Sales Management (The Brian Tracy Success Library)

SIX

The Psychology of Sales Success

Perhaps the greatest discovery in psychology in the twentieth century was the discovery of the self-concept. It turns out that there is a direct relationship between the self-concept of the salesperson (i.e., what the salesperson thinks, feels, and believes about himself) and the person’s level of sales performance.

People sell effectively to the exact degree to which they consider themselves to be good at selling. Top salespeople not only like to sell, but they consider themselves to be excellent at the profession of selling. As the result of this self-concept, they sell vastly more than those who may doubt themselves and their ability.

Multiple Self-Concepts

People also have a self-concept for how much money ...