The Key to Making More Money Faster in the World of Professional Selling

My review is of the six cassette version. This is definately one of the classics for audio sales training and it has held up over the years because overall it is very good. I spend a lot of time on the road and have listened to pretty much all the programs. Everyone needs to find their own style and there are many other great ideas out there but you will certainly find a very good foundation in these cassettes. One of the things I personally liked about these cassettes is that Brian Tracy sounds more normal(almost boring)compared to many of the high octane motivational crowd. It gives me a little more confidence that his techniques are sound and that he is not relying solely on the power of his personality.

Brian Tracy has become one of my favorite mentors as I learn how to succeed in retail sales. I repeatedly listen to this CD as I travel in my vehicle. It is well organized, rich with information, and full of the wisdom of both research and personal sales experience success. From its beginning affirmation of the nobility of the sales profession to it's masterful coverage of the selling process including the art of closing a sale, it provides a framework of understanding for the values and responsibilities of those who work in selling as it should be done, so as to serve customers well. You won't regret purchasing this learning tool.

Some people might look for inconsistencies to Tracy's advice, however, this series has helped me improve my sell's skills more than any other sale's instruction that I have listened to or read. If you you are looking for an academic approach to psychology and selling this book will not include a large amount of quoted research. However, if you are looking for some ideas and skills to apply to interacting with clients or prospects this series is a wealth of practical information. I have yet to find a self help book free of inconsistencies or unsubstantiated data. Psychology of Selling is not an exception but it has too much practical benefits to pass up the knowledge out of a lofty sense of academic integrity.

This comprehensive set is an outstanding resource on all of the fine points of selling. Like any sales book or tape, some chapters are more applicable than others depending upon your industry, but I particularly like the chapters on the "inner game" or mental approach to selling. When I started in sales 15 years ago I had a demanding sales job and a large territory (S. Carolina to Maine). I had the cassette version and I listened to this portion over and over again when I was on the road.

Great primer for the beginner and outstanding reinforcement for veterans.

This is a very effective piece of work. Tracy wastes none of the listener's time, the pace is quick, pleanty to gain even after multiple listening's. First CD looks at motivation and the basic psychology of selling, next CD is closes. While much of the content you may find in other Sales literature (ie. it's a body of knowledge, not a novel), Tracy himself is a gentle but very compelling speaker.

This tape set by Brian Tracy is an abridged version of the program by the same name that Brian did for Nightingale-Conant and his fabulous seminar.

Don't expect all the answers here. There are some great ideas, probably more applicable to people who have the whole set and just want a quick refresher for those who have already been through the whole course.

In any event, I still recommend this tape set either as an introduction if you not familiar with Tracy. Also recommend the book by the same name and the complete tape series available from Nightingale-Conant.

There are many books on selling and many self styled experts. Few are real sales champions and fewer still can train and teach

sales skills and empower sales people top become extraordinary sales champions. Brian Tracy can.

Tracy encapsulates consultative type selling with closing techniques that really work. I highly recommend this tape set as a primer and for the real meat, study Brians book by the same name as well as Advanced Selling Strategies.

Some people talk the talk and that is all. Tracy can talk the talk and walk the walk. He has sat on both sides of the desk, has had an extraordinary selling career and is a builder of sales champions.

Selling is so much more than fast talking and the gift of gab. To truly selling, you need to understand the mental game: of yourself, the buyer, and the prospect. Brian delves into all aspects to produce a program that is rock solid. The Psychology of Selling covers all the basis from prospecting to closing to overcoming objections. Adhering to the sales philosophy of kiss (keep it simple silly), this is a quick listen for anyone looking to boost their sales.
Todd Natenberg, Author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions

I have to laugh when I see non sales people reviewing a product like this one and bashing it. How can a non sales person possibly understand sales and sales psychology?

I used to work with a guy who I will refer to as Eugene. Eugene was articulate, intelligent, clean looking and talked the talk. He had sales experience, 25+ years worth or actually 1 year repeated 25 times. He had the gift of gab. Despised sales trainers like Brian Tracy and his paycheck showed it. He was a know it all who knew nothing. Could talk to a prospect for an hour and in most cases talked them right our of buying. He thought he was a sales pro but was an outright amateur. Eugene didn't last long at any sales job because he always thought he was "overqualified" for the job even though he usually came in last place on the sales board.

