The Psychology of Selling

Compilation by Brian Tracy

About

Disc 1

  1. 1.
    Introduction
    5:08
  2. 2.
    The Pareto Principle
    6:24
  3. 3.
    Sales Effectiveness
    6:06
  4. 4.
    The Self-Concept
    5:12
  5. 5.
    High Self-Esteem
    6:09
  6. 6.
    Persistence
    4:48
  7. 7.
    Healthy Personality
    5:30
  8. 8.
    Developing a Powerful Sales Personality
    5:25
  9. 9.
    Sales Personality: Ambition and Empathy
    4:57
  10. 10.
    Sales Personality: Honesty
    5:17
  11. 11.
    Sales Personality: Activity Goals
    5:12
  12. 12.
    Sales Personality: Affirmations
    5:13
  13. 13.
    Sales Personality: Read Every Day
    4:39
  14. 14.
    Sales Personality: What Did I Do Right
    4:03

Disc 2

  1. 1.
    Why People Buy: People Buy for Their Reasons
    4:49
  2. 2.
    Why People Buy: Prestige, Respect, Recognition
    6:14
  3. 3.
    Why People Buy: People Buy Benefits
    4:23
  4. 4.
    Why People Buy: Quality Features and Their Benefits
    6:14
  5. 5.
    Why People Buy: The Spotlight Technique
    6:15
  6. 6.
    Creative Selling: Creativity Is a Matter of Self-Concept
    5:21
  7. 7.
    Creative Selling: Why Does Your Customer Buy?
    6:37
  8. 8.
    Creative Selling: Who Are Your Non-Customers?
    6:24
  9. 9.
    Creative Selling: The 20-Idea Method
    3:20

Disc 3

  1. 1.
    Approaching the Prospect: The First Contact
    5:47
  2. 2.
    Approaching the Prospect: Your Opening Remarks
    6:35
  3. 3.
    Approaching the Prospect: Call and Confirm
    4:45
  4. 4.
    Approaching the Prospect: Visualize Your Outcome
    4:57
  5. 5.
    Approaching the Prospect: Appearance, Voice, Attitude
    5:12
  6. 6.
    Approaching the Prospect: Body Language
    6:27
  7. 7.
    The Sales Process: The Approach Close
    4:24
  8. 8.
    The Sales Process: Buyer Personality Types
    6:58
  9. 9.
    The Sales Process: Relationship Rapport
    3:52
  10. 10.
    The Sales Process: Get Commitments the First Visit
    5:45
  11. 11.
    The Sales Process: Use Open-Ended Questions
    4:18
  12. 12.
    The Sales Process: Presentation Methods
    4:56
  13. 13.
    The Sales Process: The Power of Suggestion Close
    3:50

Disc 4

  1. 1.
    The Psychology of Closing: Plan the Close in Advance
    5:51
  2. 2.
    The Psychology of Closing: Recognizing Buying Signals
    5:01
  3. 3.
    The Psychology of Closing: Major Obstacles to Closing
    4:30
  4. 4.
    When Objections Get in the Way: Closing on Objections
    4:55
  5. 5.
    When Objections Get in the Way: Feel, Felt, Found
    4:52
  6. 6.
    When Objections Get in the Way: Just Suppose Close
    4:08
  7. 7.
    When Objections Get in the Way: Instant Reverse Close
    4:47

Disc 5

  1. 1.
    Winning Closing Techniques 1: The Ascending Close
    6:52
  2. 2.
    Winning Closing Techniques 1: The Invitational Close
    6:05
  3. 3.
    Winning Closing Techniques 1: Never Argue Price
    5:00
  4. 4.
    Winning Closing Techniques 1: Money and Price Objections
    4:44
  5. 5.
    Winning Closing Techniques 1: The Sudden Death Close
    3:20
  6. 6.
    Winning Closing Techniques 2: The Secondary Close
    5:56
  7. 7.
    Winning Closing Techniques 2: The Summary Close
    3:45
  8. 8.
    Winning Closing Techniques 2: The Ben Franklin Close
    5:18
  9. 9.
    Winning Closing Techniques 2: The Relevant Story Close
    7:05
  10. 10.
    Winning Closing Techniques 2: The Lost Sale Close
    5:08

Disc 6

  1. 1.
    Managing Your Time Effectively: Basic Keys for Time Management
    4:54
  2. 2.
    Managing Your Time Effectively: Confirm the Appointment
    5:10
  3. 3.
    Managing Your Time Effectively: Advance Planning
    7:16
  4. 4.
    Managing Your Time Effectively: Make Driving Time Learning Time
    3:36
  5. 5.
    Ten Keys to Success in Selling: Love Your Work
    4:39
  6. 6.
    Ten Keys to Success in Selling: What Is the Most Valuable Use of My Time Right Now?
    5:29
  7. 7.
    Ten Keys to Success in Selling: The Universal Maximum
    5:59

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