The Psychology of Selling

Brian Tracy

The Psychology of Selling



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In The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible,Brian Tracy assesses the techniques and methods you can use to take your sales to a higher level, whatever the product: services or goods, tangible or intangible. The book not only offers exercises and insights based on his personal experiences, but also mental repetition techniques and exercises from the field of psychology, that can help you to become one of the best in your field, as well as improve your quality of life.

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Analysis and key concepts


You have to know how to differentiate yourself if you want to see a real difference between your income, and those of your competitors


Fear of failure and fear of rejection are normal: it takes courage to overcome them, and become the best version of yourself


Emotions are contagious: in order to successfully conclude a sale, you must focus on positive emotions


The desire to earn and the fear of losing are enough to move any buying instinct


Everything matters: in sales, attention to detail is more important than ever


Using creativity to identify the best sales opportunities is key


“The person who asks questions has control”: asking questions shows that you care about the customer's needs


Manners are a salesperson’s best calling card


Your sales tactics need to change according to the type of customer you have in front of you


"Do unto others as you would have them do unto you”: integrity (especially in the field of sales) is sacred




Take-home message

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Many useful tips to:

  • Learn the behaviours that will help you improve your dealings with prospective customers.
  • Understand the choices that you need to make to improve on both an organisational and psychological level.
  • Analyse techniques and discover exercises that will help you hone your sales skills.

Brian Tracy (1944), is a Canadian - American motivational speaker, bestselling author, and president and CEO of Brian Tracy International, a consulting firm on leadership, sales, creativity, and the psychology of success. He is considered an authority in the field of business dynamics and personal development. He is an extremely prolific author, and his work has been translated into more than 20 languages. Among his most famous books are Earn What You're Really Worth, Eat That Frog !, No Excuses! The Power of Self-Discipline and The Psychology of Achievement.

Publishing house:

Harpercollins Leadership