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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
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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.
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- Gary Strickland-Clark
- 02-12-18
A good book for newbies
I’ve never understood the big deal with Brian Tracy - I find him lacking energy and any inspiration. I rarely find any of his material to offer profound insights - more a tapestry of recycled assumed truisms. In spite of that, I thought I’d give this book a go on the basis that I might be wrong, I might be in the minority and because I’m particularly interested in the psychology of selling. What I found was that even with my interest in the subject, a LOT of this book falls back on the tried and trusted principles that salespeople were drilled on in the 70s and 80s - “dress for success”, ‘“smile as you dial” and other similar mantras - oh and he prescribes mantras too. For me, too much of this material is a couple of decades behind the times. It assumes that buying and selling behaviour patterns are still as they were in a bygone era - when people had secretaries and everybody always answered the phone and agreed to meet with you if you call to make an appointment- all very civilised and conducive to a fertile selling landscape. Real life, with GDPR and companies with no internal telephones and with spam filters, just isn’t like this any more. So much of the material and advice in this book strikes me as solving problems that no longer exist in quite the way the book assumes.
Having said that, it would be inaccurate to say the book is without value. For a newbie salesperson just needing to learn the ropes, it’s a good foundation, just don’t stop your learning here - go on to read Pitch Anything by Oren Klaff, The Challenger Sale, and even Miller Herman’s Strategic Selling remains relevant. If you want to fast track this book, fast forward to the last chapter and listen to the summary, which is tried and tested, but solid advice. Follow that advice and you’ll probably do better than most in you field.
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21 people found this helpful
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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.
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7 people found this helpful
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- Cheryn
- 17-03-17
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.
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6 people found this helpful
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- 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"!
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5 people found this helpful
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- Caroline
- 03-02-14
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.
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2 people found this helpful
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- Reza Sanaee
- 12-01-21
awesome all round sales tactics
I love this read, its been recommended by so many people whom I've worked with over the years.
have a notepad and pen by your side when listening to this one
you don't want to miss the break down of tips at the end of each chapter
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1 person found this helpful
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- Anonymous User
- 30-10-19
Great book
Was a bit dubious in the first half of this book but by the end of it was blown away. Completely different view point and yeah it makes perfect sense.
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1 person found this helpful
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- Amazon Customer
- 19-09-18
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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1 person found this helpful
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- Martin
- 12-08-15
great book
Great author and narrator. I really liked simple suggestions, which helps to make big improvements.
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1 person found this helpful
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- Mr. Benjamin J. Hirons
- 30-06-15
Very absorbable and helpful ideas.
Worth the price, i'm happy that I invested in this program. Don't waste any more time!
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1 person found this helpful