The Psychology of Selling by Brian Tracey - a book review by Chris Garrah

The Psychology of Selling

Brian Tracey knows in depth the art of selling.   In this book he notes how important it is for sales people to keep self motivated.  He observes that salespeople who cannot accept rejection quickly can shorten their day calling on customers.  He shows the importance of a salesman bolstering his self confidence.

Affirmations and Visualization

Mr. Tracey recommends affirmations and reveals the affirmations and visualizations of a number one salesperson for a company.  Chapter by chapter the material is practical and geared towards the success of a salesperson.

Move to the Upper Level of Sales

Following this advice should have you move to the upper levels of sales - outperforming the vast majority of salespeople.  It's not easy to accept the rejection of a majority of contacts but Mr. Tracey gives you tools to keep your self confidence high.   Applying his psychology tools you will maintain a good frame of mind to continue making sales calls and succeeding instead of being immobilized before you go out on a call by the fear of rejection. The book covers the psychology of matching the benefits of your product to what the customer is looking for.   The information is concrete and not just a pep talk - there is substance in the information.