Luckily for sales managers, a raft of psychology majors decide to specialize in consumer psychology. Thanks to their efforts we have an excellent collection of sales books on how consumers think, feel, reason, and choose. To get into the heads of your customers, check out three of the best sales psychology books written by experts in the field.
Best sales psychology book to snag online shoppers
In her acclaimed sales book, Decoding the Consumer Mind: How and Why We Shop and Buy, author and consumer psychologist Kit Yarrow, Ph.D. reveals fascinating new insights into how online shopping changes the brain. After conducting hundreds of interviews with modern consumers, Dr. Yarrow discovered that internet shopping is an intensely emotional experience. She delves into the sales trends that drive consumers into deep relationships with products and services online. Dr. Yarrow’s book is ideal for marketers looking to connect more effectively with (and, let’s say it, own) online consumers.
Best sales psychology book to hook addictive personalities
Ever wonder why we can’t get enough of some products but with others we could care less? In his sales book, Hooked: How to Build Habit-Forming Products, author, Forbes contributor and Stanford MBA graduate, Nir Ayal explores human behavior to help sales managers create habits in their consumers that stick. His sales book offers action steps to market products people will keep buying again and again. Ayal also suggests techniques founded in human behavior to maximize the effectiveness of social media for your business.
Best sales psychology book to blow up your assumptions about sales
Global Guru’s No. 1 branding expert of 2014, Martin Lindstrom undertook a three-year, seven-million-dollar neuromarketing study to complete his sales book Buyology. Lindstrom observed the brains of 2,000 volunteers from all around the world as they encountered various ads, logos, commercials, brands, and products. The results were astonishing. Many of his findings are the opposite of what you’d expect. Check out Buyology to find out why sex doesn’t actually sell, how warning labels on cigarettes encourage smoking, and how iPods trigger our mating instincts.
Best sales psychology book for aspiring kajillionaires
With over 30 years of writing and speaking to successful sales managers, Brian Tracy provides practical guidance on the consumer mind in his sales book The Psychology of Selling: Increase Your Sales Faster and Easier than You Ever Thought Possible. Developing a powerful sales personality and understanding the psychology of your consumer is more important than any sales technique or trick, according to Tracy. Even better, the ultimate goal of Tracy’s book is for you, salesperson extraordinaire, to become extravagantly wealthy.
You don’t have to be a professional psychologist to get great results in sales, but you can certainly learn a thing or two from our Freudian friends.
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