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Greg Bennett. PsychSelling - The Secret Strategies of the Psychiatrist Applied to Sales
Introduction: A Quick Note From Greg Bennett, Creator of PsychSelling
1: How I Got Started With Psychiatry and Sales Training
2: The Psychiatrist’s Mindset & Body Language
3: The Questioning Strategies of the Psychiatrist Applied to Sales
4: The Deeper Listening Strategies of the Psychiatrist Applied to the Sales Process
5: The Way Psychiatrists Present Solutions Applied to Sales
6: A Step-by-Step Plan for Becoming a Master “PsychSelling” Pro
Table of Differences Between Psychiatrists and Salespeople
Other Books and Resources From Greg Bennett
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Dedicated to all my family, friends, colleagues, and clients – you’ve always inspired, encouraged, and believed…thank you.
Special thanks to my sister, Deb Meissner, LCSW, LIMHP, LADC, for her assistance with the content of this document, and to my daughter, Blaire Bennett, for the tedious work of transcribing several interviews.
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I would say the main difference, and it’s a big one, is that salespeople tend to think that the whole thing, the whole process, is about them; about getting their needs met, about selling more of their stuff, about getting their egos stroked, etc. While the psychiatrist tends to see the entire interaction as being about the patient, about getting the patient’s needs met, about discovering the patient’s hidden problems and pains, about working with the patient’s ego, etc. To a psychiatrist, their own ego is something that must be tamed and set aside; to a seller, the ego is front and center, dominating all internal thought, motivating all external actions, and interested in mainly making sure they (the seller) is always right, safe, and secure. This first difference could be boiled down to the difference between these questions: while the doctor asks -- “What is going on with you?”, the seller asks: “What stuff of mine do you want to buy?”
What is going on with you? vs. What stuff of mine do you want to buy? -- a world of difference in those questions.
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