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The Psychology of Selling
Book

The Psychology of Selling

Increase Your Sales Faster and Easier Than You Ever Thought Possible

Brian Tracy
Thomas Nelson, 2005

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Editorial Rating

7

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  • Applicable

Recommendation

Selling is a frustrating profession. Unfortunately, your self-esteem bears the brunt of the unavoidable rejection that comes with the sales process. Popular sales trainer and author Brian Tracy examines some of the basic psychology behind the buying and selling process. He explains how your self-concept affects your sales performance and offers advice on boosting your self-image. He analyzes the reasons why people buy, going beyond the adage, "People decide emotionally and then justify logically," into the many emotions involved in making a purchasing decision. Tracy offers several viable tips and techniques to apply to every facet of the sales cycle. The book is often repetitive, but perhaps the fundamentals bear repeating. The seasoned sales professional will find some helpful details amid the familiar overall strategy. getAbstract particularly finds that this easy-to-read book provides a clear, thorough introduction for someone just beginning his or her sales career.

Take-Aways

  • In sales, the 80/20 rule means that, "The top 20% of salespeople make 80% of the money."
  • Become part of the top 20% by doing just a few things a little bit better.
  • The higher your self-esteem the better your sales performance.

About the Author

Brian Tracy is a sales trainer and speaker who has worked with more than 500 corporations. He is the author of many books, including Focal Point, Goals! and Create Your Own Future. He produces audio and video programs on sales, management and leadership.

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