Summary of The Psychology of Selling (by Brian Tracy)

1. The Inner Game of Selling

2. Set and Achieve All Your Sales Goals
3. Why People Buy
4. Creative Selling
5. Getting More Appointments
6. The Power of Suggestion
7. Making the Sale
8. 10 Key s to Success in Selling

The Inner Game of Selling: The key four aspects for effective sales executions are:
CLARIFICATION, SIMPLIFICATION, MAXIMIZATION,
and MULTIPLICATION.

- They start from nothing/scratch, follow leaders, use their potentials and they ,mentally adjust to the
situation on hand.

What can be done in order to become one of the top sales persons in the world?

- Change/get out of your comfort zone

- Change your mind/ think outside the box
- Reset your financial thermostat to learn how to value small wins
- Breakfree from the past
- Get better at what you do
- Do your best/ perform to the fullest
- Motivate & challenge yourself
- Don’t compare yourself a lot with others
- Rely on the power pf positive affirmations
- Crush Fear (Fear= Face everything and rise)
- Expand your connection circle down the way
- Practice mental rehearsals

 Take your highest income year to date and increase that amount by 25 to 50 percent,
whatever amount you are comfortable with.

 Set Monthly and Weekly Goals

 Daily Sales Goals

 Set Clear Activity Goals

 Use The Right Words at the Right Time

 Set Personal and Family Goals
 Build a Fire Under Your Desire
 The Number One Reason for Success : Visualize Your Goals as Realized
 Say It and See It
 Take it From the Bottom to the Top
 Create a Clear Mental Picture
 Choose Your Words and Pictures
Extremely important: is to set your calls in advance and to not give up on
calling (sometimes it takes up to 5 calls to finalize a deal)

See Yourself as the Best: Continually imagine yourself as the very best in y our
field. See y ourself as one of the highest money earners in y our business

ONE SHOULD ALWAYS ASK HIMSELF/HERSELF WHY SHOULD PEOPLE

BUY?

The very purpose of setting up a successful business is to create a value (The

Greatest Value) for the product/service it’s offering. Accordingly, this could be:

A. The More, the Better

B. Satisfying Emotional Values
C. How Others Feel about it
D. Satisfying Price and Quality needs
E. Product demonstrating both practicality and satisfaction
F. Satisfying power, influence and popularity
G. Satisfying security needs
H. Conveying a sense for belief in it
I. Satisfying health and fitness purposes
J. Demonstrating ability for personal transformation i.e. Life changing
product/service

Generally:
To do this: You will rely on this mega helpful tool ------------------>

Key skills of successful sales person:

: If your are to buy this product in the future,

what’s holding you back now?? (This puts the sales person in the power positioning and the answer
provided will be his tool in further convincing the prospect)
 Extremely important is to :

The most important rule for selling success is spend more time with better

prospects. This rule contains just six words, but it summarizes y our complete

strategy to selling.

Aids for getting more appointments:

1. Sell the Appointment, Not the Product

2. Choose Your Words Carefully

3. Break Preoccupation:Unless you can break through this preoccupation with

your opening words, you never get a chance to make a sales presentation.

4. Demonstrate the Benefit

5. Consider time limitation: make it brief & concise

6. Rewrite and Reword Your Opening Words: be creative

7. Repeat the Key Benefit

8. Continue Asking Questions; Good Questions Trigger Good

Responses

9. Refer to Other Happy Customer

10. Build the credibility of your product

Don’t Be Put Off

“Mr. Prospect, I’ve got my calendar here in front of me. Do y ou have y our
schedule handy ?”

Improve Your Telephone Prospecting

 There are two things you can do to improve the quality of your telephone
prospecting. The first is to stand up when y ou speak to the prospect. When you
stand up, you align all the energy centers of y our body. The strength and tone of
your voice will sound stronger and more confident. You will have more energy.
You will sound more believable and authoritative.

 The second thing you can do is smile into the phone when you speak.
Surprisingly, a smile can be “felt” on the other end of the line. (People also know
when you are not smiling, or even worse, when you are frowning.)
Many salespeople with whom I work actually set up mirrors on their desks and
smile into them when they are talking on the phone to their prospects. When you
combine standing up with smiling, you project greater energy and sincerity. It is
often just the extra push that you need to get the appointment over the phone.
HINTS FOR SETTING UP A SUCCESSFUL SALE:
 Practice metal rehearsals (imagine that it is happening in your mind)
 Set the stage immediately (be proactive and not reactive)
 Be welcoming to prospects
 Refuse the talk while standing up (prospects should be seated and feeling
comfy to take the initiative for buying your products)
 Respect your product

Whatever we plant in our subconscious mind and nourish

with repetition and emotion will one day become a reality.

—EARL NIGHTINGALE

The three factors affecting your judgement:

1. Internal environment (your psychology)

2. External environment (conditions)
3. The people around you (peer pressure)

Understand: Who Makes the Most Money?

Professional, well groomed and friendly salesmen (Long hair means a short career in
sales :) )

Important things to take care of when you are setting up a successful business sale
(medium for selling)

 Work on a clean office, with nice surrounding, take immediate actions &
upgrade your office
Very Important:

FINALLY