Summary of The Psychology of Selling

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The Psychology of Selling book summary


7 Overall

9 Applicability

6 Innovation

7 Style


Selling is a frustrating profession. Unfortunately, your self-esteem bears the brunt of the unavoidable rejection that comes with the sales process. Popular sales trainer and author Brian Tracy examines some of the basic psychology behind the buying and selling process. He explains how your self-concept affects your sales performance and offers advice on boosting your self-image. He analyzes the reasons why people buy, going beyond the adage, "People decide emotionally and then justify logically," into the many emotions involved in making a purchasing decision. Tracy offers several viable tips and techniques to apply to every facet of the sales cycle. The book is often repetitive, but perhaps the fundamentals bear repeating. The seasoned sales professional will find some helpful details amid the familiar overall strategy. getAbstract particularly finds that this easy-to-read book provides a clear, thorough introduction for someone just beginning his or her sales career.

In this summary, you will learn

  • How your self-concept affects your sales performance;
  • How to raise your self-esteem and join the top 20% of sales professionals; and
  • How to use practical strategies and techniques that apply to every aspect of the sales cycle.

About the Author

Brian Tracy is a sales trainer and speaker who has worked with more than 500 corporations. He is the author of many books, including Focal Point, Goals! and Create Your Own Future. He produces audio and video programs on sales, management and leadership.



Why Sell?
Why should you become a salesperson? The sales profession can provide a high income and lifetime job security. Once you learn how to sell, you can sell anything. Salespeople often earn more than many other professionals including doctors, lawyers and architects. And in sales, ...

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