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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
  • 4.7 out of 5 stars (325 ratings)
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The Psychology of Selling

Written by: Brian Tracy
Narrated by: Brian Tracy
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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 listeners say about The Psychology of Selling

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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!

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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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Highly Recommend

The book is super easy to listen to, phenomenal sales techniques that have helped me increase my sales skills, number of closes and closing ratio. Highly recommend to anyone that works in sales

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Solid foundations… aged story and examples

This is a good listen. There are some excellent takeaways, even though the examples are antiquated. Corporate buying has also grown since this was written, and buyers have been educated and trained. Some of the closing techniques given seem shifty, and I would steer clear of. Still worth a listen… like a buffet.

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Loved it

This book Feels like I was living the event he was in. I could feel the body language from his talking alone

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Dated but some good points

Dated information and tactics but some timeless info. Other books like The Advantage would be better worth the time.

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Inspiring and informative

I enjoyed it. Will listen to it again and more importantly put it into action.

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Great advice, motivational message

Personally I am new to sales as I go through a career transition. This book is great at providing a practical roadmap to success as well as many useful selling techniques which have helped me close my first sale days after finishing the book. This is a seminar recording so there are a few points where you can tell they have stitched different performances, but only a minor issue for me

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Very useful and motivational information.

This book is filled with great motivational material with wonderful pieces of advice. I do question the era that it was written, as there were moments of blatant misogyny. Wondering if there is an updated version when it comes to women in sales and a woman’s overall role. Otherwise fantastic book.

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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 :)

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23 people found this helpful

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  • Pete & Em
  • 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.

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  • Omar
  • 2018-04-20

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.

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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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  • keniel
  • 2015-01-13

Awesome to listen.

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

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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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  • Sam W
  • 2020-10-15

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.

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  • James M Woith
  • 2016-06-01

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.

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4 people found this helpful

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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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3 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.

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