The Psychology of Selling: How to Sell More, Easier, and Faster Than You Ever Thought Possible

by Brian Tracy

Book Overview

How To Double and Triple Your Sales in Any Market.

Understanding the "psychology of selling" is more important than the techniques and methods of selling. Mastering it is a promise of prosperity that sales trainer and professional speaker Brian Tracy has seen fulfilled again and again.

In The Psychology of Selling, Tracy shows how salespeople can learn to control their thoughts, feelings, and actions to make themselves...

• Format: Paperback
• Language: English
• ISBN: 0785288066
• ISBN13: 9780785288060
• Release Date: July 2006
• Publisher: HarperCollins Leadership
• Length: 240 Pages
• Weight: 1.30 lbs.
• Dimensions: 0.7" x 5.4" x 8.3"

Customer Reviews

I'll give it 5 stars - Great Book!

I have to admit, being familiar with Brian and his work, in particular, Brian book ADVANCED SELLING STRATEGIES that when I first saw this book I was a little dissappointed. I thought it was too small. The fact is that this book is along with Brians followup, "The Art of Closing The Sales" the same information as Brian Tracy's multi million dollar best selling audio program "The Psychology of Selling" and Brian's seminar of the same name which many have paid up to $5,000 to attend. It is very powerful information. I also have to admit that when it comes to sales training, my personal favorite is Tom Hopkins with Brian Tracy right behind. Why listen to both? Because I have always believed that you should get training from various qualified sources. Another one of my favorite trainers is James E. Rohn. Mr. Rohn advises to get advice from as many people as possible. When it comes to selling, I am looking for maximum effectiveness. Tracy and Hopkins have walked the walk, have both set sales records along with being great trainers. Tracy is more into the consultative approach although he uses some of the tried and proven closing techniques that sales professionals use. What impressed me about Tracy is that he speaks from experience having been selling since he was ten years old. He has taught more than 500,000 students in over 500 companies. Like Tom Hopkins, he has walked the walk, talks the talk and is one great trainer as well. Using the combined advice of Tom Hopkins and Brian Tracy I was able to reach my monthly goal at my last job in only three days. The first time I used these techniques I moved from next to last place out of 71 sales reps to 3rd out of 75 reps in only one month generating up to $100,000 in sales volume in one month. This stuff works. Right now I am using Brian's strategies in my network marketing company. They work very well. That said, being familiar with Tracy in particular his tape series The Psychology of Selling, I was initially expecting much more in this book than what is offered. However, as stated above, that opinion has changed. Advanced Selling strategies which Tracy wrote over 14 years ago was a huge book, packed with information and had more than enough meat. I recommend th at you read this book first or along with Advanced Selling Strategies, followed by The Art of Closing The Sales. Nonethless, The Psychology of Selling is a good book, a great primer for new sales people and a great refresher for experienced sales people as well. If you buy this, you will want to add the tape program as well or Advanced Selling Strategies. I also recommend Brians video programs "How To Sell Well" and 24 ways to close the same. Finally, to do well in sales, you must not only have the right techniques but you must also believe wholeheartily in your product or service, and the company you represent and perhaps most importantly, sincerely want to impact the lives of other people. You must feel that your product/service/co

Great Book! Especially if new to world of sales.

Very informative. Intelligently written. A great tool to help spark ideas. Perfect for any salesperson or business owner whether just starting out or looking to expand your knowledge.

the best

brian tracy's my hero. period. although note that if you actually have a *GOOD* product (like apple's ipod, or ibm's thinkpad) you're probably not gonna need all the numerous techniques to "GET" the sale. tracy's basically focused on how to get a "yes" out of people when they're really wanting to give a "no" (because you're product doesn't sell itself.) which of'course is important, but is more targetted towards the rougher side of sales: like car sales or telemarketting, or just plain influencing people.

Take the mystery out of selling

If you're a salesperson and need to improve your skills, this book will do the trick. I found this book to be easy to read and packed full of sales techniques I could start using right away. Brian Tracy's The Psychology of Selling is a "must read" for any person serious about making it in the field of selling.

brian tracy is a brilliant man

brian discusses every aspect of selling, not just closing sales. He has many examples to give and many situations. He kept me very interested in the tapes and I listened very closely. I have listened to the tapes more than 100 times and continue to listen to 30 minutes a day everyday. Just Brilliant!