Top Salespeople Deftly Tap the Emotions of Fear and Hope To Sell More and Sell Faster

Successful salespeople often have skills more akin to psychologists and actors rather than those of typical business people. According to a recently completed four-year research study into effective sales performance, political skills – that is, “people” skills rather than technical business skills - are what you should be honing if you want to exceed your sales quota.

The study reveals that top salespeople understand what the famous psychoanalyst, Sigmund Freud, taught more than half a century ago – that people are motivated by pleasure and pain.

A 47-page excerpt of the results of the study titled The 7 Deadly Sins of Selling is available free at http://www.7SellingSins.com.

The study was conducted in conjunction with the not-for-profit, Sales Career Training Institute (http://www.SalesCareerTraining.com), which enabled the researchers to observe over 14,000 sales calls and question buyers regarding their reactions to different sales techniques. In addition to interviews, the researchers conducted a series of 27 surveys over a three-year period to explore how to increase success in sales.

“The first thing you must do if you want to be successful in sales is understand why people don’t buy,” says Paul Borgese, chief researcher and author of the book, FEAR Selling. “In other words, you have to understand what their fears are.”

Borgese continues, “Then you have to tap into their deepest desires. You have to learn how to empathize and uncover their greatest hopes. Only then will you be able to make the connection necessary to sell consistently.”

Select results of the study also are available free when you subscribe to the FEAR Selling Newsletter at http://www.FEARSellingNewsletter.com.

The complete results of the study have been published as a 294-page electronic book titled FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs. The book, which is available at http://www.FEARSelling.com, includes over 168 field-tested sales techniques that have been tested across a wide variety of industries.

About The FEAR Marketing Group

The FEAR Marketing Group LLC (http://www.FEARMarketing.com) is a global consulting/training firm focused on sales strategies and online marketing techniques that have measurable returns-on-investment.


Contact: Paul Borgese, President, The FEAR Marketing Group, +1-201-533-9282 or paul@FEARMarketing.com.

To find out more about Sales & Marketing Expert, Paul Borgese, visit http://www.SalesCareerTraining.com/AboutPaulBorgese.html