The Psychology of Selling

The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Brian Tracy's style is very much linked to two principles. Firstly, he believes in self-belief (or the mimicry of self-belief) he therefore explains how sales-people are (variously) the creators of all wealth, wonderful people who enjoy life more than others, and hugely successful if they are the top 20%. Whether these are objectively true or not hardly matters in his approach; you just need to act like they are. This is the Gospel according to Dosh. Secondly, he is prone to considerable simplifications to get the reader through the learning stage without confusion; he later recants some of these once the basics are grasped. I recommend that you try to shelve any reactions until you have worked through the book. He is not as simplistic as initial comments might indicate.

The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
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