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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Paperback – July 18, 2006


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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible + Secrets of Closing the Sale + Little Red Book of Selling: 12.5 Principles of Sales Greatness
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Product Details

  • Paperback: 240 pages
  • Publisher: Thomas Nelson; 1ST edition (July 18, 2006)
  • Language: English
  • ISBN-10: 0785288066
  • ISBN-13: 978-0785288060
  • Product Dimensions: 8.3 x 5.4 x 0.7 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (66 customer reviews)
  • Amazon Best Sellers Rank: #12,275 in Books (See Top 100 in Books)

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.

About the Author

Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of organizations and individuals. Tracy has studied, researched, written, and spoken for 30 years in the fields of economics, history, and business. He has authored more than 45 books.


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

Brian Tracy is a great writer.
tzach
I believe anyone that reads this book and puts what they've learned into action, they WILL increase sales.
TONY NGUYEN
A very useful book with a lot of really good information!
David Alexander

Most Helpful Customer Reviews

91 of 95 people found the following review helpful By Chuck Kimbriel on April 23, 2005
Format: 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.
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20 of 24 people found the following review helpful By Tony DeFrancisco on September 27, 2005
Format: 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.
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7 of 7 people found the following review helpful By Jesse L. Rowe on April 16, 2006
Format: 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.
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8 of 9 people found the following review helpful By James E. Gallagher on June 28, 2006
Format: Hardcover
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.
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4 of 5 people found the following review helpful By Steven D. Mietelski on December 22, 2010
Format: Paperback
I read this as a part of a book club style reading with some of my employees. I kept feeling, over and over again, that BT was full of it. I had also heard the audio book a few years before this and I felt that was way better. Maybe it's just that content is geared more towards audio, but the written version just wasn't doing it for me.

And there's nothing here you won't get from Ziglar's Secrets, so check that out instead. Use the audio as supplemental when you're in your car.
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8 of 11 people found the following review helpful By Cam Woody on April 26, 2005
Format: Hardcover
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.
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3 of 4 people found the following review helpful By Narbeh on April 20, 2014
Format: Kindle Edition Verified Purchase
This book is VERY boring and it keeps repeating the same basic ideas over, and over, AND OVER AGAIN throughout the entire book (!!!) The whole useful information could have been summarized in 20 pages, the rest of the book is B.S..

This is full of elementary and common-sense info and the title is intentionally set to be misleading. If you're looking for a book about Sales, this is the wrong place to be.

I feel like I've been deceived in buying this title. It was waste of time and money. The only reason I didn't give this a one star, is that it still has a 20 pages worth of useful info in it. Other than that, it's a total waste of time.

Don't even expect to learn something sales-related here.
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