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The Psychology Of Selling: The Art of Closing Sales | 
| Author: Brian Tracy
Publisher: Nightingale-Conant
List Price: $19.95
Buy New: $10.28
You Save: $9.67 (48%)
New (31) Used (15) Collectible (1) from $10.28
Rating:  32 reviews
Sales Rank: 12703
Format: Abridged, Audiobook
Media: Audio CD
Pages: 2
Number Of Items: 2
Shipping Weight (lbs): 0.3
Dimensions (in): 5.7 x 5.1 x 0.5
ISBN: 0743520696
Dewey Decimal Number: 658.85
EAN: 9780743520690
ASIN: 0743520696
Publication Date: March 1, 2002
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
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Product Description
Find The Keys To Sales Success! The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic. The Unsuccessful Salesperson says, "the other guy has the best territory."
The Successful Salesperson says, "every territory is the best one."
The Unsuccessful Salesperson says, ""that company will never buy."
The Successful Salesperson says, "I can make that company buy." Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including: The two major "motivating" factors in closing a sale The three "hot buttons" to push when selling to businesses How to avoid the five simple errors that spell the difference between success and near-success Brian Tracy will help you master the art of closing the deal.
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| Customer Reviews: Read 27 more reviews...
 The modern way to sell February 6, 2004
71 out of 75 found this review helpful
Brn Tracy's approach to selling may be a turn off to car salespeople and telemarketers, but is a breath of fresh air to all real salespeople.Tracy takes a consultative approach to selling. He teaches you how to ask questions, not merely read a script. He shows you how to build rapport and trust. And most importortly, he shows you how to create win/win situations with your clients.I also recommend Advanced Selling Strategies by Tracy and the unabridged audio tape program from Nightingale-Conant The Psychology of Selling and Advanced Selling Techniques.Your sales will soar and you will create happy customer relationships.
 It's old-timey sales lore, but don't call it psychology... June 27, 2003
33 out of 43 found this review helpful
This product isn't really based on psychology, it's based on anecdotes and sales lore. If that's what you're looking for, fine, you've found your source. When psychology is invoked, it's primarily 1950s-era behaviorism or turn-of-the-century Freudianism (both of which have been seriously discredited by modern psychology).
Tracy blithely refers to the "subconscious" in contradictory and erroneous ways throughout his presentation. One of my favorites is "The psychological needs are the deepest of the subconscious needs." (Come again?) Sometimes the psychology is pure pop: "How we feel about ourselves comes off in electromagnetic waves." (New Age wisdom?) This is not to say that Tracy doesn't have some interesting sales stories, he does; (many strike me as improbable) but as often as not he draws conclusions from them that are at odds with current psychological thinking.
Tracy advocates several well-known but highly manipulative sales techniques that are widely recognized and despised by customers. For example, one recommended close setup (paraphrased) goes: "I'm not going to try to sell you anything right now, I just want to show you why so many other people like this product. All I ask is that you consider it openly and honestly, and when we're done, tell me if you think this is applicable to you. OK?" When the sales presentation is over, and the salesperson makes the pitch (that he promised he wouldn't make a few minutes earlier), if the customer resists by not committing immediately, the salesperson is advised to say: "Well, you promised me you would tell me if this applies to your situation or not, and based on what you've said it seems to me that it does..." That's a lot of doubletalk, deception, and manipulation to load into two sentences, and rare would be the customer who wouldn't recognize and resent this sort of a verbal trap. How Tracy can talk about these types of manipulative techniques on the one hand, and the need for honesty and long-term relationships on the other, confuses me utterly.
Equally disturbing is the lack of support for the lists and factoids that Tracy offers, such as his "5 personality types" (you won't find them espoused by any modern personologist who studies personality) the "fact" that we like people seated to our left but not to our right, and the "fact" that saleswomen shouldn't smile during the first 10 minutes of a sales presentation. Where is he getting this stuff? And where is he finding an audience that believes it? If there is any evidence for these odd assertions, Tracy should tell us--his credibility doesn't carry the day.
Regarding the presentation itself, Tracy employs some of his own recommendations, including the liberal use of tag questions (Know what I mean? Don't you agree? Am I right?) and speaks very rapidly--the quintessential fast-talking salesman. Ironically, here, Tracy is in complete agreement with modern persuasion psychology, which tells us that you increase persuasion if you speed up your rate of speech for presentations where your facts are weak. Why? It doesn't give people time to process your message deeply and discover its weaknesses.
