Brian Tracy’s The Psychology of Selling: 7 Key Result Areas of Selling

The Psychology of Selling: 

“Everybody sells something, whether it’s a product, a service, a philosophy, an idea or most importantly yourself!” -Terri L. Sjodin

If you were browsing your local Barnes & Noble Business Section, you would more than likely see Brian Tracy’s The Psychology of Selling book and shy away on first impulse because of the pure cheeseball-ness of this cover!  

The cover alone made me feel like I might be getting  some un-genuine sales advice. But this book came highly recommended, so I decided to jump in and was pleasantly surprised and definitely glad I did.  This however is NOT a post created to be an “official”  book review of The Psychology of Selling.

I created this post to share with all of you out there who are currently involved in ANY area of Sales/Marketing a great outline that you can post on your dry erase board or make note of in your home-office to ensure that you are following the 7 proper steps when presenting your sales pitch to your potential customer.

If everyone is selling something…What is it that you are “Selling”?

When attempting to “Sell” or “Close a Prospect” (i.e potential customer) Brian Tracy introduces the 7 Key Result Areas of Selling or KRA’s. These KRA’s are much like a telephone number. Each number dialed must be dialed in the exact same sequence to achieve the correct expected result.  If nervousness kicks in you may skip a number or two and the connection is not made.

The Psychology of Selling’s 7 Key Result Areas:

1. Prospect: Identify your “Potential Customer”
2. Building Rapport: Develop a quick connection, Let them do the talking. Ask open-ended questions.
3. Identifying Needs: What is your customer in the market for?
4. Presenting:  Whether it is a Business Opportunity or Product, always have a simple and clean presentation. Ask what they are thinking so far and if they are understanding thus far.
5. Answering Objections: Be genuine and authentic. Listen to your prospects’ concerns/doubts and answer honestly.
6. Closing the Sale: Don’t ramble on and lose your customer by being over-enthusiastic, you might freak them out!
7. Getting Resales and Referrals: Whether your prospect was satisfied with what you were selling or if it wasn’t for them always ask for referrals. They will be more than happy to send people who might be interested your way!