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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible | [Brian Tracy]

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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Publisher's Summary

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated audiobook format for the first time. Salespeople will learn: "The inner game of selling" how to eliminate the fear of rejectionhow to build unshakeable self-confidence. Sales people, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

©2006 Brian Tracy (P)2013 Gildan Media LLC

What the Critics Say

From Publishers WeeklyWith his 300-odd video and audio courses (sales at one mil.), and 30 books, Tracy has built a strong motivational sales and marketing brand. This latest installment shapes pop psychological constructs to fit Tracy's existing paradigms: "Your subconscious does not think or decide. It merely obeys your mental commands." Tell that to Dr. Freud, one might retort, but the point here is not fidelity to psychology theory, but efficacy in getting readers to change the way they bring themselves to a sale. Visualization techniques, concrete sales advice and motivational pep talks make up chapters like "The Inner Game of Selling" and "The Power of Suggestion." The "Getting More Appointments" chapter recapitulates sound but Willy Lohman-esque advice like "Sidestep the Excuse" or "Don't Be Put Off"; the book as a whole feels familiar, but it's clearly organized. Even in Tracy's generic prose, the repackaged tried-and-trues will find their marks.

What Members Say

Average Customer Rating

4.5 (322 )
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Performance
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  •  
    Brian 01-06-15
    Brian 01-06-15 Member Since 2014
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    "Great info, poor quality"

    Brian Tracey is amazing, but it sounds like he is reading this book in his bathroom. Uninteresting inflection, and poor quality audio, but the information is pure gold.

    2 of 2 people found this review helpful
  •  
    Eugene United States 05-27-15
    Eugene United States 05-27-15 Member Since 2015
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    "Helped me make sales."

    Good book. Take notes and apply the ideas into your own career. it works well.

    1 of 1 people found this review helpful
  •  
    Stacy 04-23-15
    Stacy 04-23-15 Member Since 2014
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    "Sold on Psychology of Selling"

    Great read! Enjoyed every minute of learning! Brian Tracy could sell ice to Eskimos! Loved it! Thank you very much!

    1 of 1 people found this review helpful
  •  
    Amazon Customer 03-24-15 Member Since 2014
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    "this most certainly works"

    great examples of how to overcome objections. how to prospect effectively. this book is a must have whether you are in the field or on the phones!

    1 of 1 people found this review helpful
  •  
    Tom Vampola 01-27-15
    Tom Vampola 01-27-15
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    "Simplifies selling fundamentals"

    Brian Tracy breaks down selling to a very simple form, making it possible for anyone to become the very best. Many of the teachings are self evident, but are told in a way which is interesting and though provoking. The audio quality was not the best however, and I might suggest a professional reader record the book. Brian's voice is soothing, but sometimes it's too soothing.

    1 of 1 people found this review helpful
  •  
    DAVID 03-09-14
    DAVID 03-09-14
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    "multiple sound defects, sounds like in barrel"
    Any additional comments?

    Excellent material, as I own most of Tracy's material, as one of his highest admirers. Howe ver apparently this new version was mastered splicing in previous sections or for whatever reason the intermittent and repeated sections that sound like he is speaking in a barrel are extremely distracting to the otherwise excellent content. Hopefully it will be remedied, and i will periodically re-download copies in hopes that will eventually be the case.

    19 of 29 people found this review helpful
  •  
    Antoine Dammous 08-26-15 Member Since 2015
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    "Excellent Book, mediocre recording"

    Content is excellent, well structured, professional and engaging. The recording is poor and amateurish. Valuable in general.

    0 of 0 people found this review helpful
  •  
    Ellie 08-25-15
    Ellie 08-25-15 Member Since 2015
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    "freaking great book!"

    I have listened to this twice once to get an overview the second to break it down and study it. Each day I teach my team a little bit and I can see the progress happening in front of my eyes. I very much look forward 2 seeing
    where we are at the end of the next 6 months.

    0 of 0 people found this review helpful
  •  
    Jill 07-29-15
    Jill 07-29-15 Member Since 2014
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    "Great advice"

    Applied just a little of the sales advice and started closing on sales right away

    1 of 2 people found this review helpful
  •  
    Mark 07-17-15
    Mark 07-17-15
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    "Great!"

    I'm not even in sales and I enjoyed it! Lots of good points that can be applied to so many other things in life!

    0 of 0 people found this review helpful
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  • Martin
    8/12/15
    Overall
    Story
    "great book"

    Great author and narrator. I really liked simple suggestions, which helps to make big improvements.

    0 of 0 people found this review helpful
  • Mr. Benjamin J. Hirons
    London, England
    6/30/15
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    Performance
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    "Very absorbable and helpful ideas."

    Worth the price, i'm happy that I invested in this program. Don't waste any more time!

    0 of 1 people found this review helpful
  • Amazon Customer
    6/6/14
    Overall
    Performance
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    "The "GO TO" Info for All Sales Professionals!"
    Would you listen to The Psychology of Selling again? Why?

    I listen to this regularly as it always offers a fresh angle when thinking about different sales and marketing challenges or opportunities, as it allows you to apply the thoughts you have to each situation in a practical way... if that makes sense!?


    What was most disappointing about Brian Tracy’s story?

    Nothing.. You can't exactly call this a story!


    What about Brian Tracy’s performance did you like?

    Brian Tracy always gets to the point. Unlike many narrators or "how-to" info providers, he tends not to waffle unnecessarily. He sometimes has anecdotes but they are always relevant and never particularly long-winded or self promoting. I have many of Brain's other programs on good old fashioned tape as well as audio book and he always delivers in a brisk but encouraging and engaging way.


    Was this a book you wanted to listen to all in one sitting?

    You couldn't take this info in, in one go. The whole point and value of this particular program is its longevity and real-world practical application. Whatever situation you find yourself trying to deal with and regardless of product, following the advice here allows you to look at each situation with fresh eyes and ears and use some of the principals and strategies involved. I should know - I first bought this in tape format in the '90s and it's as relevant now as it was then, hence me repurchasing again in a kinder format!


    Any additional comments?

    If you are or want to be a Sales Professional, BUY THIS PROGRAM. Visit it many times whenever you need a fresh angle on a deal or just a kick in the pants to refocus and get motivated on whatever is on your plate right now. Once you get through the intro, you will then be able to look at all these approaches whenever you need to. You won't regret anything here - it's helped me selling for brands like Jaguar and Mercedes right up to multi-million pound boats and most importantly, selling "me"!

    3 of 6 people found this review helpful
  • Caroline
    coylton, United Kingdom
    2/3/14
    Overall
    Performance
    Story
    "Best Brian Tracy book for me."
    What made the experience of listening to The Psychology of Selling the most enjoyable?

    Engaging and interesting techniques, it all makes sense but discipline is really all you need. Good for people needing a nudge in the right direction.


    0 of 2 people found this review helpful

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