How to Mind-Read Your Customers: Using Insights from Psychology to Increase Sales and Develop Better Business Relationships

by David P. Snyder

Book Overview

Discover how to use the principles of behavioral psychology (made easy and accessible) to master the art and science of salesmanship.

What's the most important factor in becoming a successful salesperson? Is it ambition and drive? Maybe it's enthusiasm. Or maybe success in sales just boils down to good old-fashioned hard work. While all these things contribute to sales success, business strategist David Snyder knows that...

• Format: Paperback
• Language: English
• ISBN: 0814405991
• ISBN13: 9780814405994
• Release Date: February 2001
• Publisher: Amacom
• Length: 224 Pages
• Weight: 0.79 lbs.
• Dimensions: 0.7" x 6.0" x 9.1"

Customer Reviews

DISC for sales

I have heard about DISC before but have not read through the concept, so this is actually my first DISC book. DISC is a behaviour profiling, based on an old concept of human behaviour. DISC devide people behaviour into 4 types: D (Driven), I (Influce/Sociable), S (Steadfast) and C (Concientious). D and I are extrovert, and S and C are introvert. This is a commercial type of behaviour analysis that is now widely used. This book use the bahaviour reading of our customer and custom set our way of treating that customer. In short you should treat certain type of people with similar trait of type to influence them into buying your products. This book is easy to read, and useful to implement, even if you are not a sales person. If you like popular psychology applied into business life (books like INFLUNCE in your top liked book) than this one is for you. This is the way we use science of psychology into business life.

A Book For the Philosopher Salesman.

Mr. Snyder has done a wonderful service for all of those who have entered the business world with "merely" a College of Arts and Science degree. "How to Mind-Read Your Customer" is definitely a book for the thinking salesperson. It is refreshing to see a perspective where one can apply what they have learned from many of the great thinkers such as Nietzsche, Freud, Jung, and even Joyce; and then apply their knowledge in a system that gives a great service to the customer, and puts income in your pocket. This book is the answer to "What can you do with a Philosophy Major?" The answer: "Sell a ton!" What the business world needs is to have salespeople who tell their story, first as a better listener, and then speak it with a more effective communication style. Snyder helps develop both of these skills with the familiar DISC system. However, he then takes you to the next step and asks you to develop a value system to which you can be held accountable. Imagine a salesforce with a mission and a moral conscience! A great read.

Insight for everyone

Any individual who works with at least one other person will gain valuable insights from this book. Understanding how someone else views what you say and processes information is an invaluable tool for managers, sales people and executives. A fast read that keeps you thinking all the way through.

Practical and Fun!

As a philosopher, I have to read lots of books. Very few are fun and practical. David Snyder has succeeded in writing one that is both. I took this book each day to the gym and read it while I was on the treadmill. It's so well written, I didn't want to stop. I'm now two pounds thinner, thanks to the author.Snyder offers clear personality profiling as a basis for enhanced communication and persuasiveness in any sales situation. This is a book every salesperson could benefit from reading, and is in fact a book that anyone who deals with other people should read. It's simple and focused, and contains a great deal of useful insight. I recommend it.The book is all about observing and adapting to other people's learning styles for the sake of better communication and more effective transactions, as well as for longer term relationship building. My only note of caution is that the reader should never think of this as a matter of becoming a chameleon, giving up our own style, or hiding what we are really like, just to make a sale. It is all about removing unnecessary obstacles to real communication and partnership. Viewed in that light, it can be a path to building stronger communities, and not just one more tool of manipulation, an approach all too often taken with such material.

Great book on the psychology of selling

Snyder does a great job of categorizing and explaining the psychological make up of buyers - and he does it in layman terms. The best part is he teaches you exactly how to build rapport, present and close each buyer personality type. You'll learn how to get inside the minds of your customers and better meet their needs.