The Psychology of Selling

The Art of Closing Sales

By: Brian Tracy

Narrated by: Brian Tracy

Length: 5 hrs and 19 mins

Publisher's summary

With Brian Tracy’s The Psychology of Selling you will learn how to program yourself for success.

How would you like to triple your income in just 12 months?

That’s the incredible promise legendary sales mastermind Brian Tracy makes in this “graduate level” sales training program The Psychology of Selling - one of the best, most comprehensive programs of its kind ever produced.

“Selling is an inner game,” Brian states, “and the difference between top performers and average ones is not as great as you might think. Top performers just do certain things a little bit better each day.” In these 12 sessions you’ll learn the field-tested techniques that will give you that critical edge, so you can blow the roof off your closing rate and your commissions. In this landmark program, you’ll discover:

• Why the top 20 percent of salespeople earn 16 times the average of the rest.
• The 10 characteristics of superior salespeople.
• The psychology of buying.
• How to break a prospect’s preoccupation.
• Why goal setting is a key to sales success.
• Six ways to increase effectiveness.
• How to deal with a prospect’s nine most common objections.
• The Law of Six and how it can help you.
• And so much more!

Download the accompanying reference guide.

©1985 Nightingale Conant for Brian Tracy (P)1985 Nightingale Conant

This Is What I Read Before Every Sale

Would you consider the audio edition of The Psychology of Selling to be better than the print version?

Yes. I have read the printed version, yet Brian Tracy truly brings his lessons alive with his profound mastery of tone and diction. Superb use of pauses during audiobook. Both are great works. Yet I feel he speaks to you directly in audiobook, which creates a long lasting impact.

What did you like best about this story?

Brian Tracy's knowledge. This is a man who is a proven wealthy sales master in his field. I love how he combines factual data with experience with stories that he uses to help explain his topics. Nothing better than an example combined with just the right amount of useful information. I use this book as my reference guide during any stage in the sale. I first read his book and within two days closed 3 deals that had been lagging. I had continually fell victim to a common sales problem, fear of closing. We've all been there, yet this man gave me an arsenal of tools. I'll never forget the first time I used one of his techniques. Prospect gave me the "I'm busy all week, lets meet another time." I used to get that ALL the time, and it would take 3-8 times before I could close. Immediately, I responded with "I understand. Lets pull out our calenders and see when would be best for you." Confirmed appointment. Closure in two meetings. Genius.

Which character – as performed by Brian Tracy – was your favorite?

I'd have to say when he told the story about the RV salesman. The man who would cruise around in a brand new RV and show prospects what it would be like to take a cruise in such a wonderful piece of machinery. :)

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

Yes and No. Although I could not stop listening, I found this book helped me best immediately before and after a sale. Before, so I can touch up on a few points I needed to work on, and after to go over my sale and compare it to how Brian Tracy does it. Best way to apply knowledge.

Any additional comments?

Just wanted to say thank you to Brian Tracy and Audible, if Brian ever reads this, as this has truly made me a salesman in an entirely different level. Before I was making 10-20k quarterly. Now I've doubled that income and spent half as much time prospecting as before. More time closing sales and asking for referrals :)

Energizing and a Lot of Good Info

I'm new to sales, and this is a great starter book. The speaker provides a lot of insight into sales and working on yourself. As is the common stereotype of sales, I was worried about manipulating people into purchasing something they are not interested in. Brian shows how to sell with integrity and enthusiasm.

Good, nothing to do about psychology though

I’m not into sells, I’m a psychologist, that’s why I bought it, love to read anything about psych, however Brian doesn’t even use psych terms, theories etc. The only term he used is “Freudian slip” and he even doesn’t know the true meaning of that.

However if you are into sells, it is a good audio, this actually is not a book, it is a mid quality audio from a workshop, but he gives good stories about selling,tips, and ways to close sells. I’m just letting you know all this so you know what to expect and don’t be disappointed like I was.

Oldie but goodie

It's Brian Tracey, you can't go wrong!!!! I have listened to this over and over and always grab something new I can apply.

