Best Tips and Quotes from Brian Tracey’s Best Seller

Selling is about more than showing customers and prospects your products and offerings. It’s about building connections with individuals and better understanding your customer’s challenges. Sales reps are problem solvers who want to grow their network, make their customers happy, and, of course — make money. 

The Psychology of Selling, written by Brian Tracy, is a book that discusses the mindset and behaviours that sales reps need to find success in sales. Brian Tracy is a motivational speaker who is an expert in sales and shares insights that can help your team feel more confident and build on their self-esteem in sales. 

We’re here to walk you through the key takeaways you can use daily to improve your team’s persuasion and influence. 

Here’s everything you need to know:

A Brief Overview

The Psychology of Selling was published in 1985 and is considered one of the most well-regarded books about sales and the power of sales reps. The book helps sales reps develop sales strategies and improve their sales process. There are tons of great takeaways from the book that your team can use to apply to their personalized sales process and work ethic.

With this book, you can set your sales team up for success and help them fine-tune their approach to sales. What makes this book different from the rest is that it encourages individuals to look at the human psychology behind the sales process. Tracy shows readers that confidence, communication, and time management skills can help improve your customer relationships and close more deals in the future. 

Five Takeaways From The Psychology of Selling

Many takeaways from the book can help drive discussions during sales coaching sessions or all-hands meetings. This book is a reminder that success can be found once you feel confident in your own skin. There are many takeaways leadership can use to keep their sales team engaged and motivated with the sales process. 

Here are five key takeaways you can use as your sales success principles:

Attitude is Everything 

Your attitude is everything to their personal success. You can run a customer behavior analysis, improve your customer journey, or send countless prospecting marketing campaigns a day. But if you don’t have the right attitude, you’ll never see results. 

Brian Tracy focuses on the power of a positive attitude and how staying positive and believing in yourself can help you reach your sales goals and close more sales. 

Brian Tracy discusses why it’s essential for leadership also to maintain a positive attitude. Sales reps look up to their leaders. If they are positive and inspiring, it will motivate their team members to keep the same positivity. 

Practice Effective Communication

Effective communication is at the core of everything you do. It’s the driving force to help you build meaningful relationships with your customers and close more deals with potential customers. 

Sales reps can also benefit from improving their listening skills and non-verbal communication. Brian Tracy believes these skills are vital to a sales rep’s personal and professional life. Communication is a foundational skill that can help them see success in sales. 

Always Take a Customer-Centric Approach

When it comes to excelling at selling, it’s all about meeting and exceeding your customer’s needs. When you put your customer first, you can build a strong rapport while providing next-level customer service. From there, the entire process relies on your ability to solve problems, answer questions, and meet your customer’s needs. 

Set Goals For Yourself

The most successful sales reps are goal-oriented. Tracy recommends every sales rep should have at least 100 goals they want to accomplish in the year and beyond. Taking time to write out your goals will help you visualize your success and create a road map you can use to approach the sales process. 

The Power of Follow-ups

Never underestimate the power of follow-ups. People are busy! Closing a deal with a vendor or a SaaS company isn’t always a top priority. You can ensure your brand is always top of mind with a follow-up email or phone call.

Tracy emphasizes that many sales reps can capitalize on opportunities and grow their customer base, when they focus on incorporating effective follow-up strategies into their sales process. He also discusses how follow-ups can lead to referrals, recommendations, and long-lasting relationships with current customers. 

Three Brian Tracy Quotes to Live By

There are countless motivational sales quotes and tips your sales managers can use to drive discussions with their sales reps during 1:1s, all-hands meetings, and brainstorming sessions. 

Here are three of our favorite sales psychology quotes::

“As a rule, the person who asks questions has control.”

When your sales reps ask the right questions, it puts them in control of the situation. This helps them drive compelling conversations with their customers and improve customer satisfaction. If your team is less dominant in conversations or is struggling to keep the conversation going with their customers, consider planning icebreakers and mini-games to help them break out of their shells and socialize more with their colleagues. 

“A person who really likes himself or herself has high self-esteem and therefore a positive self-concept. When you really like yourself in a particular role, you perform at your best in that role.”

Great sales start with high self-esteem, positivity, and trust in your ability. To build a thriving sales team, you’ll want to focus on building your team’s confidence and give them the resources they need to perform to the best of their ability. 

With gamification, you can build your team’s spirits high using interactive game elements like leaderboards, progress bars, and more. This will keep your team on task and help them be more confident in their role.

“Help yourself warm up and prepare mentally by repeating, “I feel happy! I feel healthy! I feel terrific!” It is not possible for you to talk positively to yourself, using words like this, without immediately feeling happier and more confident.”

Building a company culture that thrives on positivity can benefit each individual on your team. While you may not be able to get everyone to repeat mantras like this weekly, you can help them build their confidence with rewards, incentives, and other game elements. 

How to Elevate Your Sales Game With Gamification

While Brian Tracy’s timeless wisdom serves as a reminder that sometimes you have to stick to the basics to succeed and excel at everything you do. However, asking your team to read a book may not be the most effective way to get them to learn or retain information. 

With gamification, you can keep these takeaways top of mind and help your team stay on task and engaged with their workweek tasks. With the right gamification strategies, you can: 

• Increase Engagement
• Improve Productivity
• Help Your Team Stay Engaged With Mundane Tasks
• Inspire Friendly Competitions
• Coach Them Through Challenges and Setbacks

Gamification works best when you fully integrate it into the workplace experience. With engaging game elements and a strategic approach, you can improve the sales process and help them reach and exceed their goals, the same way Brian Tracey teaches his readers. 

Use Spinify to Grow Your Business 

Spinify is a sales gamification tool your business can use to help sales reps improve their sales tactics and grow professionally. Our platform uses game elements like leaderboards, rewards, and progress bars to increase participation and engage with your team. 

Once you’ve integrated our platform into your workweek, you can help your team adjust their sales techniques to align with the key takeaways from The Psychology of Selling. This will not only help your team grow professionally but will also help you grow your business results!

Experience the power of Gamification and Spinify with a Product Tour today.