consistent: Most of the chapters are organized in a similar succession. This approach adheres to following order: -A psychological bias is described and illustrated with everyday behavior -The effect of the bias on investment decisions is explained -Academic studies are used to show why investors need to remedy the problem Growing with the subject matter: Current and fresh information. Because data on investor psychology is rapidly increasing, the fifth edition contains many new additions to keep students up-to-date. The new Chapter 12: Psychology in the Mortgage Crisis describes the psychology involved in the mortgage industry and ensuing financial crisis. New sections and sub-sections include “Buying Back Stock Previously Sold”, “Who Is Overconfident,” "Nature or Nurture?”, "Preferred Risk Habitat," "Market Impacts," "Language," and “Reference Point Adaptation.”


Success Is a Mind Game

Success Is a Mind Game

Author: Valentina Kordi

Publisher: Independently Published

Published: 2019-04-06

Total Pages: 170

ISBN-13: 9781092887823

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"Success is a mind game: How to achieve your business and professional goals by changing not only your own mindset and behavior but also your team's", is a book for you, who realizes that in order to conquer anything in the professional field, your business or your career and live a happy and fulfilling professional life, you should first start from your mindset and search, there, the motivation that will help you reach the top, and discover the mental obstacles that you put on yourself and sabotage your success.This book is for you, who want to: -Acquire high self-confidence as a professional.-Have a clear vision of what you want in your professional life.-Know how to motivate yourself at any time to get high performance and productivity.-Make the best possible choices that will lead you to success.-Acquire excellent team leadership skills, even if you are new to this role.-Communicate effectively with others in the work environment and to enjoy their appreciation and admiration.-Create a happy work environment, which will "work" for you and your colleagues and finally, -Make success and happiness inevitable.