© 2004 by Brian Tracy
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Library of Congress Cataloging-in-Publication Data Tracy, Brian.
The psychology of selling : how to sell more, easier, and faster than you ever thought possible /
by Brian
Tracy.
p. cm.
ISBN 978-0-7852-1200-3 (hardcover)
ISBN 978-0-7852-8806-0 (trade paper)
ISBN 978-0-7852-7910-5 (ie)
1. Selling—Psychological aspects. 2. Selling—Handbooks, manuals,
etc. I. Title.
HF5438.8.P75T73 2004
658.86'01'9—dc22
2004026834
Printed in the United States of America 09 10 11 12 13 QW 18 17 16 15 14
This book is dedicated to my friends, colleagues,
students, and
practitioners of the great art of selling, to those men and women
who “bravely go where no one has gone before” to make the sales
upon which our companies and nations depend.
You are the true
heroes and heroines of our competitive enterprise system.
CONTENTS
Introduction
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
Keys to Success in Selling
Focal Point Advanced Coaching and Mentoring Program
About the Author
