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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible: How to Sell More, Easier, and Faster Than You Ever Thought Possible [Paperback]

Brian Tracy
4.6 out of 5 stars  See all reviews (7 customer reviews)
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Product details

  • Paperback: 240 pages
  • Publisher: Thomas Nelson (18 July 2006)
  • Language: English
  • ISBN-10: 0785288066
  • ISBN-13: 978-0785288060
  • Product Dimensions: 21.1 x 13.7 x 1.8 cm
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Bestsellers Rank: 11,957 in Books (See Top 100 in Books)

More About the Author

Brian Tracy is one of America's leading authorities on the development of human potential and personal effectiveness. He addresses more than 400,000 men and women each year on the subjects of personal and professional development, including the executives and staff of IBM, Arthur Andersen, McDonnell Douglas, and The Million Dollar Round Table. His exciting talks and seminars on leadership, sales management, and personal effectiveness bring about immediate changes and long-term results

Product Description

Synopsis

Increase your sales faster and easier than you ever thought possible. --This text refers to an out of print or unavailable edition of this title.


Customer Reviews

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Most Helpful Customer Reviews
7 of 7 people found the following review helpful
5.0 out of 5 stars ABC Always Be Closing 13 Jun 2012
By Charles Vasey TOP 500 REVIEWER VINE VOICE
Format:Paperback
This is a short but effective book about selling products and services which you do not personally deliver. The salesman is taking his gizmo and breaking through the various barriers put in the way by prospects, getting to the meeting, building the interest and closing. He may also in passing seek to build rapport but this is not a book about long-term client building (for that type of sale please see David Maister's The Trusted Advisor); rapport is simply part of the getting to the close process.

Brian Tracy's style is very much linked to two principles. Firstly, he believes in self-belief (or the mimicry of self-belief) he therefore explains how sales-people are (variously) the creators of all wealth, wonderful people who enjoy life more than others, and hugely successful if they are the top 20%. Whether these are objectively true or not hardly matters in his approach; you just need to act like they are. This is the Gospel according to Dosh. Secondly, he is prone to considerable simplifications to get the reader through the learning stage without confusion; he later recants some of these once the basics are grasped. I recommend that you try to shelve any reactions until you have worked through the book. He is not as simplistic as initial comments might indicate.

The system the author recommends is based on a number of threads. Firstly, he firmly believes in looking the part because most people buy from those who look successful. (And there is a nice picture of him on the cover looking like an investment banker...). Secondly, he has a series of stages that will move most prospects through to a close. These are extremely well thought-out and not a little manipulative.
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16 of 17 people found the following review helpful
5.0 out of 5 stars Good practical advice 14 Oct 2006
Format:Hardcover
I don't normally buy books like this, but I enjoy Brian's easy style so I gave it a go.

In his usual concise and practical way, he lists hundreds of successful strategies for getting people on your side, simply by asking questions and listening carefully to what people want.

It's more a book of psychology than anything else, and will improve not just your ability to sell but your relationships and everyday life.
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12 of 13 people found the following review helpful
Format:Paperback
I had no sales training, I came from a customer service then marketing background and found myself transitioning naturally into account management. All was going well but I still wasn't a sales person, I was being reactive, managing my accounts, their requirements, the opportunities they gave me, the sales support. When we entered recession, I could not achieve my targets no matter how hard I worked. I only had to read the first two chapters of this book and things turned around dramatically! For the first time, I was thinking like a sales person, I was pro-active, I turned around my thinking and strategies 180 degrees. Instead of taking up the opportunity offered, I looked at what I needed to achieve, who was going to do it for me, with which products at what price and now I systematically achieve my targets and then some. Going through the whole book taught me more techniques and different approaches. Amazing.
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1 of 1 people found the following review helpful
5.0 out of 5 stars fantastic book 18 Sep 2013
By moudra
Format:Paperback|Verified Purchase
Very good book on sales its helped me alot.
following the advice from this book i try to read a little every day.
when im reading im closing much more sales
than when im not.
It keeps me focused and hungry for business.
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