People are motivated by many kinds of desires. To sell something, first you need to get to know your audience—especially what motivates them.
Understanding the psychology of motivation is the key to the art of persuasion. People are much more apt to buy into ideas and personalities than they are to buy products or plans.
A good salesperson is an imagination artist who can conjure pleasing and detailed images of good outcomes. That means there’s an element of showmanship in every sales pitch. The more vivid and imaginative the image, the more likely your audience is to buy whatever product or service you’re selling.
For more insights into the psychology of negotiation, persuasion, and leadership from Napoleon Hill, check out our Instaread on How to Sell Your Way Through Life.