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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

Critic Reviews

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 Ratings

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  • Overall
    5 out of 5 stars

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!

2 of 2 people found this review helpful

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    4 out of 5 stars
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    4 out of 5 stars

The performance killed it for me.

What did you love best about The Psychology of Selling?

There were some good tips. It was not 80/20 good, but there were still some things I wrote down.

Who would you have cast as narrator instead of Brian Tracy?

Someone that was not doing the recording in their home. I thought the person that did the narration was fine as far as they read, it is all the annoying distractions that I could hear, beeping, page turning that really killed it. It sounded like it was recorded at someones home and not like the other books I've bought from audible.

Any additional comments?

There are a few time, and by a few I mean +15 times where it sounds like the start of the sentence was said from within a box and mid way through it he removed the box. There are also beeps or buzzes that you can hear throughout the recording. The most common sound to hear was paper being turned. I am assuming that this was the script that was being flipped. I have no idea why none of this was caught in editing and rerecorded.

As for the actual story I did find some of it useful and do plan to implement it into what I do. If ever there was an update to the book I really hope they take out the several parts where it wants us to say things about how great we are. He tells us to do this at a minimum 4-5 different times.

I do plan to listen to the book again to make sure my notes are complete, but I do not see this being a book I reread or listen to over and over like the 4 hour work week.

7 of 9 people found this review helpful

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    5 out of 5 stars
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    2 out of 5 stars
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    5 out of 5 stars

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.

27 of 37 people found this review helpful

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    5 out of 5 stars
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  • Eugene
  • United States
  • 05-27-15

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

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    5 out of 5 stars
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  • Jill
  • Cincinnati, OH
  • 07-29-15

Great advice

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

2 of 3 people found this review helpful

  • Overall
    4 out of 5 stars
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    2 out of 5 stars
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    5 out of 5 stars

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.

6 of 10 people found this review helpful

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    5 out of 5 stars
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    5 out of 5 stars

Recomanded listening every once in a while

Really great from basic.Sometimes we need to be reminded and see how you allready orogress and what else you want to achieve. Get inspired

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    5 out of 5 stars

The Psychology of Everything!

This book has changed my professional life. Brian Tracy helped me discover my inner Jedi.

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    5 out of 5 stars
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    5 out of 5 stars

Invaluable information for anyone in sales!

I'm brand new to the sales profession, and this book is really helping me ramp up to expert quality professionalism very quickly. Love it!

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    5 out of 5 stars
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    5 out of 5 stars

Excellent!

Excellent book! Very realistic with lots of help for any sales professional ( Or amateur) to reach success.

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  • Greg
  • 04-04-16

A must listen!

Would you recommend this audiobook to a friend? If so, why?

I have wholeheartedly recommended this book to every single person I know in sales. Not only is Brian Treacy a very good reader, everything he says makes the utmost sense. I have listened to this 4 times now and I don't intend to stop anytime soon. My sales and personal life have become so much greater after listening to this audio book. I feel it is my duty to write a good review as a personal thank you to this man for what has been a life changing endeavour and what I can only describe as a wake-up call for me personally. Thanks Brian!

Who was your favorite character and why?

Brian

Did you have an emotional reaction to this book? Did it make you laugh or cry?

It made me realise my true potential, which is something that you cannot put a price on. This book is worth 1000 times the asking the price.

5 of 5 people found this review helpful

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    5 out of 5 stars
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    4 out of 5 stars
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    5 out of 5 stars
  • Cheryn
  • 03-17-17

Very useful book, will refer to many times

Great book, sales tips still apply now. Only downside is Brian Tracey's voice often comes across as a bit tinny (bad recording). However the content is great.

3 of 3 people found this review helpful

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    5 out of 5 stars
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    5 out of 5 stars
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    1 out of 5 stars
  • Mark F
  • 06-06-14

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"!

5 of 8 people found this review helpful

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    5 out of 5 stars
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  • dk hall
  • 10-14-18

excellent training in sales

The author brings together in an engaging way all you need to know about gaining sales and being successful in business.

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    5 out of 5 stars
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  • Amazon Customer
  • 09-19-18

brilliant

This book has complied about everything I have learnt in a sales roles over the last 19 years in one place! great listen which actually extend beyond just sales. a must listen for anyone that wants to get on in business

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    5 out of 5 stars
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  • Ermal Pobrati
  • 07-14-18

Brilliant book

I wish I read this 10 years ago when I saturated my business. Is worth as gold

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    5 out of 5 stars
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    4 out of 5 stars
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    4 out of 5 stars
  • Amazon Customer
  • 05-23-18

great factual information and tips around sales.

great read, lots of information , tips to motivate and dominate your field. recommend definitely.

  • Overall
    5 out of 5 stars
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    4 out of 5 stars
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    4 out of 5 stars
  • Stephen
  • 03-15-18

Inspiring Sales Book

As a new sales person this book really highlighted some key areas to improve with great suggestions.

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    5 out of 5 stars
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    5 out of 5 stars
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    5 out of 5 stars
  • Shaun Solomon
  • 03-10-18

fantastic Book

Great ideas explained and tested! Really brought things together well to give a structured delivery of how to be the best salesperson you can be.

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    5 out of 5 stars
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    5 out of 5 stars
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  • Allan
  • 03-01-18

awesome sales book

this was my first Brian Tracy book. loved it. I really enjoyed it. I recommend it

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  • Bradley
  • 02-10-16

Sales gold

Although a bit dated the information provided is still applicable to the current sales market. Interesting delivery.

1 of 1 people found this review helpful

  • Overall
    5 out of 5 stars
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    5 out of 5 stars
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  • Victoria
  • 05-13-15

Amazing!

The best sales book I have ever listened to. I word highly recommend to anyone who want to get better at the art of selling

3 of 4 people found this review helpful

  • Overall
    4 out of 5 stars
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    3 out of 5 stars
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    5 out of 5 stars
  • Anonymous User
  • 08-04-17

Good concepts and ideas

Good points and ideas about the topic. However The recording is not the highest of quality, at times it sounds quite echo.

  • Overall
    1 out of 5 stars
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    1 out of 5 stars
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    2 out of 5 stars
  • ben
  • 11-04-16

facts that are based on ones opinion.

brian tells you alots of facts... well he acts as though they are fact. they are litterally based on his opionion only. crazy %ers of how much sales can increase after apply a tule of his... but there is no basis for these rules. do i agree with alot of what he was saying... yes. but by the end some of his points he was making were laughable. however i rehiterate... i do agree with a bunch of the stuff he states (defintely not all). however alot is simply based on positive psychology.

worth a listen for those that are new to sales.

0 of 1 people found this review helpful

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    5 out of 5 stars
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  • Nasir
  • 10-21-15

AMAZING! Thank you Brian Tracy.

Another amazing Brian Tracy audio book. I highly recommend this to any sales professional that wants to earn big bucks from bonus and be the best in their field!

0 of 1 people found this review helpful