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 (285 ratings)
11 mins
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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.

    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
    example alt text

    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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