Publisher's Synopsis
""The Mind of the Buyer: A Psychology of Selling"" is a comprehensive guide to understanding the psychology of buyers and how to effectively sell products or services to them. Written by Harry Dexter Kitson, a renowned psychologist and sales expert, this book explores the various factors that influence a buyer's decision-making process, including their emotions, beliefs, and values.The book is divided into several sections, each covering a different aspect of the psychology of selling. The first section focuses on the basics of selling, including the importance of building rapport with buyers, understanding their needs, and presenting products or services in a way that resonates with them.The second section delves deeper into the psychology of buyers, exploring the various factors that influence their decision-making process. This includes their motivations, fears, and desires, as well as their attitudes towards risk and uncertainty.The third section of the book provides practical advice on how to use this knowledge to improve your sales techniques. This includes tips on how to build trust with buyers, how to overcome objections, and how to close deals effectively.Throughout the book, Kitson draws on his extensive experience in both psychology and sales to provide real-world examples and case studies that illustrate his points. Whether you're a seasoned sales professional or just starting out, ""The Mind of the Buyer: A Psychology of Selling"" is an invaluable resource for anyone looking to improve their sales skills and increase their success in the marketplace.One Of The First Attempts To Apply The Insights Of Scientific Psychology To The Arts Of Salesmanship; Including Also An Important Early Study Of Readability As Applied To Marketing And Advertising. The Author Was Professor Of Psychology In Indiana University. Contents: The Stream Of Thought In The Sale. Important Factors In Attracting Attention. The Influence Of Repetition. Selling To The Collective Buyer. How To Arouse Interest In A Commodity. Good Feeling A Requisite. The Imagination Of The Buyer. Desire. Confidence And Good Will. The Power Of Reason. Instinctive Factors. Suggestion In The Sale. The Psychological Moment. Satisfaction The Goal.This scarce antiquarian book is a facsimile reprint of the old original and may contain some imperfections such as library marks and notations. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world's literature in affordable, high quality, modern editions, that are true to their original work.