BOTTOM LINE: if you're looking for a rehash of old sales lore, this is the ticket; if you are looking for psychological insights, then you need to skip this and fast forward a half century.
REBUTTAL to several trolls above: Contrary to your assertions, there are salespeople who like reviews that distinguish between legitimate and illegitimate tactics--discerning people tire of perpetual cheerleading. Several reviews that target mine make unsupported assumptions that (1) Tracy must be richer than me (who knows?), so I should shut up; (2), that I must not be a salesperson and so I should shut up; and (3) if I am a salesperson, I must not be successful (because, I guess, no successful salesperson could possibly argue with Tracy?) and so I should...you guessed it...shut up. So, when the emperor has no clothes, it appears a lot of people don't want to hear about it.
Non sales people reviewing this product? Not sales psychology? December 6, 2005
Brian Williamson (Escondino, Ca)
32 out of 33 found this review helpful
I have to laugh when I see non sales people reviewing a product like this one and bashing it. How can a non sales person possibly understand sales and sales psychology?
I used to work with a guy who I will refer to as Eugene. Eugene was articulate, intelligent, clean looking and talked the talk. He had sales experience, 25+ years worth or actually 1 year repeated 25 times. He had the gift of gab. Despised sales trainers like Brian Tracy and his paycheck showed it. He was a know it all who knew nothing. Could talk to a prospect for an hour and in most cases talked them right our of buying. He thought he was a sales pro but was an outright amateur. Eugene didn't last long at any sales job because he always thought he was "overqualified" for the job even though he usually came in last place on the sales board.
The negative reviews here remind me of Eugene. They sound articulate and intelligent. Use good vocabulary and try to impress you. One of Brian Tracy's key phrases is to "seek to express not impress." Eugene and the one star reviewers here can learn from that.
Also funny how the 1 star reviewers refer to this products as a book. It's a tape set! These reviewers didn't even check the item they were reviewing and I bet never listened to the tapes. How could they when they refer to it as a book?
This tape set is a good start. You will learn consultative techniques as well as closing techniques that work. If you are a fan of SPIN, you may not like this program. Sorry to burst your bubble, but objections are part of the selling process as all real salespeople know.
And if you are a telemarketer following robotic techniques, you will be lost here. Ditto for used car and hard sell types.
After you listen to this tape set, I recommend that you read The Psychology of Selling and Advanced Selling Techniques by Tracy.
New and revised - The New Way To Sell December 6, 2005
Dr. James J. Wilson Ph.d (Shippensburg, Pa)
24 out of 24 found this review helpful
My casette tape case says "revised for the 90's" and this program is. You will hear some of the old and some of the new. Tracy is a master at consultative type selling and at the same time recommend time tested closing techniques that have been working for decades.
Of course only real salespeople would know this. I also recommend the complete album from Nightingale-Conant by the same name by Brian Tracy.
Should be called "The Art of Deceit and Manipulation" July 11, 2003
22 out of 41 found this review helpful
I picked up this book as a primer on selling, as I had heard good things about Brian Tracy's previous works. While it did provide an overview of selling techniques, what I heard was a review of selling techniques that I thought (perhaps hoped) had gone out of vogue many, many years ago. For example, in order to "sell better" he suggests that confidence is key. And in order to shore up confidence, he recommends saying "I like myself, I like myself, I like myself..." over and over to oneself. Then he describes multiple ways to deceive and manipulate prospects so that they will buy your products. Here's a radical concept: instead of this approach, what if salespeople increased their knowledge of their products, worked to understand their prospects' business and business problems, then worked collaboratively with them to solve their problems? Thereby increasing the salesperson's success, maintaining their integrity and thus building a basis for authentic self-confidence? Nah, I guess that would take too much work. There is absolutely nothing new here. In fact, the techniques it espouses are exactly the stereotypical "sales techniques" that have led this profession to be viewed with such disdain among the public at large. Very interesting, given that Mr. Tracy opens his talk with an assertion that the sales profession is a noble one (a view that I share, overall) and has somehow just gotten a bad rap. I'd suggest that books like this are a part of that problem.
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