The Psychology of Selling
by Brian Tracy
Tracy's sales book covers prospecting, presenting, handling objections, closing and self-image, in his typical direct, exercise-heavy style. It is dated in places and assumes face-to-face selling, but the fundamentals of asking questions and listening are sound. Good for new salespeople; familiar to veterans.
Read it if…
you are new to selling and want a complete, practical foundation.
Skip it if…
you sell online or in complex enterprise cycles; the examples are traditional.
Three things you will actually use
- Prospect daily; the pipeline is everything.
- Ask questions; the buyer tells you how to sell them.
- Handle objections as requests for information.
Do this first
In your next sales conversation, ask questions and listen for seventy percent of the time.
Our verdict
A sturdy, traditional sales primer.
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