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Product Description
Book Description
The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.
The Unsuccessful Salesperson says, "the other guy has the best territory."
The Successful Salesperson says, "every territory is the best one."
The Unsuccessful Salesperson says, ""that company will never buy."
The Successful Salesperson says, "I can make that company buy."
Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:
- The two major "motivating" factors in closing a sale
- The three "hot buttons" to push when selling to businesses
- How to avoid the five simple errors that spell the difference between success and near-success
Brian Tracy will help you master the art of closing the deal.
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Most helpful customer reviews
4 of 5 people found the following review helpful
1.0 out of 5 stars
Should be called "The Art of Deceit and Manipulation",
By A Customer
This review is from: The Psychology of Selling: The Art of Closing Sales (Audio CD)
I picked up this book as a primer on selling, as I had heard good things about Brian Tracy's previous works. While it did provide an overview of selling techniques, what I heard was a review of selling techniques that I thought (perhaps hoped) had gone out of vogue many, many years ago. For example, in order to "sell better" he suggests that confidence is key. And in order to shore up confidence, he recommends saying "I like myself, I like myself, I like myself..." over and over to oneself. Then he describes multiple ways to deceive and manipulate prospects so that they will buy your products. Here's a radical concept: instead of this approach, what if salespeople increased their knowledge of their products, worked to understand their prospects' business and business problems, then worked collaboratively with them to solve their problems? Thereby increasing the salesperson's success, maintaining their integrity and thus building a basis for authentic self-confidence? Nah, I guess that would take too much work. There is absolutely nothing new here. In fact, the techniques it espouses are exactly the stereotypical "sales techniques" that have led this profession to be viewed with such disdain among the public at large. Very interesting, given that Mr. Tracy opens his talk with an assertion that the sales profession is a noble one (a view that I share, overall) and has somehow just gotten a bad rap. I'd suggest that books like this are a part of that problem.
1 of 2 people found the following review helpful
5.0 out of 5 stars
The modern way to sell,
By A Customer
This review is from: The Psychology of Selling: The Art of Closing Sales (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.
5.0 out of 5 stars
Tracy is top notch,
By Seth Diviney (Boise, ID) - See all my reviews
This review is from: The Psychology of Selling: The Art of Closing Sales (Audio Cassette)
Some people might look for inconsistencies to Tracy's advice, however, this series has helped me improve my sell's skills more than any other sale's instruction that I have listened to or read. If you you are looking for an academic approach to psychology and selling this book will not include a large amount of quoted research. However, if you are looking for some ideas and skills to apply to interacting with clients or prospects this series is a wealth of practical information. I have yet to find a self help book free of inconsistencies or unsubstantiated data. Psychology of Selling is not an exception but it has too much practical benefits to pass up the knowledge out of a lofty sense of academic integrity.
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