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The Psychology of Selling

The Art of Closing Sales
Written by: Brian Tracy
Narrated by: Brian Tracy
Length: 5 hrs and 19 mins
Categories: Business & Money, Sales
5 out of 5 stars (151 ratings)

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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!

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your Library section along with the audio.

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

What members say

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Every sales persons bible

A must read for a sales person who want to build their career and maximize their performance. Brian also talked about time management and creative ways to make the best use of your time so you grow and achieve your goals. Pick up your copy today!

1 person found this helpful

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Five stars

Simply priceless advice... highly recommended. .. a must read for all sales person. All I learned in coaching condensed in this book.

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I love Brian Tracy!

I love how he's very relatable. There is humour in the knowledge he shares and most importantly, he shows you the creative approaches when selling.

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BriaN Tracy is very entertaining, I loved it!

couldn't stop listening Brian is one of a kind. I love all his tips and tricks.

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Excellent content

The only remark I have is that the audio quality is not good I expected it to be much better so my recommendation is it has to be professionally digitally remastered

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Little out dated but still great knowledge.

This is a great sales book, but to use it effectively you must sift through the old / outdated information as some of it will not be very useful in today’s sales world. But a lot of it can be easily translated into today’s general sales world. Just have to be knowledgeable enough in sales to see which parts translate.

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brilliant

highly motivational and educational if you are in the sales career. otherwise inspiring and entertaining if you are not. highly recommended audio

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Eternally Valuable

If you're in sales or getting into it, this is a keeper to listen and relisten all the time. There's so much value here!

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A must have for every sales person!

I love Brian Tracy. I've bought the audio book and the knowledge that is share by Brian is going to make you a better salesperson 100% garanteed!!!!

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Practical Advise and real Application

I listened to each chapter at least 2 and some 3 times. Ever worm od advise in this audio is worth it. I hated sals before this and now i think i can at least make sales of 000's easily.
HIGHLLY RECOMMEND

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  • Peter R. Stmartin
  • 2015-08-25

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.

13 people found this helpful

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  • Mero Mero
  • 2015-12-19

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 :)

15 people found this helpful

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  • J. Williams
  • 2017-08-16

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.

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  • Mo Fun
  • 2015-05-27

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!

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  • Elena Merchand
  • 2015-09-23

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.

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  • Jevon K. Warden
  • 2018-06-11

this was a great presentation. a lot of insight

A very good presentation with a lot of practical and simple applications a different way to look at how you spend your time to spend effectively

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  • mike m
  • 2016-06-16

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

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  • LocoJack
  • 2015-04-07

Blocking and tackling techniques to get you going

I've watched several excerpts of Brian Tracy on YouTube but listening to him completely through one audio program really put together the whole picture very inspirational.

3 people found this helpful

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  • Sokoni Scott
  • 2015-03-31

Listen, apply, sell more.

Repeat! Selling is an art and a science and the psychology of selling does a great job of breaking it down.

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  • keniel
  • 2015-01-13

Awesome to listen.

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

7 people found this helpful

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  • nargisse saadi
  • 2019-10-04

Exceptionnel

Tout simplement exceptionnel.
Un indispensable pour tout entrepreneur ou commercial.
Brian Tracy est tout simplement impressionnant.