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Summary: A must have for pharmaceutical sales reps.
Review: It is very difficult to find audio books that translate well into the pharmaceutical sales arena. These audio books do just that. The 2 CD's are in my car and have been constantly playing over the past 6 months. The concepts in these CDs are the best that I have come across so far.
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Summary: Brian Tracy is the best
Review: Selling is so much more than fast talking and the gift of gab. To truly selling, you need to understand the mental game: of yourself, the buyer, and the prospect. Brian delves into all aspects to produce a program that is rock solid. The Psychology of Selling covers all the basis from prospecting to closing to overcoming objections. Adhering to the sales philosophy of kiss (keep it simple silly), this is a quick listen for anyone looking to boost their sales.Todd Natenberg, Author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions
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Summary: Tracy is top notch
Review: Some people might look for inconsistencies to Tracy's advice, however, this series has helped me improve my sell's skills more than any other sale's instruction that I have listened to or read. If you you are looking for an academic approach to psychology and selling this book will not include a large amount of quoted research. However, if you are looking for some ideas and skills to apply to interacting with clients or prospects this series is a wealth of practical information. I have yet to find a self help book free of inconsistencies or unsubstantiated data. Psychology of Selling is not an exception but it has too much practical benefits to pass up the knowledge out of a lofty sense of academic integrity.
Rating:
Summary: Tracy is top notch
Review: Some people might look for inconsistencies to Tracy's advice, however, this series has helped me improve my sell's skills more than any other sale's instruction that I have listened to or read. If you you are looking for an academic approach to psychology and selling this book will not include a large amount of quoted research. However, if you are looking for some ideas and skills to apply to interacting with clients or prospects this series is a wealth of practical information. I have yet to find a self help book free of inconsistencies or unsubstantiated data. Psychology of Selling is not an exception but it has too much practical benefits to pass up the knowledge out of a lofty sense of academic integrity.
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Summary: common sense selling for everyone - not just salesmen
Review: The psychology of selling isn't just for salesmen. Anyone who uses persuasion in any situation will benefit from the skills, theoretical principles and techniques provided here. Brian Tracy's refreshingly non-patronising approach is both thorough and easy to understand. The author's experience shines through to deliver sound understanding and boosts the listener's confidence at every turn. Like all of Brian Tracy's work this excellent programme is littered with great ideas and insights into areas such as motivating customers, overcoming objections and closing an agreement. A wonderful guide to the mysteries of truly effective communication and persuasion which not only equips the reader with the skills of selling and persuasion/negotiation but also makes it simple to spot techniques when others try to use them against us. An excellent resource for beginners and 'old hands' alike.
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Summary: A must have for all salespeople
Review: These tapes are something that every sales person should listen to and memmorize. The ideas are truly enlightening.
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Summary: The Psychology of Selling : The Art of Closing the Sale
Review: This is a must for any salesperson selling about anything. I have had the tape set for two years. And I make sure I listen to them at least 1 time every 6 months and each time I learn something new. After I bought this I purchased 3 other titles from Mr. Tracy.
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Summary: Highly recommended if you need a lift
Review: This is a very effective piece of work. Tracy wastes none of the listener's time, the pace is quick, pleanty to gain even after multiple listening's. First CD looks at motivation and the basic psychology of selling, next CD is closes. While much of the content you may find in other Sales literature (ie. it's a body of knowledge, not a novel), Tracy himself is a gentle but very compelling speaker.
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Summary: Don't call it psychology...
Review: This product isn't really based on psychology, it's based on anecdotes and sales lore. When psychology is invoked, it's primarily 1950s-era behaviorism or turn-of-the-century Freudianism (both of which have been seriously discredited by modern psychology). Tracy blithely refers to the "subconscious" in contradictory and erroneous ways throughout his presentation. One of my favorites is "The psychological needs are the deepest of the subconscious needs." (Come again?) Sometimes the psychology is pure pop: "How we feel about ourselves comes off in electromagnetic waves." (New Age wisdom?) This is not to say that Tracy doesn't have some interesting sales stories, he does; (many strike me as improbable) but as often as not he draws conclusions from them that are at odds with current psychological thinking. Tracy advocates several well-known but highly manipulative sales techniques that are widely recognized and despised by customers. For example, one recommended close setup (paraphrased) goes: "I'm not going to try to sell you anything right now, I just want to show you why so many other people like this product. All I ask is that you consider it openly and honestly, and when we're done, tell me if you think this is applicable to you. OK?" When the sales presentation is over, and the salesperson makes the pitch (that he promised he wouldn't make a few minutes earlier), if the customer resists by not committing immediately, the salesperson is advised to say: "Well, you promised me you would tell me if this applies to your situation or not, and based on what you've said it seems to me that it does..." That's a lot of doubletalk, deception, and manipulation to load into two sentences, and rare would be the customer who wouldn't recognize and resent this sort of a verbal trap. How Tracy can talk about these types of manipulative techniques on the one hand, and the need for honesty and long-term relationships on the other, confuses me utterly. Equally disturbing is the lack of support for the lists and factoids that Tracy offers, such as his "5 personality types" (you won't find them espoused by any modern personologist!) the "fact" that we like people seated to our left but not to our right, and the "fact" that saleswomen shouldn't smile during the first 10 minutes of a sales presentation. If there is any evidence for these odd assertions, Tracy should tell us--his credibility doesn't carry the day. Regarding the presentation itself, Tracy employs some of his own recommendations, including the liberal use of tag questions (Know what I mean? Don't you agree? Am I right?) and speaks very rapidly--the quintessential fast-talking salesman. Ironically, here, Tracy is in complete agreement with modern persuasion psychology, which tells us that you increase persuasion if you speed up your rate of speech for presentations where your facts are weak. Why? It doesn't give people time to process your message deeply and discover its weaknesses. BOTTOM LINE: if you're looking for a rehash of old sales lore, this is the ticket; if you are looking for psychological insights, then you need to skip this and fast forward a half century.
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