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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
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The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

4.19  ·  Rating details ·  4,838 ratings  ·  237 reviews
Double and triple your sales—in any market.

The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.

 It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of l
Paperback, 240 pages
Published July 16th 2006 by HarperCollins Leadership (first published August 1988)
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Omid Sammak این کتاب درواقع گردآوری نکاتی از سخنرانی های آقای برایان تریسی هست. کتاب خوب و جالبیه اما انتظار خیلی زیادی ازش نداشته باشید. تقریبا تکراری از نکات کت…moreاین کتاب درواقع گردآوری نکاتی از سخنرانی های آقای برایان تریسی هست. کتاب خوب و جالبیه اما انتظار خیلی زیادی ازش نداشته باشید. تقریبا تکراری از نکات کتاب های دیگه ایشون هست. به یکبار خوندن می ارزه.(less)

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Obed M. Parlapiano
This book is both great and a farce at the same time.

Let me explain myself.

The book is filled with explanations on how to be a better salesperson, but these references and explanations are almost from a meta psychical standpoint.

The explanations come from experience, as the author says, but it's not hard to imagine that these explanations are only given to get readers and potential sales people excited and nothing more.

Many of the explanations and ideas sound true, but lack greatly in the se
Dec 22, 2015 rated it it was amazing  ·  review of another edition
Shelves: self-improvement
Just when you thought he couldn't get better, he does.
Brian Tracy's words simply cannot be missed, no matter who you are or what you do.

Note: I have *NOT* included his selling tips here; there's just no way how.


"The most successful organizations in the world are all superb selling organizations.They recognize they have certain products, but they rise or fall depending on the quality of their sales efforts."

"There’s a direct relationship between your se
Rick Yvanovich
Oct 05, 2012 rated it it was amazing
This is a really good sales book whether you are new to sales or a veteran, it's stuffed full of wisdom and nuggets of gold.
Jeff Hennore
Oct 26, 2017 rated it it was amazing
Shelves: sales
Amazing book! Tracy helped me embrace the fact that I am a salesman, and to not be ashamed of it. He gives great pointers on how we can be in the top 1%, which I have implemented and found great success in doing so. I think that every salesman should read this book!
Feb 03, 2019 rated it really liked it
This book was the first sales book I’ve read. I liked the combination of sales tips, self improvement and psychology. The way he at the end of each chapters concludes everything made it easier to remember and digest what the chapter was about. Overall a great book and tips to get started with immediately.
Ong Jason
May 27, 2018 rated it liked it
Mundane stuff. Top producers earn way more than the rest. 80/20. Winning edge. Need the foundation.

blah blah blah. saying some points but seldom teaching how. For Eg, you need enthusiasm, you need to be different from others but how? any tips?

A couple of outdated or wrong info: You don't close a insurance deal on the first session because you need to go back, gather info and come back again. outdated.

Brian Tracy's books are mostly informational but have little stories or examples.
Heba El Saeid Mohammed
Aug 29, 2016 rated it it was ok
Shelves: blinkist
Self development... Which means for me pure bullshit
Alexa Athelstan
Aug 29, 2016 rated it did not like it
Shelves: 2016
Informative. But very basic & I don't work in sales. Totally not my kind of thing. ...more
Goutam Hebbar
Dec 06, 2019 rated it it was amazing
Has many insights about how to approach people for selling, and how to close a sale.
Mar 06, 2014 rated it it was amazing
Shelves: personal-mba
Wow. Do you have an insurance or financial person in your life that you really like? How do you describe that person? Is it hard to define what makes them different, other than 'Not a sleaze like all the others out there.'? With this book, you will understand why. It will help you gain a new perspective on the selling profession and the appropriate ways to go about applying the skill of selling to your daily life. You will immediately see a difference in the way things are working for you, once ...more
Nov 09, 2016 rated it really liked it
Very good book about the habits of a successful sales person. Sales is simple things done well and repeated often, it's not rocket science and this book is full of such tips.
Nopadol Rompho
Oct 29, 2017 rated it it was amazing
Shelves: my-favourite
It is a very good book, which talks about how we can sell. Psychology is so critical when it comes to selling so I would recommend you to read this book if you want to increase your sale figures.
Ali Javed
Jul 26, 2020 rated it liked it
A good book but not great.
Keshav Bhatt
Sep 13, 2017 rated it really liked it
This is a really useful & practical book on all the key things you need to know when it comes to sales, persuasion & consumer psychology. As ever, Brian Tracy's ideas are both easy to understand, practical and well thought through. And I think this is one of the biggest assets & strengths all of his work has. Everything I got from this book too was useful and immediately applicable to my own sales & marketing strategies making it massively helpful towards my own business' endeavours.

