THE PSYCHOLOGY OF SELLING | BRIAN TRACY | PDF DOWNLOAD ||
CONTENTS
Introduction
1. The Inner Game of Selling
2. Set and Achieve All Your Sales Goals
3. Why People Buy
4. Creative Selling
5. Getting More Appointments
6. The Power of Suggestion
7. Making the Sale
8. 10 Keys to Success in Selling
Focal Point Advanced Coaching and Mentoring Program
About the Author
INTRODUCTION
The imagination is literally the workshop wherein are
fashioned all plans created by man.
—NAPOLEON HILL
The purpose of this book is to give you a series of ideas, strategies, and
techniques that you can use immediately to make more sales, faster and more
easily than ever before. In the pages ahead, you will learn to get more out of
yourself, and out of your selling career, than you may have ever thought
possible. You will learn how to double, triple, even quadruple your sales and
your income within a few months, or as little as a few weeks.
This book is the written version of my internationally successful The
Psychology of Selling audio sales program. Since this program was originally
produced, it has been translated into sixteen languages and is used in twenty-four
countries. It is the best-selling professional sales training program in history.
Become a Millionaire!
According to follow-up research on graduates of the audio program, more
salespeople have become millionaires by listening to and applying these ideas
than by any other sales training process ever developed. Using this material, I
have personally trained more than five hundred thousand salespeople worldwide,
from thousands of companies and from virtually every industry. It really works!
My Own Story
I did not graduate from high school. Instead, as a young man, I went off to see
the world. I worked at manual-labor-type jobs for a few years until I had enough
money to begin traveling. I worked my way, on a Norwegian freighter, across
the North Atlantic, and then traveled by bicycle, bus, truck, and train around
Europe, across Africa, and eventually to the Far East. I never missed a meal, but
I did postpone a lot of them indefinitely.
When I could no longer find a manual-labor job, in desperation, I got into
sales. It seems that most of the decisions we make in life are similar to backing
up in the night and hitting something, and then getting out to see what it was. In
this case, for me, it was a sales job.
It seems that most of the decisions we make in life are similar to backing up in the night and
hitting something, and then getting out to see what it was.
Basic Training
I was hired on straight commission and got the three-part sales training
program: “Here’s your cards; here’s your brochures; there’s the door!” Armed
with this “training,” I began my sales career cold-calling, knocking on office
doors during the day and knocking on residential doors in the evenings.
The person who hired me couldn’t sell. But he told me that sales is a
“numbers game.” He said that all I had to do was talk to enough people, and
eventually I would find someone who would buy. We call this the “mud against
the wall” method of selling. (If you throw enough mud against the wall,
somewhere, somehow, some of it will stick.) This wasn’t much, but it was all I
had.
Then someone told me that sales was really not a “numbers game.” Rather, it
was a “rejection game.” The more rejections you collect, the more sales you are
likely to get. Equipped with this advice, I ran from place to place so I could get
rejected more often. They said that I had the “gift of gab,” so I used it. When a
person seemed uninterested, I would speak louder and faster. But even though I
hurried from prospect to prospect, and spoke louder and faster to each person, I
was barely holding on by my fingernails.
The Turning Point
After six months of struggling, making just enough sales to pay for my single
room in a small guesthouse, I finally did something that changed my life.
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