Psychology of Selling - Brian Tracy
By Josh Kaufman
Selling can be tough. Prospects often treat you with skepticism, complain about the price, give you the runaround, and waste your time without buying. Every day, you risk rejection, frustration, and lost opportunities. If you don’t close the sale, you don’t get paid. It’s little wonder people find it difficult to sell consistently.
The Psychology of Selling is a comprehensive course on day-to-day sales fundamentals. Brian Tracy is a veteran salesperson with experience in many different industries, and he’s isolated the key principles, strategies, and techniques involved in convincing prospects that your offer is more valuable than the asking price.
In The Psychology of Selling, you’ll learn how to break a prospect’s preoccupation with other matters, attract and maintain attention, present your offer in the best possible light, answer questions and overcome barriers to purchase, and close the deal when the prospect is ready to buy.
You’ll also learn how to manage your own psychology as you sell, keep your confidence high (and desperation low), avoid sales resistance, and systematically improve your skills until you are one of the top 10% of salespeople in your field.
(Note: this program is available in both book and audio CD form. I highly recommend the audio version – Tracy is a master presenter, and having the material in audio format makes it easy to revisit regularly.)
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