Awesome to listen.

loved it. Brian Tracy knows his stuff. really informative and on point.

One of the best!

If you have any book you need to add to your library as a sales professional, this book is the one. There are others such as good ole Zigmeister, and this one is a close tie. Get it!

Another Great

What made the experience of listening to The Psychology of Selling the most enjoyable?

I've listened and read this book over the years - it's a great resource. Many people have the mistaken belief that "sales" or people who sell are "bad" but no one seems to feel bad when they buy something or they have a job because someone sold something.

Good for length

This was "pretty good" for what it is. I felt some of the material felt a little dated in terms of delivery, concepts, references, and recording quality. It's half a self-help book as it is sales. For just over 5 hours though it's worth a listen/read. There were some really good nuggets throughout that I bookmarked or took notes on, and intend to come back to.

Not Really An Audio Book.

Is there anything you would change about this book?

The main thing I would change about this "audio book" is that it's not a book. It's a recording of a lecture from Brian Tracy. While the content is good and useful, it is not the quality that I'd expect from Audible.

What was one of the most memorable moments of The Psychology of Selling?

How annoying it was when the audience laughed in the background or when the audio switched pitch because it was a different recording.

How could the performance have been better?

A professional recording and not a recording with a live studio audience.

Was The Psychology of Selling worth the listening time?

The story itself was worth it. However, if you listen to a lot of audiobooks, you will not be happy with the quality of the audio.

Best investment you can make in yourself

The best investment you will make in yourself for today tomorrow and more importantly your future you simply can't go wrong

A touch dated

The principles of sales don't change so the book has value but the lack of technology and the sexist references just make it tough listening.

It's still worth listening to.

Never intend to go into sales? Me neither but

This book is absolutely fascinating and worth your time, because the techniques apply to persuasion in general. Just within the first 5 minutes (available in the preview above), I was laughing out loud!

It's absolutely packed with closing examples, stories, techniques, and how to read where Mr. Prospect sits on his decision. Allow me to share with you my favourite close, named the "instant reverse close" - using their reason for NOT wanting as a reason to want.


"I'd like to attend your seminar but I can't afford it."
"Well that's exactly why you should attend, sir"
"....What?"
"Well how long have you been working, sir?"
"How do you mean?"
"How long has it been since you left high-school?"
"About 10 years"
"You're telling me you've been out of school for 10 years, and you still can't afford a $395 seminar? That's exactly why you should bank, borrow or steal to come to this seminar to learn how to improve your financial condition, so you never have to say that in front of a public audience again."


He convinces you that you're ahead of the curve, and anyone that doesn't read 30 minutes a day will never be a professional. It's obvious that he's indirectly coercing you to keep reading this book, but yet somehow, despite me being aware of that, there are 10 more books on sales in my wishlist. And isn't that the point? To learn how to influence and convince?

I am so glad that this was my first sales book, I can promise you it won't be my last.

Fantastic

Dated material, but still relevant.
Have already heard myself using his words with customers.
Inspired by the message of reading and listening to more books on selling.

some really useful helpful hints and tips for sale

well presented sales instruction book for any industry. excellent step by step guide how to implement these tools

Great Read

This was a lot more information that I even imagined. I would recommend this to anyone that wants to or is in selling.

Hasn't aged particularly well.

Personally, I didn't get much from the first half, two-thirds of the book. It was very 1980s and in my opinion, it hasn't aged well. Door-to-door selling isn't particularly relevant in today's world. However, I picked up some good advice in the latter parts of the book, which I will look to use.

Sales Bible

Heard this book a few times. Definitely one of best books on sales. Applicable to daily life as well and will help you in every sales transaction - even as a buyer.

World class information here in this book

This book changed my life, such a rich information, and yet very practical and doable.

Good

Some things inside that I didn't know, so it's good! Listen to it! I recommend it

Read this book

One of the best books I’ve ever read by a country mile. Even if you’re not in selling you should read this but if you are it’s the best book in the market bar none