The Psychology of Selling
Increase Your Sales Faster and Easier Than You Ever Thought Possible
Tracy's best-known sales book, built on the idea that the inner game decides the outer one, and that top earners think differently before they speak.
Tracy’s best-known sales book, drawn from his own years selling door to door and then training sales forces. The premise is that the inner game decides the outer one: a salesperson’s self-concept sets a ceiling on what they earn, and no technique gets them past it. From there he covers prospecting, handling objections, and closing, but the psychology comes first throughout.
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