The Psychology of Selling: Book Of The Month

In this solo episode, Casey breaks down the core skill that has shaped his career: the art of selling. Reflecting on his own experiences and insights from Brian Tracy’s classic, The Psychology of Selling, he unpacks the eight principles that have made a lasting impact—from believing in yourself to mastering the art of persuasion.

Casey shares personal stories, including lessons learned from top-performing colleagues at Vivint, and explains why identifying customer pain points and maintaining a positive mindset are game-changers in sales. He also reveals the power of continuous learning and how a single decision to invest in his own education led to years of consistent success.

Whether you’re a seasoned professional or just starting out, this episode offers practical, timeless advice to sharpen your sales skills and elevate your performance.

Chapters:

00:00 – 00:26 | Introduction: The Power of Selling

•Why sales is the most valuable skill

00:26 – 00:44 | The Most Influential Sales Book

•How The Psychology of Selling shaped Casey’s career

00:44 – 01:29 | Learning from Top Performers

•Lessons from Vivint’s #1 sales rep, Bo Gardner

01:29 – 03:59 | Principle #1: Believe in Yourself

•Overcoming fear and rejection

03:59 – 05:25 | The 80/20 Rule in Sales

•How top 20% earn 80% of the money

05:25 – 06:34 | Believing in Your Product

•Why conviction determines sales success

06:34 – 08:53 | Principle #2: Focus on the Customer’s Needs

•Selling solutions, not products

08:53 – 09:10 | The Key to Selling: Solving Problems

•Finding and fixing customer pain points

09:10 – 11:03 | Principle #3: Develop a Positive Attitude

•Why mindset impacts sales performance

11:03 – 12:57 | Principle #4: Master the Art of Persuasion

•Why people buy emotionally, then justify logically

12:57 – 13:16 | Why People Buy Emotionally

•The subconscious decision-making process

13:16 – 15:06 | Principle #5: Ask the Right Questions

•Selling is listening, not telling

15:06 – 17:12 | Principle #6: Overcome Objections

•How to reframe objections into opportunities

17:12 – 18:33 | Why Objections Are a Sign of Interest

•Recognizing buying signals in pushback

18:33 – 21:42 | Principle #7: Learn How to Close Effectively

•Why 48% of salespeople never ask for the order

21:42 – 22:09 | Principle #8: Commit to Continuous Learning

•How investing in yourself 10X’s success

22:09 – 25:27 | The 10X Investment in Personal Development

•Lessons from 20 years of dedicated learning

25:27 – 26:35 | The Mindset of a Sales Professional

•Mastery, success, and fulfillment

26:35 – End | Closing Thoughts

•The never-ending process of growth

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