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The Psychology Of Selling: Finding Motivation And Deflecting Rejection

CHICAGO - Dan Seidman has a degree in psychology, and it factors into many of the sales principles he's spent decades crafting. Take the idea of gain vs. pain. It's one of the core messages in Seidman ... read more

Outbound Call Center Tips: Do Agents Need To Learn The Psychology Of Selling?

Do outbound agents need to learn the psychology of selling? As salespeople, yes, they do. When you ask a veteran outbound agent to give you some outbound call center tips, specifically about selling, ... read more

SUGGESTION USED IN SELLING GOODS; What Is Called Psychology Is Less Complex Than the Term Would Indicate.

This is a digitized version of an article from The Times’s print archive, before the start of online publication in 1996. To preserve these articles as they originally appeared, The Times does not ... read more

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Understand the psychology of selling

FAIRBANKS — The holidays are upon us. We are faced with longer lists of thing to buy, a limited amount of time to shop and a limited amount of money. Stores are trying to maximize their profits. There ... read more


The Psychology of Selling a $64,950 Bed

“Who Would Pay $64,950 for a Bed?” That’s what the ad for one small manufacturer asks. The full page spread is in the June issue of Dwell magazine. I already knew my answer to its question (ummh, ... read more

Review of The psychology of selling life insurance.

Reviews the book, The psychology of selling life insurance by Edward K. Strong (1922). The book is based, like so many others (e.g., Instincts in Industry, The Psychology of Advertising, Influencing ... read more

The making and breaking of relationships

“I would have to say that, to me, trying to define love is like trying to define other ineffable concepts like truth or God,” states Dr. Melissa Bayne of UC Berkeley’s psychology department ... to ... read more

STRATEGIES; The Psychology of Selling Losers

AFTER a coin comes up four heads in a row, what will happen on the fifth flip? Many people mistakenly say the odds strongly favor its coming up tails, because, they figure, tails must be overdue. In ... read more

The psychology of selling

Think Indie, Drink Indie’s opening discussion explored ways in which merchants can best use merchandising, marketing and experiential events to maximise sales potential. Access to this article is ... read more

Review of The psychology of selling and advertising.

Reviews the book, The psychology of selling and advertising by Edward K. Strong. In The Psychology of Selling and Advertising by Edward K. Strong we find offered several new and important changes in ... read more

The Psychology of Selling

Leigh Ashton is the author of iSell and head of The Sales Consultancy. She specializes in helping people incorporate psychology alongside technical selling skills – leading to positive changes to ... read more



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