The Psychology of Selling by Brian Tracy

These flashcards cover key concepts from Brian Tracy's 'The Psychology of Selling', focusing on sales techniques, psychological principles, and strategies for success in sales.

The Psychology of Selling

A sales training program that provides ideas, strategies, and techniques for increasing sales efficiently.

Pareto Principle (80/20 rule)

The concept that 20% of salespeople earn 80% of the income, highlighting the importance of focusing on high-performing individuals.

Sales Goals

Targets set to guide sales performance and achieve desired income.

Self-Concept

The belief one has about oneself, which influences performance in sales and overall confidence.

Hot Button

The specific benefit that most motivates a customer to make a purchase.

Fear of Rejection

The apprehension salespeople experience at the thought of being denied by prospective customers.

Customer Needs

The requirements or desires that a product or service aims to fulfill for the customer.

Trial Close

A technique used in sales to gauge the prospect's readiness to buy or their reaction to the information presented.

Visual Aids

Materials such as pictures, graphs, or models used to enhance a sales presentation.

Social Proof

The influence that the perceived actions and endorsements of others have on a customer's buying decisions.