Brian Tracy
The Psychology of Selling


CD 1
#    Title    Time    Info  
1 Introduction 5:08
2 The Pareto Principle 6:24
3 Sales Effectiveness 6:06
4 The Self-Concept 5:12
5 High Self-Esteem 6:09
6 Persistence 4:48
7 Healthy Personality 5:30
8 Developing a Powerful Sales Personality 5:25
9 Sales Personality: Ambition and Empathy 4:57
10 Sales Personality: Honesty 5:17
11 Sales Personality: Activity Goals 5:12
12 Sales Personality: Affirmations 5:13
13 Sales Personality: Read Every Day 4:39
14 Sales Personality: What Did I Do Right 4:03
Total time 74:03
CD 2
#    Title    Time    Info  
1 Why People Buy: People Buy for Their Reasons 4:49
2 Why People Buy: Prestige, Respect, Recognition 6:14
3 Why People Buy: People Buy Benefits 4:23
4 Why People Buy: Quality Features and Their Benefits 6:14
5 Why People Buy: The Spotlight Technique 6:15
6 Creative Selling: Creativity Is a Matter of Self-Concept 5:21
7 Creative Selling: Why Does Your Customer Buy? 6:37
8 Creative Selling: Who Are Your Non-Customers? 6:24
9 Creative Selling: The 20-Idea Method 3:20
Total time 49:37
CD 3
#    Title    Time    Info  
1 Approaching the Prospect: The First Contact 5:47
2 Approaching the Prospect: Your Opening Remarks 6:35
3 Approaching the Prospect: Call and Confirm 4:45
4 Approaching the Prospect: Visualize Your Outcome 4:57
5 Approaching the Prospect: Appearance, Voice, Attitude 5:12
6 Approaching the Prospect: Body Language 6:27
7 The Sales Process: The Approach Close 4:24
8 The Sales Process: Buyer Personality Types 6:58
9 The Sales Process: Relationship Rapport 3:52
10 The Sales Process: Get Commitments the First Visit 5:45
11 The Sales Process: Use Open-Ended Questions 4:18
12 The Sales Process: Presentation Methods 4:56
13 The Sales Process: The Power of Suggestion Close 3:50
Total time 67:46
CD 4
#    Title    Time    Info  
1 The Psychology of Closing: Plan the Close in Advance 5:51
2 The Psychology of Closing: Recognizing Buying Signals 5:01
3 The Psychology of Closing: Major Obstacles to Closing 4:30
4 When Objections Get in the Way: Closing on Objections 4:55
5 When Objections Get in the Way: Feel, Felt, Found 4:52
6 When Objections Get in the Way: Just Suppose Close 4:08
7 When Objections Get in the Way: Instant Reverse Close 4:47
Total time 34:04
CD 5
#    Title    Time    Info  
1 Winning Closing Techniques 1: The Ascending Close 6:52
2 Winning Closing Techniques 1: The Invitational Close 6:05
3 Winning Closing Techniques 1: Never Argue Price 5:00
4 Winning Closing Techniques 1: Money and Price Objections 4:44
5 Winning Closing Techniques 1: The Sudden Death Close 3:20
6 Winning Closing Techniques 2: The Secondary Close 5:56
7 Winning Closing Techniques 2: The Summary Close 3:45
8 Winning Closing Techniques 2: The Ben Franklin Close 5:18
9 Winning Closing Techniques 2: The Relevant Story Close 7:05
10 Winning Closing Techniques 2: The Lost Sale Close 5:08
Total time 53:13
CD 6
#    Title    Time    Info  
1 Managing Your Time Effectively: Basic Keys for Time Management 4:54
2 Managing Your Time Effectively: Confirm the Appointment 5:10
3 Managing Your Time Effectively: Advance Planning 7:16
4 Managing Your Time Effectively: Make Driving Time Learning Time 3:36
5 Ten Keys to Success in Selling: Love Your Work 4:39
6 Ten Keys to Success in Selling: What Is the Most Valuable Use of My Time Right Now? 5:29
7 Ten Keys to Success in Selling: The Universal Maximum 5:59
Total time 37:03



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