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The Psychology of Selling

Increase Your Sales Faster and Easier Than You Ever Thought Possible
Narrated by: Brian Tracy
Length: 6 hrs and 18 mins
Categories: Business, Sales
4.5 out of 5 stars (182 ratings)

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Publisher's Summary

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.

Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated audiobook format for the first time. Salespeople will learn: "The inner game of selling" how to eliminate the fear of rejectionhow to build unshakeable self-confidence. Sales people, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

©2006 Brian Tracy (P)2013 Gildan Media LLC

Critic Reviews

From Publishers WeeklyWith 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.

What members say

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Sales gold

Although a bit dated the information provided is still applicable to the current sales market. Interesting delivery.

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Amazing!

The best sales book I have ever listened to. I word highly recommend to anyone who want to get better at the art of selling

3 people found this helpful

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  • FM
  • 02-01-2020

A great companion for a future salesperson

Invaluable. Inspiring and helpful in getting a position in sales. Read more books like this!

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For those who want to learn from the best

Timeless knowledge for beginners hungry to learn and experts to reignite the passion for sales

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Great Book for ANYONE

Cannot recommend it highly enough.

As a Lead/Prospect Generation Manager at a sales company I felt this helped me both personally and as a employee. I have sent this book onto my (already) number 1 salesmen who closes nearly every sale he sits. Within 12 hours I received a text on just how much this book had helped and encouraged him within the first few chapters. Needless to say, that he “couldn’t put it down” even with many years of sales under his belt.

As opposed to most books I have read, Brian Tracy drills into the reader the practical solutions to the areas in which you are going wrong in business/sales.

If you have any business/ sales goal in life, you need this book.

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Good solid information

a good book about the basics what what it is to be a professional salesperson audio quality could be better

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Excellent!

I really enjoyed this book and it is packed full of excellent and relevant information which tells you exactly how to succeed and why. Would very strongly recommend

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Good concepts and ideas

Good points and ideas about the topic. However The recording is not the highest of quality, at times it sounds quite echo.

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  • ben
  • 04-11-2016

facts that are based on ones opinion.

brian tells you alots of facts... well he acts as though they are fact. they are litterally based on his opionion only. crazy %ers of how much sales can increase after apply a tule of his... but there is no basis for these rules. do i agree with alot of what he was saying... yes. but by the end some of his points he was making were laughable. however i rehiterate... i do agree with a bunch of the stuff he states (defintely not all). however alot is simply based on positive psychology.

worth a listen for those that are new to sales.

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AMAZING! Thank you Brian Tracy.

Another amazing Brian Tracy audio book. I highly recommend this to any sales professional that wants to earn big bucks from bonus and be the best in their field!

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  • Designer S.
  • 08-02-2019

Don’t Miss the Gift because of the package

This audiobook has so much great knowledge and practical tips.

The audio is very low grade. I literally thing he recorded it with a webcam mic in his bathroom. You can hear him turning pages and you can here other people in the background, also you here when he over lays edits to the recording. The audio is so bad that it becomes comical. However, I feel like my mind for the selling world has been blown open and that I found a diamond in the rough. Must must read.

6 people found this helpful

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  • Eugene
  • 27-05-2015

Helped me make sales.

Good book. Take notes and apply the ideas into your own career. it works well.

5 people found this helpful

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  • William A
  • 25-12-2015

The performance killed it for me.

What did you love best about The Psychology of Selling?

There were some good tips. It was not 80/20 good, but there were still some things I wrote down.

Who would you have cast as narrator instead of Brian Tracy?

Someone that was not doing the recording in their home. I thought the person that did the narration was fine as far as they read, it is all the annoying distractions that I could hear, beeping, page turning that really killed it. It sounded like it was recorded at someones home and not like the other books I've bought from audible.

Any additional comments?

There are a few time, and by a few I mean +15 times where it sounds like the start of the sentence was said from within a box and mid way through it he removed the box. There are also beeps or buzzes that you can hear throughout the recording. The most common sound to hear was paper being turned. I am assuming that this was the script that was being flipped. I have no idea why none of this was caught in editing and rerecorded.

