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The Psychology of Selling


Strategy, tactics, and mental preparedness separate superior salespeople from the average and with technological advances and fierce competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created.

The Psychology of Selling strategies provides you with the techniques and tools used by top salespeople in every industry -- methods that net immediate and spectacular results. This programmes explains how to:

  • Develop the self-image to give you the edge in every sales situation
  • Concentrate on the customer's emotional factors to ensure better sales results
  • Identify your customer's most pressing concerns and position your product or service to fill those needs

What You will learn

Module 1 : Seven Secrets of Persuasion

Learn the sales triggers used by all top sales people, key words and actions you can inject into your sales conversation to build buying readiness, to cause the customer to want to do business with you. Simple, direct, effective—results are amazing.

Module 2: Sales Presentation Skills

How to show the prospect how his or her needs can be satisfied with your product or service. How to move from the general to the particular. How to translate features into benefits or solutions. How to use visual aids, get the prospect involved, use trial closing throughout.

Each training program comes with:

  1. A video session by Brian Tracy
  2. A complete participants workbook with:
    • Overview of each lesson
    • Learning objectives
    • Participants notes
    • Application Exercise


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