summary of The Psychology of Selling
To be a good salesperson, you need to know how people think and be a trusted advisor. Learn these rules to greatly boost your sales.
7 Important Psychological Rules for Selling:
1. The Law of Cause and Effect
There are certain actions that lead to sales success, such as prospecting, presenting, and closing.
“Top salespeople don’t get lucky; they use systems that have worked for others.”
2. The 80/20 Rule for Sales
Twenty percent of customers make up eighty percent of sales.
Twenty percent of activities lead to eighty percent of results.
Concentrate on tasks and clients that are worth a lot of money and time.
3. The 3 Keys to Sales Success: Knowing Your Product and Market
Skill (the process of selling)
Attitude (always being positive)
4. The 7-Step Selling Process: Finding Leads → 2. Getting to Know Someone 3. Finding out what people need
5. Answering Objections After Presenting Solutions
7. Getting Referrals to Close the Sale
5. The Power of Buying Signals When prospects:
Ask a lot of questions
Take care of the product
Talk about prices and payments. → Stop talking and start closing
6. Dealing with objections using the “Feel-Felt-Found” method: “I get how you feel… Many other people felt the same way. We found that…
7. The 10X Closing Rule
Most salespeople ask one or two closing questions.
The best ask 10 to 12 times in different ways.
Psychological Triggers That Increase Sales:
✅ Reciprocity (Give value first)
✅ Social Proof (Testimonials/client logos)
✅ Scarcity (Limited-time offers)
✅ Authority (Industry expertise)
✅ Consistency (Get small “yes” commitments)
✅ Liking (Similarity and compliments)
Brian Tracy’s Golden Rule: “People don’t buy for your reasons; they buy for their reasons.”
Why Should You Read This Book?
To go from taking orders to strategic selling, you need to understand how buyers make decisions.
Just Right For:
Salespeople of all levels
Business owners who need to sell more
Anyone who wants to convince people better