As for the actual story I did find some of it useful and do plan to implement it into what I do. If ever there was an update to the book I really hope they take out the several parts where it wants us to say things about how great we are. He tells us to do this at a minimum 4-5 different times.

I do plan to listen to the book again to make sure my notes are complete, but I do not see this being a book I reread or listen to over and over like the 4 hour work week.

15 people found this helpful

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  • yakup
  • 07-01-2019

One of the best books in this matter.

Calm and easy to understand. Many practical tips worth doing. Sales talent can be developed

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  • Anonymous User
  • 08-12-2018

Must read for salesmen

This is a classic book with exceptionally well explained basics and techniques. Must read for everyone who deals with clients in any way.
Not the most advanced, but definetly the best selling book I have read.

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  • Jennifer Reisinger
  • 23-11-2018

Great sales tips for novice and experienced sales

This was a great book. Wish I'd bought the book where I could mark it up. Great tips and should be the sales hand book for anyone who sells. Very valuable

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  • Anonymous User
  • 29-05-2018

Brian Tracy is like the god.

I've listened to this audiobook 3 times now and have been taking notes of everything you just told me, Brian. Thank you so much for making this book! For everyone else out there. IF you wanna be the best in selling go listen to Brian Tracy. He's absolutely an inspiring and very knowledgeable man. Regards, Christian, Denmark

2 people found this helpful

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  • DAVID
  • 09-03-2014

multiple sound defects, sounds like in barrel

Any additional comments?

Excellent material, as I own most of Tracy's material, as one of his highest admirers. Howe ver apparently this new version was mastered splicing in previous sections or for whatever reason the intermittent and repeated sections that sound like he is speaking in a barrel are extremely distracting to the otherwise excellent content. Hopefully it will be remedied, and i will periodically re-download copies in hopes that will eventually be the case.

28 people found this helpful

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  • Samuel Elliott
  • 19-01-2019

Experienced Sales Pros Skip Chapter 1&2

loved it. first two chapters is a lot of self help. the author does a great job repeating the ksot important principals and continuing to weave them into additional chapter. provides a framework for success in sales. top 10% baby!

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  • Scott King
  • 12-01-2019

life changing

I bought this book 3 times over for my friends to read. it's not just for sales but the best advice for life

1 person found this helpful

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  • Gary Strickland-Clark
  • 02-12-2018

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.

7 people found this helpful

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  • Greg
  • 04-04-2016

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 people found this helpful

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  • Cheryn
  • 17-03-2017

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.

4 people found this helpful

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  • Mark F
  • 06-06-2014

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 people found this helpful

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  • Amazon Customer
  • 06-01-2020

Excellent subject & content brilliantly delivered

Great advice, tips, techniques and exercises which can be applied. I have already started to apply the learning and actions outlined.

Thanks Brian for sharing your expertise and valuable experience.

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  • P. S. Ltd
  • 04-12-2019

Excellent

Very good, practical, lots of good content. I need to listen to it again and again to get the full benefits.

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  • Anonymous User
  • 30-10-2019

Great book

Was a bit dubious in the first half of this book but by the end of it was blown away. Completely different view point and yeah it makes perfect sense.

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  • Nicholas Miller
  • 14-10-2019

Probably effective but morally questionable

Contains a number of good tips but very quickly asserts that selling is one of the most needed occupations without qualifying that it depends very much on what is sold, why and how. It encourages readers to, literally, tell themselves they're great on a regular basis, and that when you see something expensive you should think "I deserve that". While some of what is says is on point and meaningful, it does little to encourage personal integrity and critical thinking.

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  • Kindle Customer
  • 23-06-2019

Weak in Content

I bought this to find out what tricks sales people use to trick me into purchases. There was not much more than just "be confident", "love your product" and "don't dress like an idiot". Disappointing.

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  • GreenEyedGirl
  • 16-04-2019

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.