{"id":48888,"date":"2021-09-19T08:05:00","date_gmt":"2021-09-19T12:05:00","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=48888"},"modified":"2021-09-21T13:38:57","modified_gmt":"2021-09-21T17:38:57","slug":"the-psychology-of-selling-book","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/the-psychology-of-selling-book\/","title":{"rendered":"The Psychology of Selling: Book Quotes by Brian Tracy"},"content":{"rendered":"\n

Are you looking for The Psychology of Selling<\/a><\/em> book quotes? What are some of the most noteworthy passages worth revisiting?<\/p>\n\n\n\n

In his book The Psychology of Selling<\/em>, Brian Tracy explains how you can become successful at sales by understanding the psychology behind top salespeople. He walks you through basic and advanced selling techniques, demonstrating how you can dramatically increase your sales success<\/a> by improving your skills<\/a> just a little bit on a consistent basis. <\/p>\n\n\n\n

Below is a selection of quotes from The Psychology of Selling<\/em> by Brian Tracy. <\/p>\n\n\n\n\n\n\n\n

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible<\/em><\/h2>\n\n\n\n

People who succeed in sales<\/a> have high incomes and job security<\/a>. However, while many people enter the profession, only a few succeed. In fact, of every 100 salespeople, just four of them will earn as much as all the rest combined. In his book The Psychology of Selling<\/em> by Brian Tracy explains how you can become successful at sales by understanding the psychology behind top salespeople. The following The Psychology of Selling<\/em> book quotes by Brian Tracy that highlight some of his key ideas.<\/p>\n\n\n\n

\u201cA person who really likes himself or herself has high self-esteem and therefore a positive self-concept. When you really like yourself in a particular role, you perform at your best in that role.\u201d<\/em><\/strong><\/p><\/blockquote>\n\n\n\n

Developing a winning edge in sales starts by developing a positive self-concept<\/em>: how you think about yourself, your skills, and other people. Your self-concept determines your attitude and how you approach the world in general and sales in particular.  <\/p>\n\n\n\n

A positive self-concept is built on positive self-esteem, which is how much you like yourself. To increase your self-esteem<\/a>, start by simply telling yourself that you like yourself. Make it a mantra that you repeat throughout the day: in the car, in the shower, and before bed. Repeating the phrase will lock it into your subconscious.<\/p>\n\n\n\n

Repeat this mantra especially before making a sales call. Talking to yourself positively\u2014\u201cI like myself and I like my work\u201d\u2014will pump you up, get your energy flowing, and prepare you to perform at your best. Conversely, if you tell yourself negative things like, \u201cI hate cold calling,\u201d or \u201cI\u2019m terrible at presenting,\u201d you will create a negative mood, which will sap your energy and make your job harder.<\/p>\n\n\n\n

“This fear of failure<\/a> and disappointment is the number one reason why customers do not buy. So, one of the most important things you can do in the process of building trust<\/a> and credibility is to reduce the customer’s fear to the point where he has no hesitation about going ahead with your offer.”<\/em><\/strong><\/p><\/blockquote>\n\n\n\n

The main reason a person decides not<\/em> to make a purchase is fear. Fear can manifest in several ways, but the two primary fears that block sales are:<\/p>\n\n\n\n