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About
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
More releases
Nightingale Conant
, United States, English, 6×CD
FreeDB records
1