The Psychology of Selling

A must listen!

Would you recommend this audiobook to a friend? If so, why?

I have wholeheartedly recommended this book to every single person I know in sales. Not only is Brian Treacy a very good reader, everything he says makes the utmost sense. I have listened to this 4 times now and I don't intend to stop anytime soon. My sales and personal life have become so much greater after listening to this audio book. I feel it is my duty to write a good review as a personal thank you to this man for what has been a life changing endeavour and what I can only describe as a wake-up call for me personally. Thanks Brian!

Who was your favorite character and why?

Brian

Did you have an emotional reaction to this book? Did it make you laugh or cry?

It made me realise my true potential, which is something that you cannot put a price on. This book is worth 1000 times the asking the price.

5 of 5 people found this review helpful

Very useful book, will refer to many times

Great book, sales tips still apply now. Only downside is Brian Tracey's voice often comes across as a bit tinny (bad recording). However the content is great.

3 of 3 people found this review helpful

A good book for newbies

I’ve never understood the big deal with Brian Tracy - I find him lacking energy and any inspiration. I rarely find any of his material to offer profound insights - more a tapestry of recycled assumed truisms. In spite of that, I thought I’d give this book a go on the basis that I might be wrong, I might be in the minority and because I’m particularly interested in the psychology of selling. What I found was that even with my interest in the subject, a LOT of this book falls back on the tried and trusted principles that salespeople were drilled on in the 70s and 80s - “dress for success”, ‘“smile as you dial” and other similar mantras - oh and he prescribes mantras too. For me, too much of this material is a couple of decades behind the times. It assumes that buying and selling behaviour patterns are still as they were in a bygone era - when people had secretaries and everybody always answered the phone and agreed to meet with you if you call to make an appointment- all very civilised and conducive to a fertile selling landscape. Real life, with GDPR and companies with no internal telephones and with spam filters, just isn’t like this any more. So much of the material and advice in this book strikes me as solving problems that no longer exist in quite the way the book assumes.

Having said that, it would be inaccurate to say the book is without value. For a newbie salesperson just needing to learn the ropes, it’s a good foundation, just don’t stop your learning here - go on to read Pitch Anything by Oren Klaff, The Challenger Sale, and even Miller Herman’s Strategic Selling remains relevant. If you want to fast track this book, fast forward to the last chapter and listen to the summary, which is tried and tested, but solid advice. Follow that advice and you’ll probably do better than most in you field.

1 of 1 people found this review helpful

The "GO TO" Info for All Sales Professionals!

Would you listen to The Psychology of Selling again? Why?

I listen to this regularly as it always offers a fresh angle when thinking about different sales and marketing challenges or opportunities, as it allows you to apply the thoughts you have to each situation in a practical way... if that makes sense!?

What was most disappointing about Brian Tracy’s story?

Nothing.. You can't exactly call this a story!

What about Brian Tracy’s performance did you like?

Brian Tracy always gets to the point. Unlike many narrators or "how-to" info providers, he tends not to waffle unnecessarily. He sometimes has anecdotes but they are always relevant and never particularly long-winded or self promoting. I have many of Brain's other programs on good old fashioned tape as well as audio book and he always delivers in a brisk but encouraging and engaging way.

Was this a book you wanted to listen to all in one sitting?

You couldn't take this info in, in one go. The whole point and value of this particular program is its longevity and real-world practical application. Whatever situation you find yourself trying to deal with and regardless of product, following the advice here allows you to look at each situation with fresh eyes and ears and use some of the principals and strategies involved. I should know - I first bought this in tape format in the '90s and it's as relevant now as it was then, hence me repurchasing again in a kinder format!

Any additional comments?

If you are or want to be a Sales Professional, BUY THIS PROGRAM. Visit it many times whenever you need a fresh angle on a deal or just a kick in the pants to refocus and get motivated on whatever is on your plate right now. Once you get through the intro, you will then be able to look at all these approaches whenever you need to. You won't regret anything here - it's helped me selling for brands like Jaguar and Mercedes right up to multi-million pound boats and most importantly, selling "me"!

5 of 8 people found this review helpful

Somewhat dated but still helpful

Some very helpful advice and tasks but a lot is very dated - technology, communications, language, role & gender assumptions (particularly in the penultimate chapter... wonder who else noticed...).

I've my own business so sales is part of my job. Worth the time, although it has taken me a while to work through.

A Sales Must Have.

I've spent many years in sales and have plenty of experience. However, this audiobook is a mine of useful tips and information, delivered in a nicely accessible fashion. I learned a lot!

I've used it to sharpen up a little, but have also listened to it repeated times, to brush up on something or even give me a bit of a mental boost when I'm in a slump. I put it on whilst driving to an appointment and find it get my thought process' into the right place every time.

John.

Poor audio quality

This may be an Interesting book, but the poor audio quality is a serious problem, as though it had been copied from tape.

All you need to sell.

Great book. Listening to it again and again each time learning more about effective selling Brian Tracy explains the selling techniques in a very accessible straight forward way. I love his audio books.

Good but bad quality.

Sound advice but the recording was poor. It should be redone for the sake of the content

Brief, interesting and useful. Highly recommended.

Useful, interesting and practical. It gives new ideas, tools and motivation. I would recommend to people who start a new business and wants to deal with sales mostly.