The Psychology of Selling: The Art of Closing Sales [Audiobook] [Audio Cassette]

Brian Tracy (Author)

Book Description

Publication Date: July 1, 1995

Find The Keys To Sales Success!

Success Can Be Yours With Brian Tracy's "The Psychology of Selling!"

The world's foremost producer of personal development and motivational audio programs now offers an expanded version of Brian Tracy's sales classic.

The Unsuccessful Salesperson says, "The other guy has the best territory". The Successful Salesperson says, "Every territory is the best one". The Unsuccessful Salesperson says, "That company will never buy". The Successful Salesperson says, "I can make that company buy".

Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy, an expert sales trainer, shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:

The two major "motivating" factors in closing a sale

The three "hot buttons" to push when selling to businesses

How to avoid the five simple errors that spell the difference between success and near-success

Brian Tracy will help you master the art of closing the deal.

Editorial Reviews

About the Author

Brian Tracy is one of America's leading authorities on human potential, personal effectiveness and sales. The head of two companies, he has consulted with more than 500 corporations worldwide. He has had successful careers in sales and marketing, real estate development, importation, disturbution, and management consulting. His extensive knowledge in these areas has led to the creation several books and numerous bestselling audio cassette programs, including The Psychology of Achievement and The Universal Laws of Success and Achievement. A dynamic speaker, he has motivated thousands fo people toward peak performance and high achievement.

Product Details

• Audio Cassette
• Publisher: Nightingale-Conant (July 1, 1995)
• Language: English
• ISBN-10: 0671520687
• ISBN-13: 978-0671520687
• Product Dimensions: 7 x 4.5 x 0.8 inches
• Shipping Weight: 4.6 ounces
• Average Customer Review: 4.4 out of 5 stars  See all reviews (46 customer reviews)
• Amazon Best Sellers Rank: #1,517,239 in Books (See Top 100 in Books)
  • #25 in Books > Books on Cassette > Business > Sales

More About the Author

Brian Tracy is one of America's leading authorities on the development of human potential and personal effectiveness. A dynamic and inspiring speaker, he addresses thousands of people each year on the subjects of personal and professional development, including the executives and staff of such firms as IBM, Arthur Andersen, McDonnell Douglas, and The Million Dollar Round Table. Prior to founding his own firm, Brian Tracy International, he had successful careers in sales and marketing, investments, real estate development, distribution, and management consulting. Tracy is the author of thirteen previous books including the bestselling book Maximum Achievement. He is also the author/narrator of numerous bestselling audiocassette programs, including The Psychology of Achievement and How to Start and Succeed in Your Own Business.

Customer Reviews

Most Helpful Customer Reviews

79 of 85 people found the following review helpful:

5.0 out of 5 stars The modern way to sell, February 6, 2004

By A Customer

This review is from: The Psychology Of Selling: The Art of Closing Sales (Audio CD)

Brn Tracy's approach to selling may be a turn off to car salespeople and telemarketers, but is a breath of fresh air to all real salespeople.Tracy takes a consultative approach to selling. He teaches you how to ask questions, not merely read a script. He shows you how to build rapport and trust. And most importortly, he shows you how to create win/win situations with your clients.I also recommend Advanced Selling Strategies by Tracy and the unabridged audio tape program from Nightingale-Conant The Psychology of Selling and Advanced Selling Techniques.Your sales will soar and you will create happy customer relationships.

43 of 45 people found the following review helpful:

5.0 out of 5 stars Non sales people reviewing this product? Not sales psychology?, December 5, 2005

By 

Brian Williamson (Escondino, Ca) - See all my reviews

This review is from: The Psychology of Selling: The Art of Closing Sales (Audio Cassette)

I have to laugh when I see non sales people reviewing a product like this one and bashing it. How can a non sales person possibly understand sales and sales psychology?

I used to work with a guy who I will refer to as Eugene. Eugene was articulate, intelligent, clean looking and talked the talk. He had sales experience, 25+ years worth or actually 1 year repeated 25 times. He had the gift of gab. Despised sales trainers like Brian Tracy and his paycheck showed it. He was a know it all who knew nothing. Could talk to a prospect for an hour and in most cases talked them right our of buying. He thought he was a sales pro but was an outright amateur. Eugene didn't last long at any sales job because he always thought he was "overqualified" for the job even though he usually came in last place on the sales board.

The negative reviews here remind me of Eugene. They sound articulate and intelligent. Use good vocabulary and try to impress you. One of Brian Tracy's key phrases is to "seek to express not impress." Eugene and the one star reviewers here can learn from that.

Also funny how the 1 star reviewers refer to this products as a book. It's a tape set! These reviewers didn't even check the item they were reviewing and I bet never listened to the tapes. How could they when they refer to it as a book?

This tape set is a good start. You will learn consultative techniques as well as closing techniques that work. If you are a fan of SPIN, you may not like this program. Sorry to burst your bubble, but objections are part of the selling process as all real salespeople know.

And if you are a telemarketer following robotic techniques, you will be lost here. Ditto for used car and hard sell types.

After you listen to this tape set, I recommend that you read The Psychology of Selling and Advanced Selling Techniques by Tracy.

23 of 23 people found the following review helpful:

5.0 out of 5 stars Sales secrets from a sales pro!, November 28, 2005

By 

Tony C. DeFrancisco "www.gttmovie.com/xtravel... (Winter Park, Fl) - See all my reviews

This review is from: The Psychology Of Selling: The Art of Closing Sales (Audio CD)

There are many books on selling and many self styled experts. Few are real sales champions and fewer still can train and teach
sales skills and empower sales people top become extraordinary sales champions. Brian Tracy can.

Tracy encapsulates consultative type selling with closing techniques that really work. I highly recommend this tape set as a primer and for the real meat, study Brians book by the same name as well as Advanced Selling Strategies.

Some people talk the talk and that is all. Tracy can talk the talk and walk the walk. He has sat on both sides of the desk, has had an extraordinary selling career and is a builder of sales champions.