The Psychology of Selling Brian Tracy

(My Original Blog Post: http://ping.fm/rOH9G)
I am listening to the tape The Psychology of Selling by Brian Tracy, the Art of closing sales. The tape shows a copyright date of 1985.  He says that people will not buy from you until they are convinced you are their friend.  This tape is obviously about being a top salesperson.  He talks about transfering the enthusiam of your product to the customer.  You must believe in your product and believe in the value.  Have conviction and belief in what they are selling.

He talks about what, when, open-ended questions when selling to get info, you won't get yes or no answers.   Also close-ended questions that get specific info.  He talks about an important point about getting info about enough value vs. the price.  You have to convince to the customer that the value is far better than the cost.  He talks about how to handle objections, and how to think of them. Provide evidence or truth to backup your answers.  He teaches many sales techniques, and the different types, some basic, but it's salesperson 101, this is the stuff you need to know.  He talks about closing techniques, such as the secondary close.  He talks about the Benjamin Franklin close.  He talks about the doorknob close.  He talks a lot about how to handle objections and use them to your advantage.  He talks about asking for referrals, and how important they are.  I have listened to the full set of this as well, if you just need a 1 hour overview this is the tape to buy.

This is a very good tape considering it's only 1 hour long, it is great for anyone that wants to develop their sales skills more.