Customer Reviews

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

5 star:		(14)
4 star:		(4)
3 star:		(3)
2 star:		(0)
1 star:		(0)

 

 

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.

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.

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.

This new great book by Brian Tracy is more about what is going oninside your head and the head of your prospect that closing techniques. For the art of closing sales, read Brian's Advanced Sales Techniques.

This book is different and is essential to all serious sales people.

It is a misconception that people hate salespeople.People hate BAD salespeople.When you use the mind set and methods that Brian Tracy teaches you are not selling you are helping a customer to solve problems.The sales are a natural by product of focusing on the clients needs not yours. I wish that every sales person that I had to deal with used Brian's methods.This is one of my top ten sales books.

If you're a salesperson and need to improve your skills, this book will do the trick. I found this book to be easy to read and packed full of sales techniques I could start using right away. Brian Tracy's The Psychology of Selling is a "must read" for any person serious about making it in the field of selling.

You love this book! I strongly recommend it to anyone in the sales industry. Everyone of his books I have ever read were great.

Ty Wilde
Author of "Everything I Touch Turns to Sold""Everything I Touch Turns to Sold (Advice on How to Become a Top Sales Professional From a Top Producer)"

Before reading this book, I was already a fairly successful Realtor, but along with that, i had an unorganized, unplanned business. After reading this book, it gave me great insight as to why people buy, why we as salespeople do what we do to make the sale & why planning and keeping track of your numbers is so important. It points out very obvious and logical reasons to every aspect to professional selling that I have noticed before but never really gave it though. I plan to giving this book to anyone I care about that is in the selling business or as a gift for business purposes. I believe anyone that reads this book and puts what they've learned into action, they WILL increase sales. This book actually does what it says; it increases your sales!

brian tracy's my hero. period. although note that if you actually have a *GOOD* product (like apple's ipod, or ibm's thinkpad) you're probably not gonna need all the numerous techniques to "GET" the sale. tracy's basically focused on how to get a "yes" out of people when they're really wanting to give a "no" (because you're product doesn't sell itself.) which of'course is important, but is more targetted towards the rougher side of sales: like car sales or telemarketting, or just plain influencing people.

Very informative. Intelligently written. A great tool to help spark ideas. Perfect for any salesperson or business owner whether just starting out or looking to expand your knowledge.