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The Psychology of Selling: The Art of Closing Sales (Art of Closing the Sale) Audio CD – Abridged, Audiobook, CD


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The Psychology of Selling: The Art of Closing Sales (Art of Closing the Sale) + Tom Hopkins Audio Sales Collection + The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
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Product Details

  • Series: Art of Closing the Sale
  • Audio CD
  • Publisher: Simon & Schuster Audio/Nightingale-Conant; Abridged edition (March 1, 2002)
  • Language: English
  • ISBN-10: 0743520696
  • ISBN-13: 978-0743520690
  • Product Dimensions: 5.7 x 5.1 x 0.4 inches
  • Shipping Weight: 1.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (89 customer reviews)
  • Amazon Best Sellers Rank: #70,208 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

MARGARET MCBRIDE LITERARY AGENT

More About the Author

Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined.

Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year.

He has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of over 45 books that have been translated into dozens of languages.

He has written and produced more than 300 audio and video learning programs, including the worldwide, best-selling Psychology of Achievement, which has been translated into more than 20 languages.

He speaks to corporate and public audiences on the subjects of Personal and Professional Development, including the executives and staff of many of America's largest corporations. His exciting talks and seminars on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology bring about immediate changes and long-term results.

Prior to founding his company, Brian Tracy International, Brian was the Chief Operating Officer of a $265 million dollar development company. He has had successful careers in sales and marketing, investments, real estate development and syndication, importation, distribution and management consulting. He has conducted high level consulting assignments with several billion-dollar plus corporations in strategic planning and organizational development.

He has traveled and worked in over 80 countries on six continents, and speaks four languages. Brian is happily married and has four children. He is active in community and national affairs, and is the President of three companies headquartered in Solana Beach, California.

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Customer Reviews

This book was an easy read and full of great information.
April Clark
I started listening to the CD audio just recently, and I just can't wait to repeat it over and over again; it's truly motivational.
Jay Das
I'm still reading the book and I love every page!, it's so useful.
Pablo

Most Helpful Customer Reviews

65 of 68 people found the following review helpful By Brian Williamson on December 5, 2005
Format: 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.
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91 of 99 people found the following review helpful By A Customer on February 6, 2004
Format: 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.
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30 of 31 people found the following review helpful By James Givens on December 6, 2005
Format: Audio Cassette
Nobody packs more detailed and accurate information than Brian Tracy. Brian Tracy takes the best sales methods, little known insider secrets and reveals them to the rest of us. Look at the super salesman that Brian is. And I more than tripled my sales while creating happier clients who give me tons of referrals since following Brians techniques.

They work.
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26 of 28 people found the following review helpful By Tony C. DeFrancisco on November 28, 2005
Format: 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.
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17 of 17 people found the following review helpful By Amazon Customer on September 12, 2004
Format: Audio CD Verified Purchase
It is very difficult to find audio books that translate well into the pharmaceutical sales arena. These audio books do just that. The 2 CD's are in my car and have been constantly playing over the past 6 months. The concepts in these CDs are the best that I have come across so far.
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12 of 12 people found the following review helpful By Stuart Paul Sorensen on May 22, 2000
Format: Audio Cassette
The psychology of selling isn't just for salesmen. Anyone who uses persuasion in any situation will benefit from the skills, theoretical principles and techniques provided here. Brian Tracy's refreshingly non-patronising approach is both thorough and easy to understand. The author's experience shines through to deliver sound understanding and boosts the listener's confidence at every turn.
Like all of Brian Tracy's work this excellent programme is littered with great ideas and insights into areas such as motivating customers, overcoming objections and closing an agreement. A wonderful guide to the mysteries of truly effective communication and persuasion which not only equips the reader with the skills of selling and persuasion/negotiation but also makes it simple to spot techniques when others try to use them against us.
An excellent resource for beginners and 'old hands' alike.
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25 of 29 people found the following review helpful By Dr. James J. Wilson Ph.d on December 6, 2005
Format: Audio CD
My casette tape case says "revised for the 90's" and this program is. You will hear some of the old and some of the new. Tracy is a master at consultative type selling and at the same time recommend time tested closing techniques that have been working for decades.

Of course only real salespeople would know this. I also recommend the complete album from Nightingale-Conant by the same name by Brian Tracy.
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10 of 10 people found the following review helpful By Todd B. Natenberg on March 30, 2004
Format: Audio CD
Selling is so much more than fast talking and the gift of gab. To truly selling, you need to understand the mental game: of yourself, the buyer, and the prospect. Brian delves into all aspects to produce a program that is rock solid. The Psychology of Selling covers all the basis from prospecting to closing to overcoming objections. Adhering to the sales philosophy of kiss (keep it simple silly), this is a quick listen for anyone looking to boost their sales.
Todd Natenberg, Author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions
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