The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible

Brian Tracy, Author Thomas Nelson Publishers $24.99 (256p) ISBN 978-0-7852-1200-3
With his 300-odd video and audio courses (sales at one mil.), and 30 books, Tracy has built a strong motivational sales and marketing brand. This latest installment shapes pop psychological constructs to fit Tracy's existing paradigms: ""Your subconscious does not think or decide. It merely obeys your mental commands."" Tell that to Dr. Freud, one might retort, but the point here is not fidelity to psychology theory, but efficacy in getting readers to change the way they bring themselves to a sale. Visualization techniques, concrete sales advice and motivational pep talks make up chapters like ""The Inner Game of Selling"" and ""The Power of Suggestion."" The ""Getting More Appointments"" chapter recapitulates sound but Willy Lohman-esque advice like ""Sidestep the Excuse"" or ""Don't Be Put Off""; the book as a whole feels familiar, but it's clearly organized. Even in Tracy's generic prose, the repackaged tried-and-trues will find their marks.
Reviewed on: 04/04/2005
Release date: 04/01/2005
Genre: Nonfiction
Analog Audio Cassette - 2 pages - 978-0-671-52068-7
Hardcover - 257 pages - 978-0-7852-7910-5
Analog Audio Cassette - 978-1-55525-242-7
Compact Disc - 978-0-7435-2069-0
Compact Disc - 978-1-4690-5648-7
Open Ebook - 240 pages - 978-1-4185-7943-2
Ebook - 240 pages - 978-1-4185-1378-8
Paperback - 220 pages - 978-0-7852-8806-0
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