Selling Is A Mind Game
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Author | : Warren Schoening |
Publisher | : AuthorHouse |
Total Pages | : 124 |
Release | : 2012-02 |
Genre | : |
ISBN | : 1468545922 |
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
Author | : Denise Shull |
Publisher | : McGraw Hill Professional |
Total Pages | : 289 |
Release | : 2011-12-30 |
Genre | : Business & Economics |
ISBN | : 0071761527 |
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.
Author | : Chin-ning Chu |
Publisher | : Simon and Schuster |
Total Pages | : 296 |
Release | : 1991-01-30 |
Genre | : Business & Economics |
ISBN | : 0892563524 |
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.
Author | : Steven Goldman |
Publisher | : Workman Publishing |
Total Pages | : 372 |
Release | : 2005-01-01 |
Genre | : Sports & Recreation |
ISBN | : 9780761140184 |
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.
Author | : Rebecca Piirto |
Publisher | : Probus Publishing Company |
Total Pages | : 280 |
Release | : 1991 |
Genre | : Business & Economics |
ISBN | : |
Author | : Jared Tendler |
Publisher | : JT Press |
Total Pages | : 211 |
Release | : 2021-04-09 |
Genre | : Business & Economics |
ISBN | : 1734030933 |
A step-by-step system for mastering trading psychology. Think about your most costly and recurring trading mistakes. Chances are that they’re related to common errors, such as chasing price, cutting winners short, forcing mediocre trades, and overtrading. You’ve likely tried to fix these errors by improving your technical skills, and yet they persist. That’s because the real source of these mistakes is not technical—they actually stem from greed, fear, anger, or problems with confidence and discipline. If you are like most traders, you probably overlook or misunderstand mental and emotional obstacles. Or worse, you might think you know how to manage them, but you don’t, and end up losing control at the worst possible time. You’re leaving too much money on the table, which will either prevent you from being profitable or realizing your potential. While many trading psychology books offer sound advice, they don’t show you how to do the necessary work. That’s why you haven’t solved the problems hurting your performance. With straight talk and practical solutions, Jared Tendler brings a new voice to trading psychology. In The Mental Game of Trading, he busts myths about emotions, greed, and discipline, and shows you how to look past the obvious to identify the real reasons you’re struggling. This book is different from anything else on the market. You’ll get a step-by-step system for discovering the cause of your problems and eliminating them once and for all. And through real stories of traders from around the world who have successfully used Tendler’s system, you’ll learn how to tackle your problems, improve your day-to-day performance, and increase your profits. Whether you’re an independent or institutional trader, and regardless of whether you trade equities, forex, or cryptocurrencies, you can use this system to improve your decision-making and execution. Finally, you have a way to reach your potential as a trader. Now’s the time to make it happen.
Author | : Michael Calvin |
Publisher | : Vintage |
Total Pages | : 0 |
Release | : 2020-05-28 |
Genre | : Biography & Autobiography |
ISBN | : 9781529110586 |
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.
Author | : Celia Hodent |
Publisher | : Routledge |
Total Pages | : 105 |
Release | : 2020-10-07 |
Genre | : Psychology |
ISBN | : 1000194760 |
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.
Author | : Brian Tracy |
Publisher | : Thomas Nelson Inc |
Total Pages | : 240 |
Release | : 2006-06-20 |
Genre | : Selling |
ISBN | : 0785288066 |
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.
Author | : Geoff Miller |
Publisher | : Byte Level Books |
Total Pages | : 166 |
Release | : 2012-09-15 |
Genre | : Sports & Recreation |
ISBN | : 1618220195 |
“Geoff Miller has devised a virtually flawless program to assist anyone who aspires to become a winning major league player.” —Roland Hemond, 2011 Baseball Hall of Fame Buck O’Neil Lifetime Achievement Award “One of the most remarkable books to come out in years is called Intangibles by Geoff Miller.” —Collegiate Baseball “Intangibles is filled with lessons and tools for helping baseball players in all stages of their development.” —Fredi Gonzalez, Manager, Atlanta Braves “Geoff Miller is insightful in explaining the mental aspect of baseball with real issues, simple terms and practical solutions.” —Dave Littlefield, Chicago Cubs, Special Asst. to the General Manager, Pittsburgh Pirates General Manager (2001-2007) “I am convinced that this book is one of the best compositions written on the mental aspects within the game of baseball.” —College Baseball Lineup “A must read for athletes looking to gain a mental edge or simply better identify their own strengths.” —Bryan Minniti, Assistant General Manager, Washington Nationals Foreword by Vince Gennaro, author of Diamond Dollars: The Economics of Winning in Baseball A must read for all baseball players, coaches, and fans… Mental skills coach Geoff Miller has spent years helping professional baseball players improve their mental toughness—both on and off the field. Now, he’s making these invaluable lessons available to everyone who loves the game of baseball. From high school to the Major Leagues, all baseball players struggle with competition, pressure, and their own personal challenges. This book, through inspiring stories about professional baseball players in various stages of their careers, as well as hands-on tips and questionnaires, will help players evaluate and improve the mental skills that are necessary for that competitive edge. In Intangibles, you’ll find stories, instruction, and practical applications that teach players and coaches how to put forth their best mental games—portrayed through the eyes of those who have experienced those learning moments firsthand in their quests to become Major Leaguers. From a local park’s baseball diamond to dusty minor league dugout benches to the musty concrete tunnels under Major League stadiums, Intangibles meets players where they are, offering specific ways to improve performance and outlook. Players features in the book include Brandon Moss, Nyjer Morgan, Nate McLouth, Ryan Vogelsong, Jason Bay, Adam LaRoche, Matt Capps, among others. Whether you hope to be a big league player someday, or whether you simply want to play your best game, this book is essential for all athletes who want to learn how to overcome fear, build confidence, and develop a mental framework for success.