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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 (326 ratings)

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The Psychology of Selling cover art

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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