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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
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One of my first videos ever, was with Brian Tracy. Strangely enough, this is the first book I read from him since the beginning of my career.
It is evident that I am not living up to my full purpose in the sales world and this has helped me get back on track again.
So many ideas came from this book and it is hard to pick which one is of the most value right now. I think one of the largest eye openers for me as of yet, has to do with creating a sales presentation. I have always thought of a presentation as a way of pitching (and then praying the customer would not talk about price and hope for the deal to come through) but I now see a lot of areas in which I can improve vastly.
What I like about Tracy is his approach to coaching. He seems like the sympathetic kind who really wants to help you. It is hard to find in today's world of selling, since most people are on the lookout for number one only: Yourself.
However I do not feel this way when going through his material. I genuinely feel that Brian Tracy from the bottom of his heart wants you to succeed, the way he himself achieved success.
So can I recommend this book?
Without a doubt, it is one of the greatest investment one can make in the search for excellence.
A must-read for anyone starting, or wanting to do better, in person-to-person selling.
Heidi Thorne, author of Business Competitive Advantage: A Handbook for Small Business Owners, Entrepreneurs and Consultants
Apart from that, I enjoyed the confidence booster practices, learning about the Pareto Principle and the overall motivation techniques contained in this book.