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Lunch » Tags » Books » Reviews » The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible » User review

Psychology of Selling by Brian Tracey

  • May 15, 2005
Rating:
+4
The author explains how to sell to people. The focus is to visualize the end results and set realistic goals. The importance of face-to-face contacts is enunciated in order to get people
involved in the transaction to refine needs and close the sale.
The author emphasizes the need to demonstrate the product so that
the customer can evaluate it. This book would be valuable to any
person embarking on a career or position in selling. There are practical examples, as well as a firm approach to get started
without the "analysis paralysis syndrome" .

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Dr Joseph S Maresca ()
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About this book

Wiki

With his 300-odd video and audio courses (sales at one mil.), and 30 books, Tracy has built a strong motivational sales and marketing brand. This latest installment shapes pop psychological constructs to fit Tracy's existing paradigms: "Your subconscious does not think or decide. It merely obeys your mental commands." Tell that to Dr. Freud, one might retort, but the point here is not fidelity to psychology theory, but efficacy in getting readers to change the way they bring themselves to a sale. Visualization techniques, concrete sales advice and motivational pep talks make up chapters like "The Inner Game of Selling" and "The Power of Suggestion." The "Getting More Appointments" chapter recapitulates sound but Willy Lohman-esque advice like "Sidestep the Excuse" or "Don't Be Put Off"; the book as a whole feels familiar, but it's clearly organized. Even in Tracy's generic prose, the repackaged tried-and-trues will find their marks.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.
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Details

ISBN-10: 0785212000
ISBN-13: 978-0785212003
Author: Brian Tracy
Publisher: Thomas Nelson

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