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Brian Tracy

564 songs

Found 1 albumfor "The Psychology of Selling"

The Psychology of Selling

#	Title	Time
Disc 1
1	Introduction5:08	5:08
2	The Pareto Principle6:24	6:24
3	Sales Effectiveness6:06	6:06
4	The Self-Concept5:12	5:12
5	High Self-Esteem6:09	6:09
6	Persistence4:48	4:48
7	Healthy Personality5:30	5:30
8	Developing a Powerful Sales Personality5:25	5:25
9	Sales Personality: Ambition and Empathy4:57	4:57
10	Sales Personality: Honesty5:17	5:17
11	Sales Personality: Activity Goals5:12	5:12
12	Sales Personality: Affirmations5:13	5:13
13	Sales Personality: Read Every Day4:39	4:39
14	Sales Personality: What Did I Do Right4:03	4:03
Disc 2
15	Why People Buy: People Buy for Their Reasons4:49	4:49
16	Why People Buy: Prestige, Respect, Recognition6:14	6:14
17	Why People Buy: People Buy Benefits4:23	4:23
18	Why People Buy: Quality Features and Their Benefits6:14	6:14
19	Why People Buy: The Spotlight Technique6:15	6:15
20	Creative Selling: Creativity Is a Matter of Self-Concept5:21	5:21
21	Creative Selling: Why Does Your Customer Buy?6:37	6:37
22	Creative Selling: Who Are Your Non-Customers?6:24	6:24
23	Creative Selling: The 20-Idea Method3:20	3:20
Disc 3
24	Approaching the Prospect: The First Contact5:47	5:47
25	Approaching the Prospect: Your Opening Remarks6:35	6:35
26	Approaching the Prospect: Call and Confirm4:45	4:45
27	Approaching the Prospect: Visualize Your Outcome4:57	4:57
28	Approaching the Prospect: Appearance, Voice, Attitude5:12	5:12
29	Approaching the Prospect: Body Language6:27	6:27
30	The Sales Process: The Approach Close4:24	4:24
31	The Sales Process: Buyer Personality Types6:58	6:58
32	The Sales Process: Relationship Rapport3:52	3:52
33	The Sales Process: Get Commitments the First Visit5:45	5:45
34	The Sales Process: Use Open-Ended Questions4:18	4:18
35	The Sales Process: Presentation Methods4:56	4:56
36	The Sales Process: The Power of Suggestion Close3:50	3:50
Disc 4
37	The Psychology of Closing: Plan the Close in Advance5:51	5:51
38	The Psychology of Closing: Recognizing Buying Signals5:01	5:01
39	The Psychology of Closing: Major Obstacles to Closing4:30	4:30
40	When Objections Get in the Way: Closing on Objections4:55	4:55
41	When Objections Get in the Way: Feel, Felt, Found4:52	4:52
42	When Objections Get in the Way: Just Suppose Close4:08	4:08
43	When Objections Get in the Way: Instant Reverse Close4:47	4:47
Disc 5
44	Winning Closing Techniques 1: The Ascending Close6:52	6:52
45	Winning Closing Techniques 1: The Invitational Close6:05	6:05
46	Winning Closing Techniques 1: Never Argue Price5:00	5:00
47	Winning Closing Techniques 1: Money and Price Objections4:44	4:44
48	Winning Closing Techniques 1: The Sudden Death Close3:20	3:20
49	Winning Closing Techniques 2: The Secondary Close5:56	5:56
50	Winning Closing Techniques 2: The Summary Close3:45	3:45
51	Winning Closing Techniques 2: The Ben Franklin Close5:18	5:18
52	Winning Closing Techniques 2: The Relevant Story Close7:05	7:05
53	Winning Closing Techniques 2: The Lost Sale Close5:08	5:08
Disc 6
54	Managing Your Time Effectively: Basic Keys for Time Management4:54	4:54
55	Managing Your Time Effectively: Confirm the Appointment5:10	5:10
56	Managing Your Time Effectively: Advance Planning7:16	7:16
57	Managing Your Time Effectively: Make Driving Time Learning Time3:36	3:36
58	Ten Keys to Success in Selling: Love Your Work4:39	4:39
59	Ten Keys to Success in Selling: What Is the Most Valuable Use of My Time Right Now?5:29	5:29
60	Ten Keys to Success in Selling: The Universal Maximum5:59	5:59

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Wiki

Brian Tracy

The Psychology of Selling

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