The Psychology of Selling

Or if you're thinking qualification, you just have to remember two or three things that you need to do to just check off, to make sure you are talking to a qualified person.

So, want to need afford, like Brian Tracy would say in Psychology of Selling.

Okay, I'm talking to this person.

Does the person want this thing? Check.

The person who wants to do carpentry work, but the person is thinking, you know what, maybe in two or three months, okay, that person, you don't follow that person too much.

But the person who is, you know, I'm moving in next week, I need this thing next week, that's a different conversation.

So, as you can see, having a simple structure like this to all your conversations, whether it's as basic as, you know, Brian Tracy talking in Psychology of Selling, you know, won't need a Ford, or whether it's IBM talking about Bant, we need to have something.

So for those of you who've been listening to the podcast, you've heard me talk about want, need, afford, and Bant for years.

So for me, realizing this difference was like scales just fell off from my eyes.

Because remember, the first thing that somebody gave me, my brother gave me Psychology of Sales by Brian Tracy.

And Baratresi was saying some stuff and giving some advice.

And I was trying out some things and the thing was not clicking.

Because we are busy business people and busy owners and founders and MDs and directors or whatever, we don't want to spend time with people if the people can't afford what it is that we have, if they're not interested in what it is that we have, or if we can't figure out that they might be ready to take action anytime soon.

So it is when we are talking to people, The way Brian Tracy puts it in his early, what's it called, Psychology of Selling, the audio one, not the book.

In fact, I don't know why the book is different from the audio, except if the people that pirated the audio, you know, labeled it wrong.

So, in that one, he used to talk about want, need, and afford.

BANT is Budget Authority Need Timelines.

Then Brian Tracy in Psychology of Selling, that's the audio material, the old one.

He talks about whether people want, need, afford, and then some people now add urgency along with it.

So want, need, afford, urgency, that's also another qualification checklist framework.

I am an active audiobook listener.

The Psychology of Selling by Brian Tracy, that's sort of a pillar.

If you're getting into sales, you need to read that.

$100 million leads and $100 million offers by Alex Ramosi.

The two books we're going to be looking at this very evening, book number one is Package Yourself by a Dear Friend.

And book number two is a very beautiful book by Brian Tracy called The Psychology of Selling.

So you're in for a ride.

If you're new to the family, this is your first time, do well to like, subscribe turn on post notification and share this with a friend that also loves personal development but more importantly grab your writing materials because we're going to be spending a very quality time together and Do not be shy to engage the chat box.

If you're with me, just give me book two.

Just type in book two in the comment section.

The Psychology of Selling by Brian Tracy.

I'm trying to move fast because I noticed previous reviews would get to spend like an hour 30 minutes, an hour 25.

It doesn't mean you have to be the best, but you have to be competent and people need to be able to see that you're competent.

In fact, Brian Tracy in Psychology of Selling, that's the audio book, not the physical book, he said that in one place he said subject matter expertise is the beginning of good sales.

Sorry, excuse me.

Because the truth of the matter is, if you're rubbish, nobody's coming back again.