The Psychology of Selling Book Summary - The Psychology of Selling Book explained in key points
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The Psychology of Selling summary

Brian Tracy

Increase your sales faster and easier than you ever thought possible

4.2 (387 ratings)
11 mins

Brief summary

"The Psychology of Selling" by Brian Tracy is a comprehensive guide that teaches readers how to sell effectively. Using psychological insights and practical tips, Tracy explains how to build trust, overcome objections, and close deals.

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    The Psychology of Selling
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    Motivate your subconscious for successful sales.

    What’s on your to-do list right now? Probably a few mundane errands, like taking out the garbage or remembering to grab toilet paper on the way home. But did you know that the list isn’t just a household fixture, but a great tool for salespeople, too?

    To-do lists are a surefire way to harness the power of your subconscious and achieve your aims. The subconscious plays an important role in the job of a salesperson anyway – just think of how intuitive reactions to facial expressions and body language allow a salesperson to keep a prospect engaged. By writing stuff down in a simple list, you give your subconscious a framework to work with.

    Start by writing a list not of your goals as a salesperson but of the reasons why you want to achieve these goals. The longer the list is, the more motivated you’ll be. Why? Well, each reason is a piece of ammunition for your subconscious mind.

    Take, for example, a sales manager with just two reasons for achieving his sales goals: saving for a new car and taking a road trip through the mountains. Meanwhile, another sales manager can name dozens of reasons, from renovating parts of his house, to getting a dog for his kids, to taking a family holiday through China, and more. While the first salesperson will find himself easily discouraged, the second will be unstoppable.

    These motivational lists are just one element of a salesperson’s toolbox, just one of the techniques he uses to get his subconscious working for him. In the next blink, we’ll look at another technique: self-esteem.

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    What is The Psychology of Selling about?

    The Psychology of Selling (2004) will school you in the psychology of consumption. These blinks reveal the techniques used by outstanding salespeople – techniques that you can use to increase your sales performance in any market.

    The Psychology of Selling Review

    The Psychology of Selling (2004) is a must-read for anyone looking to excel in the field of sales. Here's why this book stands out:

    • With its practical strategies and techniques, it provides readers with actionable advice to boost their sales performance.
    • By sharing real-life examples and success stories, Brian Tracy demonstrates the effectiveness of his methods, making the book relatable and engaging.
    • The book explores the psychological aspects of selling, helping readers understand the motivations and behaviors of their customers to close deals more effectively.

    Best quote from The Psychology of Selling

    Only about 3 percent of adults have written goals. And these are the most successful and highest-paid people in every field.

    —Brian Tracy
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    Who should read The Psychology of Selling?

    • Salespeople
    • Anyone struggling to maintain a positive self-image
    • People who want to improve their negotiating abilities

    About the Author

    Brian Tracy, a Canadian-born US author, has written many best-selling nonfiction books, including Focal Points, Goals, Create Your Own Future and Million Dollar Habits. He is also a professional speaker and sales trainer.

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    The Psychology of Selling FAQs 

    What is the main message of The Psychology of Selling?

    Discover the psychological principles behind successful selling in The Psychology of Selling.

    How long does it take to read The Psychology of Selling?

    The reading time for The Psychology of Selling varies, but the Blinkist summary can be read in just 15 minutes.

    Is The Psychology of Selling a good book? Is it worth reading?

    The Psychology of Selling is worth reading as it provides valuable insights into the psychology of successful selling.

    Who is the author of The Psychology of Selling?

    Brian Tracy is the author of The Psychology of Selling.

    What to read after The Psychology of Selling?

    If you're wondering what to read next after The Psychology of Selling, here are some recommendations we suggest:
    • The Greatest Salesman in the World by Og Mandino
    • The Science of Selling by David Hoffeld
    • Sales EQ by Jeb Blount
    • Flipnosis by Kevin Dutton
    • Get Smart! by Brian Tracy
    • You're Not Listening by Kate Murphy
    • Influence by Robert B. Cialdini
    • Gap Selling by Keenan
    • Buyology by Martin Lindstrom
    • The Psychology of Money by Morgan Housel