Here are my
Cher W
Jun 29, 2020 rated it liked it
A rather practical handbook for anyone looking to improve their sales techniques - there are certainly some valuable information and tips that would be overlooked even by experienced salespeople. As the name suggests, it covers the psychology in terms of self-esteem, which is not the most enlightening or profound, but would see how it would be useful for those who are afraid of putting themselves out there. I enjoyed the bits about how to deal with scenarios where the prospect's body language - ...more
Khalid Hajeri
Jun 08, 2020 rated it liked it
Recommends it for: Sales beginners, entry level salespeople
Shelves: favorites
The simplest book on how to general.

This is not to say that the book is without merit; the steps in Brian Tracy's book are great to follow if you are a person who just started a sales job or if you are already employed but in an entry-level position and are trying to climb the ranks further from scratch.

The first half of the book discusses the very basics of sales in a very easy to understand manner. Examples of good sales techniques are presented here and there, albeit with references
Cullen Haynes
Oct 27, 2017 rated it it was amazing  ·  review of another edition
We are all entrepreneurs...Why? Each and every one of us is a Personal Service Corporation. It's us who decides, who we are, what we do and how we achieve. And what's more, despite your title, we're all in Sales. As legend Z.Ziglar said, 'if you're in the business of dealing with people, then you my friend are in Sales.' However, despite being one of the most exciting professions in the world, the problem many of us face, is simple...we wing it.

A Doctor went to Medical School, an Advertiser lea
Dixit Nagpal
The more I read about sales the more I learn how important is to have a Character in your life. Your integrity, self discipline, hard work and enthusiasm is everything that counts to become either. A genuine sales person acts as an advisor and consultant and in your faith than a common belief that sales people are in their only to hit numbers and achieve some superficial targets by luring you into traps. This is Information Age and to fool customer is to dig your own grave , so rather being cand ...more
Mike Hohrath
Sep 19, 2017 rated it really liked it
This is a fantastic book by Brian Tracey. He takes us inside the mind of a Sale person and the client during a transaction and unlocks the secrets to successful sales methodology. Since sales is a very emotional process, the salesperson needs to have their attitude, strategy, and perspective at peak levels to achieve high performance.

Mr. Tracey gives the reader a ton of very good strategies that most people who read self-improvement are familiar with, setting goals, positive affirmations, studyi
Joe Michalak
Feb 02, 2019 rated it liked it
Shelves: business
Sales is a skill I am hoping to learn more about and develop in 2019. While the FP&A world doesn't have "true" sales, there is often the selling of ideas, as well as applying the principles to my non-profit work as well. If you're not my boss, a move to the front office could be possible later in life, too.

This book provides some pretty good advice. It is written to advise somebody who is doing concrete sales for sure, but by reading between the lines it is easy to extrapolate the idea to someb
Ryan Johnson
Jan 14, 2020 rated it it was ok
Shelves: audible
This was a disappointment. The information inside is far from ground breaking and in some cases completely outdated. He discusses some closing techniques but it’s clear that he’s used to the short term sales. Many of these strategies will fall apart in a longer sale.

He also tries to give you guidance in developing your mental game but the suggestions are surface level and sort of a “believe it into reality” mindset.

