How To Master The Art of Selling? Brian Tracy

The Psychology of Selling is authored by Brian Tracy. He gave an overview of his learning and teaching in the form of this book.

Sales is all about understanding the emotions of your customers, building trust, and solving your prospect’s confusions and problems.

How To Master The Art of Selling? Brian Tracy (Image credit: Canva)

There are many books that are available on sales and how to master the art of selling. But, in this article you are going to know about one book that I think can change your life totally.

Personally, I read many books but Brian Tracy’s The Psychology of Selling is the best productive and solution driven book. Brian shared not only the strategies but also the practical approach that you can utilize in your daily dealing with the prospects or customers. 

How I Discovered This Book

Few years ago, I was struggling with closing deals in sales. Though, I was a hard working person in my facility. But, I didn't have any idea where I was lacking. No matter how many calls I made or meetings that I scheduled. 

After facing some rejections, a sense of loser feeling used to erupt in myself. That was a very dejected and disappointing feeling. I knew I was missing some core or fundamental mettle of sales. 

This was the time when I made sure to learn the experiences of other successful people around the world. After seeking much I came to know about ‘The Psychology of Selling by Brian Tracy’. Initially, I was skeptical about this book because there are many books that make big promises. 

But, the moment I started to read this book totally changed my perception. Brian Tracy put all his teachings and principles in such an erudite manner that your whole confidence will boost up. I applied all the practical approaches and strategies in my real life and there were phenomenal improvements in the outcomes. 

Why Brian Tracy’s Words Matter

Brian Tracy is globally known for his expertise in sales. He is one of the best sales trainers and business coaches around the world. Millions of professionals have already boosted their performances in sales through his lectures and books. 

“Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.” – Brian Tracy

The Psychology of Selling: 5 Lessons

1. Sell Emotionally, Justify Logically

Brian says that people usually buy things based on emotions first, and then justify with logic. 

“People decide emotionally and justify logically.”

You can easily understand this concept as this can help you to connect with your prospect’s core desires very easily.

Build Self-Confidence to Boost Sales

Tracy argues that if you really want to sell better, you need to believe in your value first. As, your income is directly proportional to your personality. 

“The more you like yourself, the more confidence you have.”

3. Ask the Right Questions

If you want to become a good communicator, the first thing that you have to do is to become a good listener. Because many great salespeople don’t talk much, they ask and listen to their customers' views first.

4. 80/20 Rule of Selling

It is said that in business, 80% of your outcomes come from 20% of your customers. 

“Focus on the 20% of your customers who make up 80% of your business.”

So, from the above quote you can easily assume to stop chasing every lead and put your efforts double on your potential clients. 

5. Sell Yourself First

Before you sell your product, it is highly recommended to sell yourself first. This practice will give you the overview of your presentation. 

In selling your personality, voice, tone, behaviour, and body language matter more than what you are going to say about your product. 

“The real sale takes place before you even say a word.”

Key Takeaways

• Understand the concept of emotions first because sales is a psychological game.
• Work on your personality or self image that will eventually boost up your confidence.
• Instead of just closing your sale, focus on helping the prospects also. 
• Focus on the right customers, because you can get many rejections.
• Ask smart and open ended questions to divulge the true necessities of the prospects

Who Should Read This Book?

• New professionals looking to master the concepts and principles in Sales. 
• Senior sales people expecting to refresh their mindset
• Business owners and Entrepreneurs who engender ideas and raise funds
• Anyone in customer handling roles.

Why Will This Book Help You?

Brian Tracy doesn't fill this book with theory, instead he tries his best to let you know about the best principles and practical approaches that can help you to rectify your sales approach. 

The book is better known for its simplicity and action ability. When you start reading this you will get many concepts that you can apply in yourself from Day 1. Each lesson will feel like you are opening the vault of wisdom. 

“You are never more effective than when you are talking to the right person about the right thing at the right time in the right way.” – Brian Tracy

Conclusion

The Psychology of Selling by Brian Tracy is not just a simple book, but a sales repository. It compels you to think, act, and close your deal like a top performer. 

So, if you are in sales, business, entrepreneur, marketing, or just want to enhance your knowledge then this book is a must read. By following the principles mentioned in this book you can easily amend your life.