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The Psychology of Selling

Increase Your Sales Faster and Easier Than You Ever Thought Possible
Written by: Brian Tracy
Narrated by: Brian Tracy
Length: 6 hrs and 18 mins
4.6 out of 5 stars (87 ratings)

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Publisher's 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.

©2006 Brian Tracy (P)2013 Gildan Media LLC

What the critics say

From Publishers WeeklyWith his 300-odd video and audio courses (sales at one mil.), and 30 books, Tracy has built a strong motivational sales and marketing brand. This latest installment shapes pop psychological constructs to fit Tracy's existing paradigms: "Your subconscious does not think or decide. It merely obeys your mental commands." Tell that to Dr. Freud, one might retort, but the point here is not fidelity to psychology theory, but efficacy in getting readers to change the way they bring themselves to a sale. Visualization techniques, concrete sales advice and motivational pep talks make up chapters like "The Inner Game of Selling" and "The Power of Suggestion." The "Getting More Appointments" chapter recapitulates sound but Willy Lohman-esque advice like "Sidestep the Excuse" or "Don't Be Put Off"; the book as a whole feels familiar, but it's clearly organized. Even in Tracy's generic prose, the repackaged tried-and-trues will find their marks.

What listeners say about The Psychology of Selling

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best book on selling of all time.

Brian Tracy is the best sales teacher in the world. I've listened to Ziglar, Belfort, Cardone, Hopkins- all great speakers, but none of them come close to effectiveness of Brian Tracy.

2 people found this helpful

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great resource

Very informative and constructive. plays like a university text book but holds its points and hits the value of the material on point. only constructive criticism I have is the audio is a bit inconsistent tends to echo from time to time. all in all an amazing resource to get off the ground in sales.

2 people found this helpful

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  • PK
  • 2020-09-01

Beyond expectations!

I started this audiobook hoping to learn just one new thing. Didn’t expect it to change my sales structure and thus my life. Wish this was written 30 years ago I would of paid thousands to learn and implement the techniques taught in it.

1 person found this helpful

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Sales 101

This book is great as an introduction into sales, it’s analogy and process. It is well delivered and ought to be actively studied by all who read it.

1 person found this helpful

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book of evil for demon

a lot of good insights, BUT, this guy is obsessed with money and success and keep telling you to sacrifice everything else. Got a lot a different value to appreciate the book

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Great Audiobook on Selling

I took many notes as I was listening to this audiobook. I think one of the biggest takeaways for me was planning out my sales process. After listening to this audiobook, I feel I need to spend more time laying out every sales interview that I get. Also, I like the author's consistent recommendation for continuing education. Overall, it's an excellent book for the novice or intermediate salesperson.

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Step by Step to Success

This book is short and sweet. Brian teaches from his mistakes and uses other people's practices in this audiobook. It's a point by point, easy to understand formula that challenges you to implement asap. Good Luck on becoming great.

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Fantastic and inspiring

Every sales should read it carefully! It gives you the mindset, the tool and confidence!

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  • MM
  • 2018-08-21

Lots of value

A must read for those looking to be successful in Sales. Quick and easy read. Your time well spent!

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  • Designer S.
  • 2019-02-08

Don’t Miss the Gift because of the package

This audiobook has so much great knowledge and practical tips. The audio is very low grade. I literally thing he recorded it with a webcam mic in his bathroom. You can hear him turning pages and you can here other people in the background, also you here when he over lays edits to the recording. The audio is so bad that it becomes comical. However, I feel like my mind for the selling world has been blown open and that I found a diamond in the rough. Must must read.

7 people found this helpful

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  • William A
  • 2015-12-25

The performance killed it for me.

What did you love best about The Psychology of Selling?

There were some good tips. It was not 80/20 good, but there were still some things I wrote down.

Who would you have cast as narrator instead of Brian Tracy?

Someone that was not doing the recording in their home. I thought the person that did the narration was fine as far as they read, it is all the annoying distractions that I could hear, beeping, page turning that really killed it. It sounded like it was recorded at someones home and not like the other books I've bought from audible.

Any additional comments?

There are a few time, and by a few I mean +15 times where it sounds like the start of the sentence was said from within a box and mid way through it he removed the box. There are also beeps or buzzes that you can hear throughout the recording. The most common sound to hear was paper being turned. I am assuming that this was the script that was being flipped. I have no idea why none of this was caught in editing and rerecorded.

As for the actual story I did find some of it useful and do plan to implement it into what I do. If ever there was an update to the book I really hope they take out the several parts where it wants us to say things about how great we are. He tells us to do this at a minimum 4-5 different times.

I do plan to listen to the book again to make sure my notes are complete, but I do not see this being a book I reread or listen to over and over like the 4 hour work week.

17 people found this helpful

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  • Eugene
  • 2015-05-27

Helped me make sales.

Good book. Take notes and apply the ideas into your own career. it works well.

5 people found this helpful

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  • Amazon Customer
  • 2019-06-26

You only beed one book for Brian Tracy

If you have read one book for Brian Tracy then you have read them all.

3 people found this helpful

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  • yakup
  • 2019-01-07

One of the best books in this matter.

Calm and easy to understand. Many practical tips worth doing. Sales talent can be developed

2 people found this helpful

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  • Anonymous User
  • 2018-12-08

Must read for salesmen

This is a classic book with exceptionally well explained basics and techniques. Must read for everyone who deals with clients in any way. Not the most advanced, but definetly the best selling book I have read.

2 people found this helpful

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  • Jennifer Reisinger
  • 2018-11-23

Great sales tips for novice and experienced sales

This was a great book. Wish I'd bought the book where I could mark it up. Great tips and should be the sales hand book for anyone who sells. Very valuable

2 people found this helpful

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  • Anonymous User
  • 2018-05-29

Brian Tracy is like the god.

I've listened to this audiobook 3 times now and have been taking notes of everything you just told me, Brian. Thank you so much for making this book! For everyone else out there. IF you wanna be the best in selling go listen to Brian Tracy. He's absolutely an inspiring and very knowledgeable man. Regards, Christian, Denmark

2 people found this helpful

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  • DAVID
  • 2014-03-09

multiple sound defects, sounds like in barrel

Any additional comments?

Excellent material, as I own most of Tracy's material, as one of his highest admirers. Howe ver apparently this new version was mastered splicing in previous sections or for whatever reason the intermittent and repeated sections that sound like he is speaking in a barrel are extremely distracting to the otherwise excellent content. Hopefully it will be remedied, and i will periodically re-download copies in hopes that will eventually be the case.

28 people found this helpful

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  • Samuel Elliott
  • 2019-01-19

Experienced Sales Pros Skip Chapter 1&2

loved it. first two chapters is a lot of self help. the author does a great job repeating the ksot important principals and continuing to weave them into additional chapter. provides a framework for success in sales. top 10% baby!

1 person found this helpful