The book is filled with stories as well that support his arguments but they are
Daniel Dent
Feb 17, 2019 rated it really liked it
Shelves: paper
I wanted to do some internal sales training and wrote about 20 pages based on my faded experience performing sales in early stages of company (15 years ago). Bought this book because I remembered listening to Brian Tracey audio series a lot back then. Most of the advice in this book felt super familiar (like connecting with an old friend). For the most part material has stood the test of time. Our service has always been easy to sell over phone and online and this book assumes more face to face ...more
Jul 25, 2020 rated it did not like it
Shelves: junk
An atrocious text from a barely schooled hungry man. He starts with telling how conventional wisdom is bad for sales. Than he proceeds for the rest of the book to do exactly that. He will bull* you with how many people have followed his advice, how his advice mimics the top performers. The best parts of the book are about correlations, i.e. Carly Fiorina that started in sales. His bull* is usually based on "numerous studies", it is about what a Top 500 CEO said, how people come from overseas not ...more
May 01, 2018 rated it it was amazing  ·  review of another edition
One of the best book I have ever read, keep reading everyday, gifted two hard copies to the people who I wanted to be more successful, thank you for the best ever book by Brian Tracy, every salesman should read this book to get success, recommending this book to all my sales people who work hard to get a good sales

One of the best book I have ever read, keep reading everyday, gifted two hard copies to the people who I wanted to be more successful, thank you for the best ever book by Brian Tracy,
Honeya Ordoubadi
Jul 19, 2018 rated it it was ok
Wow... I could have sworn this was written by Don Draper himself! To be fair, there are some very time-tested techniques in this book, but on balance, it's so outdated (as if it where written for traveling salesman in the 60's) and you can get more current tips from any number of books or Ted talks or Youtube videos... (example: chapter 5 on how long your hair should be). It also doesn't provide any guidance for the modern world in which the salesperson is no longer the 'expert' with the advent ...more
Jonathan Johnson
Mar 29, 2020 rated it it was amazing
A couple of points
First, the author wears suspenders; this is step one that he knows what he’s doing
Two, this book holds a special place in my heart because it is the book that my father started listening to a couple of months ago that has extremely motivated him and caused him to start becoming a better leader in his family and business
This book is great and on the lines of being as good as a John Maxwell book
The author has read a ton of books and has mentored and trained thousands of people in
Oct 18, 2020 rated it liked it
I’m not in selling. Thanks god!
However, it’s true that selling drives this world and this economy. This only makes ne think: what’s wrong with this world and economy if it’s driven by sales in effort to convince people to buy something they do not need. The author trying to convince us that it’s not true, he is trying to help people to make the right choice, but all his examples tell the opposite...
Also what a horrible profession is it where you have to constantly convince yourself that you are
Cesar Millán
Mar 23, 2018 rated it it was amazing
To me one of the best books that you will ever find about selling, but not just for selling goods or services, but yourself in any field that you develop. Like it or not we are always selling and being sold, so what are we waiting to start learning about this process and take the whole rides of our lifes. Brian Tracy in a gently manners teach us that the best sellers aren´t born, actually they are made, they prepare themselves and they have a lot of balls and hustle, that we can develop too. Let ...more
Allen Howard
Jul 06, 2018 rated it really liked it
Brian Tracy is very motivational and based on good ethical principles. I found the "Psychology of Success" better than this one. This book seems to be an application of the same principles but with a focus on selling. I recommend Psychology of Success over this one focused more on Selling. Still this was a good read/listen.
I'm a professional Salesperson with around 15 years in Business to Business sales in the technology sector. The principles are good solid fundamentals and it was a good refres
Felix Nguyen
Jul 10, 2020 rated it really liked it
Tracy writes like he is stuck with you in the waiting room at the dentist and deems you lucky enough to be told all the secrets of the sales profession (which makes sense considering the book is based on a sales program that he did on the radio). Essentially, the book highlights what kind of mindset one needs to have to become the best in the profession (and in life), and not necessarily the practical steps for one to do so. "The Psychology of Selling" will leave you slightly informed, but vastl ...more
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Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

He 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 pe

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Did you set an extremely ambitious Reading Challenge goal back in January? And has this, uh, unprecedented year gotten completely in the way of...
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“Stop for a few seconds and create a clear mental picture of yourself as completely relaxed, calm, positive, smiling, and in complete control of the interview. Then inhale deeply, filling up your lungs and putting pressure on your diaphragm. Hold this breath for a count of seven and exhale for a count of seven. While you are breathing deeply, continue to hold a picture of yourself as the very best salesperson you could possibly be.” 2 likes
“A person who really likes himself or herself has high self-esteem and therefore a positive self-concept. When you really like yourself in a particular role, you perform at your best in that role.” 2 likes
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