The negative reviews here remind me of Eugene. They sound articulate and intelligent. Use good vocabulary and try to impress you. One of Brian Tracy's key phrases is to "seek to express not impress." Eugene and the one star reviewers here can learn from that.

Also funny how the 1 star reviewers refer to this products as a book. It's a tape set! These reviewers didn't even check the item they were reviewing and I bet never listened to the tapes. How could they when they refer to it as a book?

This tape set is a good start. You will learn consultative techniques as well as closing techniques that work. If you are a fan of SPIN, you may not like this program. Sorry to burst your bubble, but objections are part of the selling process as all real salespeople know.

And if you are a telemarketer following robotic techniques, you will be lost here. Ditto for used car and hard sell types.

After you listen to this tape set, I recommend that you read The Psychology of Selling and Advanced Selling Techniques by Tracy.

I have applied Tracys input at various times in my career. It is not the knowing but the application that helps us become better sales professionals. Some of his teachings are basic, common sense. Yet the way that he illustrates the usage and prinicples are second to none. Also encourage "Zig Ziglar on Selling."

This is a great way to get over some of the hang ups we have about selling to people. It is great to listen to over and over to get the suggestions in your head so you can use them to help you get more sales and make more money.

Nobody packs more detailed and accurate information than Brian Tracy. Brian Tracy takes the best sales methods, little known insider secrets and reveals them to the rest of us. Look at the super salesman that Brian is. And I more than tripled my sales while creating happier clients who give me tons of referrals since following Brians techniques.

They work.

The Psychology of selling is a key listen or must read for any salesman or women. You can immediately apply everything from the book or sales CD. This is a life changing book and will take you from nothing to riches if applied correctly. I tripled my income within the second month of listening. I have been trying to find something comparable and am still looking.

I picked up this book as a primer on selling, as I had heard good things about Brian Tracy's previous works. While it did provide an overview of selling techniques, what I heard was a review of selling techniques that I thought (perhaps hoped) had gone out of vogue many, many years ago.
For example, in order to "sell better" he suggests that confidence is key. And in order to shore up confidence, he recommends saying "I like myself, I like myself, I like myself..." over and over to oneself. Then he describes multiple ways to deceive and manipulate prospects so that they will buy your products.
Here's a radical concept: instead of this approach, what if salespeople increased their knowledge of their products, worked to understand their prospects' business and business problems, then worked collaboratively with them to solve their problems? Thereby increasing the salesperson's success, maintaining their integrity and thus building a basis for authentic self-confidence?
Nah, I guess that would take too much work.
There is absolutely nothing new here. In fact, the techniques it espouses are exactly the stereotypical "sales techniques" that have led this profession to be viewed with such disdain among the public at large. Very interesting, given that Mr. Tracy opens his talk with an assertion that the sales profession is a noble one (a view that I share, overall) and has somehow just gotten a bad rap. I'd suggest that books like this are a part of that problem.

I throughourly recommend this audio cd, anyone in any form of sales related role should have this. It's perfect for listening to in the car. Brian Tracys voice and the material he delivers is superb.
I became aware of many methodologies that have been used on me in the past and have adopted many helpful techniques.

Having listened to this CD now 3 times I am amazed at it's challenge to my belief on how much I am worth. This CD dramatically challenged me to lift the lid on my own expectations with my earnings.

You truly do only earn what you think you are worth, and I have already now made plans to increase my earning capacity in the next year by at least 100%.

My casette tape case says "revised for the 90's" and this program is. You will hear some of the old and some of the new. Tracy is a master at consultative type selling and at the same time recommend time tested closing techniques that have been working for decades.

Of course only real salespeople would know this. I also recommend the complete album from Nightingale-Conant by the same name by Brian Tracy.

He says something as if it is in "quotation marks," in EVERY sentence. Who talks like that? Gets to be distracting.

Also, he references "study after study" frequently, but I would love to hear him cite a study.

My main gripe with him is his speaking habit of quoting one-third to one-half of each sentence. You'll know what I mean when you listen to him speak about ANYTHING. No other speaker does this.

Brian Tracy is down-to-earth, and he truly understands the way people think. His advice is clearly stated, and he gives logical reasons why his methods are effective. This is a cassette that no salesperson should be without.

This is a must for any salesperson selling about anything. I have had the tape set for two years. And I make sure I listen to them at least 1 time every 6 months and each time I learn something new. After I bought this I purchased 3 other titles from Mr. Tracy.