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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
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Sales rank 117,751
Customers rating (based on 18 reviews)
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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 book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.
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| Publisher | Thomas Nelson | | Release date | 04/2005 | | Availability | | | Edition | Hardcover |
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 Excellent Resource
I am about half way done with it, but so far this book has taught me a few insights that have directly scored me sales where I would not have. I have worked in sales for the last 7 years, and even the most experienced sales people I know can benefit from this book. It is amazing, I know and understand many of the concepts that Tracy talks about in the book, however he gives some extremely valuable insights that shed some vibrant rays of light on the concepts that most sales people are familiar with to help the reader very easily increase their sales volume. I couldn't be happier with this book.
 Solid Advice, Though Not Particularly Fresh
Unlike many of the marketing books that deal with specific techniques, The Psychology of Selling is interesting in that it highlights the seller's self-perception and state of mind. The author places an emphasis on improving self-esteem, and encourages salespeople to set personal goals in life to improve their problem solving in general.
When the author tackles the subject of why people buy a particular product, most of his points are marketing 101, but he effectively breaks down two major motivations that many sales books don't. He delves further into the psychology of buying with a point-by-point list of basic customer needs, and how you can appeal to them. The book carefully explains how all purchases are ultimately made for an emotional reason, and that consumers simply find ways to justify their purchase with logic only after the sale. One technique I found particularly useful was how to ask a question that would help you determine a customer's "Hot Button" and use it to encourage a purchase.
While some of the techniques dealing with face-to-face meetings aren't addressed in other sales books, there are many tips that seem to be Sales 101. Granted somes salespeople may not maintain eye contact with clients, give firm handshakes, or focus on personal grooming, but some of his advice seems to be fairly common knowledge. That in particular is the only reason why I gave the book four stars instead of five, but the book in otherwise should on the shelf of anyone involved in advertising as well as sales.
The Million Dollar Read
This is one of the best sales books I have put my hands and eyes on. It without a doubt has given me a lot to work on in my daily sales process. Of the many sales books I've read to date, this is in the top three.
Great Book
This is the best book I have ever read. Every seller should read it, it will help you do better business. I already started with my results
I'll give it 5 stars - Great Book!
I have to admit, being familiar with Brian and his work, in particular, Brian book ADVANCED SELLING STRATEGIES that when I first saw this book I was a little dissappointed. I thought it was too small. The fact is that this book is along with Brians followup, "The Art of Closing The Sales" the same information as Brian Tracy's multi million dollar best selling audio program "The Psychology of Selling" and Brian's seminar of the same name which many have paid up to $5,000 to attend. It is very powerful information.
I also have to admit that when it comes to sales training, my personal favorite is Tom Hopkins with Brian Tracy right behind. Why listen to both? Because I have always believed that you should get training from various qualified sources. Another one of my favorite trainers is James E. Rohn. Mr. Rohn advises to get advice from as many people as possible. When it comes to selling, I am looking for maximum effectiveness. Tracy and Hopkins have walked the walk, have both set sales records along with being great trainers.
Tracy is more into the consultative approach although he uses some of the tried and proven closing techniques that sales professionals use. What impressed me about Tracy is that he speaks from experience having been selling since he was ten years old. He has taught more than 500,000 students in over 500 companies. Like Tom Hopkins, he has walked the walk, talks the talk and is one great trainer as well.
Using the combined advice of Tom Hopkins and Brian Tracy I was able to reach my monthly goal at my last job in only three days. The first time I used these techniques I moved from next to last place out of 71 sales reps to 3rd out of 75 reps in only one month generating up to $100,000 in sales volume in one month. This stuff works.
Right now I am using Brian's strategies in my network marketing company. They work very well.
That said, being familiar with Tracy in particular his tape series The Psychology of Selling, I was initially expecting much more in this book than what is offered. However, as stated above, that opinion has changed. Advanced Selling strategies which Tracy wrote over 14 years ago was a huge book, packed with information and had more than enough meat. I recommend th at you read this book first or along with Advanced Selling Strategies, followed by The Art of Closing The Sales.
Nonethless, The Psychology of Selling is a good book, a great primer for new sales people and a great refresher for experienced sales people as well. If you buy this, you will want to add the tape program as well or Advanced Selling Strategies. I also recommend Brians video programs "How To Sell Well" and 24 ways to close the same.
Finally, to do well in sales, you must not only have the right techniques but you must also believe wholeheartily in your product or service, and the company you represent and perhaps most importantly, sincerely want to impact the lives of other people. You must feel that your product/service/company is the best in the world otherwise none of these strategies will work for you.
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