The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible [Paperback]

Brian Tracy (Author)

Book Description

Publication Date: July 18, 2006

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 book format for the first time. Salespeople will learn:

• "the inner game of selling"
• how to eliminate the fear of rejection
• how to build unshakeable self-confidence

Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

Editorial Reviews

From Publishers Weekly

With 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.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Paperback: 240 pages
• Publisher: Thomas Nelson (July 18, 2006)
• Language: English
• ISBN-10: 0785288066
• ISBN-13: 978-0785288060
• Product Dimensions: 8.5 x 5.6 x 0.6 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (21 customer reviews)
• Amazon Best Sellers Rank: #57,723 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. 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

75 of 76 people found the following review helpful:

3.0 out of 5 stars Not as good as Advanced Selling Strategies......., April 23, 2005

By 

Chuck Kimbriel "Happy Amazon Customer" (USA) - See all my reviews

This review is from: The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible (Hardcover)

I have to admit that I am a big fan of Brian Tracy, have many of his audio and video programs, several books and have been to his seminars. Usually when a new Brian Tracy book or audio program comes out, I invariably buy it.

Such was the case with The Psychology of Selling. This book is 8 chapters and 219 pages. It is a condensed version of his tape program which came out in the 1980's and sold over a million copies.

I have given this book a three instead of a five because I feel that this book is not as deep as Advanced Selling Strategies which Tracy wrote nearly 10 years go. This book, The Psychology of Selling falls somewhere inbetween Advanced Selling Strategies and Be A Sales Superstar, another book written by Tracy back in 2002. My personal favorite Tracy book on sales is Advanced Selling Strategies.

This book should not be confused with the great audio tape program of the same name. That program has far more depth and material than this book.


Nonetheless, The Psychology Of Selling is good reading for a new sales person or for a Tracy fan like myself who merely wants a quick synopsis of some of Tracy's best selling ideas. This book is like an printed abridged version of Tracy's audio program.

I read the whole book in one night. What I got out of it was a reminder of Tracy's best ideas and perhaps a few things that I had forgotten. In that regard, it was a worthwhile investment.

Good book, but being familiar with Tracy, I feel he could have included more meat.

16 of 19 people found the following review helpful:

3.0 out of 5 stars Good book, but I was expecting more!, September 27, 2005

By 

Tony DeFrancisco (Central Florida) - See all my reviews

This review is from: The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible (Hardcover)

I have to admit, that when it comes to sales training, my personal favorite is Tom Hopkins with Brian Tracy right behind. Why listen to both? Because I have always believed that you should get training from various qualified sources. Another one of my favorite trainers is James E. Rohn. Mr. Rohn advises to get advice from as many people as possible. When it comes to selling, I am looking for maximum effectiveness. Tracy and Hopkins have walked the walk, have both set sales records along with being great trainers.

Tracy is more into the consultative approach although he uses some of the tried and proven closing techniques that sales professionals use. What impressed me about Tracy is that he speaks from experience having been selling since he was ten years old. He has taught more than 500,000 students in over 500
companies. Like Tom Hopkins, he has walked the walk, talks the talk and is one great trainer as well.

Using the combined advice of Tom Hopkins and Brian Tracy I was able to reach my monthly goal at my last job in only three days.
The first time I used these techniques I moved from next to last place out of 71 sales reps to 3rd out of 75 reps in only one month. This stuff works.

Right now I am using Brian's strategies in my network marketing company. They work very well.

That said, being familiar with Tracy in particular his tape series The Psychology of Selling, I was expecting much more in this book than what is offered. By contrast, Advanced Selling strategies which Tracy wrote over ten years ago was a huge book, packed with information and had more than enough meat.

Nonethless, The Psychology of Selling is a good book, a great primer for new sales people and a great refresher for experienced sales people as well. If you buy this, you will want to add the tape program as well or Advanced Selling Strategies.

4 of 4 people found the following review helpful:

4.0 out of 5 stars Understand the finer aspects of the psychology of succesfull selling., April 16, 2006

By 

Jesse L. Rowe - See all my reviews
(REAL NAME)   

This review is from: The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible (Hardcover)

A good book on developing your sales technique. Worth a read, but be warned that at least 50% of the content is 'old news' that you probably have already read in other sales books.

However, the OTHER 50% is worth reading, and will help you master the little nuances of the sales and closing interview.

A lot of emphasis on the 'behind-the-scenes' aspects of the science of selling - from where the title.