Ask HN: Consumer/sales psychology – any good recommendations?

[mrt000]

I would like to get more into the topic of sales psychology and get a better connection with my clients but have no idea which books/sources are worth it and which to choose first. Do you have any recommendations? Particularly I'm looking for books but any other sources will be appreciated :)

[Minor49er]

I'd try shadowing your clients. Have discussions/sessions with them on occasion where you investigate their goals, what benefits your service brings to them, and any frustrations that they have generally in hitting their goals.

"The Customer-Driven Playbook: Converting Customer Feedback Into Successful Products" by Travis Lowdermilk and Jessica Rich might be a good option for what you're trying to accomplish

[mrt000]

Thank you, I will note that and definitely implement.

[DeanWormer]

The only sales book I really liked was How You Make the Sale by Frank McNair https://www.amazon.com/How-Make-Sale-Frank-McNair/dp/1402204...

A lot of sales books teach Jedi mind tricks and "tricks to close" and crap like that. This is much more practical. It walks you through a customer's buying process and shows how you can map that to your sales process. I find that making a better connection with my clients comes from putting their best interest first and being a good person. No need for psychology or tricks. Once you understand the buying process, and you understand the products/services you're selling, you're good to go.

[mrt000]

Thank you for the advice, will also note that. I think that's my problem as well, making a true connection with my clients.. Thanks for the book recommendation :)

[warrenm]

I've also written a couple short somewhat related blog posts:

- https://antipaucity.com/2013/10/22/unsales/#.Yd8TeixOlAc

- https://antipaucity.com/2013/10/25/what-should-a-professiona...

- https://antipaucity.com/2012/08/10/the-failure-of-technical-...

[sigmaprimus]

How to Win Friends and Influence People by Dale Carnegie - https://en.wikipedia.org/wiki/How_to_Win_Friends_and_Influen...

[mrt000]

Thank you :)

[kandruszkow]

Besides all of the already listed options I liked this one: "Decoding the New Consumer Mind: How and Why We Shop and Buy" by Kit Yarrow https://www.amazon.pl/Decoding-New-Consumer-Mind-Shop/dp/111...

[mrt000]

Thank you!

[warrenm]

Never Split the Difference by Voss - https://smile.amazon.com/Never-Split-Difference-Negotiating-...

[warrenm]

Presuasion by Cialdini - https://smile.amazon.com/Pre-Suasion-Robert-Cialdini-Ph-D-au...

[mrt000]

Thank you!

[warrenm]

sure thing :)

[jkristobans]

You might like (or maybe love) this newsletter https://customercamp.co/newsletter/.

[mrt000]

Signed up! Thanks :)