Book Review


Read time – 2:09 minutes


Sounds confusing? Consider this.


The dictum, the customer is always right, has given birth to a new age of customers that is more informed. Access to your competitors is as easy as searching for the same product or service on Instagram. This warrants that your sales process should be able to handle this kind of extremities swiftly and help you achieve the desired sales outcome month on month basis.


For some, it’s a knack. They can make a sale with their eyes closed! But, for some, it requires more effort. This is where the book, The Psychology of Selling by Brian Tracy comes into the picture.


A google search on how to make a sale gets a lot of daily hits. The book, The Psychology of Selling does is  prepares you in a format that makes selling a part of your DNA such that your sales team wouldn’t have to go to google to figure out the sales process.


Think of yourself as a sales machine, ready to take on diverse personalities of customers at either B2B or B2C level, and then think of this book. Practice what the book says day in, day out for a month, and see the change it brings to you, your confidence, and your business.


The Psychology of Selling is a proof of concept for all aspiring and established salespeople out there.

It’s a big claim to make and the following are the reasons to support it.


The Psychology of Selling starts as a motivational read. It goes into the age-old concept of dressing to success, body language, and the concept of self and its importance in a sales process. After this, the book gets into the specificity of being a successful salesperson.


It highlights the mistakes often made by amateurs and elaborates on what successful salespeople do. It delves into the concept of salesmanship not only to better handle the end customer but also if you sell a product or a service to a business customer.


The Psychology of Selling also discusses the different kinds of buyers and how to approach them.


Perhaps, the reason why this book is so effective and famous is that it makes you realize the importance of self-concept and how much homework a salesperson has to do to close a sale. The entire responsibility of sale is on the salesperson ONLY. Not your boss, your company, or your colleagues. The onus of burden is only on you as a salesperson.


The Psychology of Selling discusses sales from the perspective of psychology. (After all, it is in the title itself!) Consider this book like a long newspaper with the current date and read the highlights that are valid for you daily. Irrespective of your current position in your organization, The Psychology of Selling should be the base on which your salespersons thrive on.


After reading The Psychology of Selling, your sales strategies can be streamlined to-


1- Set achievable sales goals


2- Understanding your customers better


3- Thrive to become a part of the top brass of the sales team


4- Create features and benefits that deliver results and other sales tools


The Psychology of Selling is a book that hones your sales skills and creates a strong foundation for a successful salesperson. This one read will make the process of sale less intimidating and more natural for you.