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
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.
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!
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.
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!?
Nothing.. You can't exactly call this a story!
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.
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!
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"!
This was my first book about sales as my fields of interest are wellness, communication and personal development .
I am definitely pleased I read this book. The author talks about selling in a way that completely suits me, it is about the mindset. In that sense, I have to say that what I learnt from that book will definitely help me to develop myself.
Really good book!!
Worth the price, i'm happy that I invested in this program. Don't waste any more time!
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.
"The performance killed it for me."
There were some good tips. It was not 80/20 good, but there were still some things I wrote down.
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.
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.
"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.
"multiple sound defects, sounds like in barrel"
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.
"Helped me make sales."
Good book. Take notes and apply the ideas into your own career. it works well.
"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!
Applied just a little of the sales advice and started closing on sales right away
"Excellent, thought-provoking, convicting!"
Having been in the business of selling fitness club memberships for four years, I now understand many of my past errors and know what to do to double my success!
"great message, average performance"
Fantastic book with excellent tips. Performer had even droning voice like a stereotypical psychologist. Still recommend based on the powerful message.
"money well invested"
A wealth of information. very thorough and to top it off motivating. a must read for anyone in sales or management.
"Great info although not as good as it once was"
Good book that most anyone reading can extract info- apply and benefit from.
More for one one one selling that would apply greatly to likes of finically services, individual insurance, real estate, etc.
Examples are a bit dated - but underlying principals apply.
Less applicable overall for those who sell in teams and or through technology.
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