Sales Success (The Brian Tracy Success Library)
Format: PDF / Kindle (mobi) / ePub
Eighty percent of all sales are made by just twenty percent of sales people. What's surprising to discover is that those top professionals perform only a bit better than their peers in certain critical areas. By excelling in these capabilities, you can earn money faster, have more success, and gain greater career satisfaction than you ever thought possible. In this compact and convenient guide, sales trainer extraordinaire Brian Tracy reveals how anyone can get that winning edge. He shares 21 tried-and-true techniques to: Set clear goals--and achieve them - Develop a sense of urgency and make every minute count - Stay motivated - Know your products inside and out - Analyze your competition - Identify competitive advantage - Develop your sales strategy - Find and quickly qualify prospects - Create rapport early and build trust - Understand the three keys to persuasion - Master the elements of an effective presentation - Use the power of suggestion - Establish 'megacredibility' - Overcome the six major objections - Ask for action - Advance your career by following up Packed with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights.
to success in your career. The success of your business in the future will be determined by your quality ranking in your marketplace today. According to studies done at Harvard, the customer’s definition of quality includes both the product or service you sell, plus the way that it is sold and delivered. Question: What is your quality ranking? On a scale of one to ten, how do you rank with your competitors in terms of the quality of your product and the quality of the way that it is sold,
are not currently enjoying. When they come back and buy from you again, they are putting their stamp of approval on your offerings and confirming that you did deliver on your promises. Resales and Referrals Are Almost Free Resales to satisfied customers are ten times easier than new sales to new customers. A resale only requires one-tenth of the time and effort to achieve. This is why most successful companies measure their success by how often their customers buy again. A referral from a
are earning twice as much as you— and who, by definition, at one time were earning half as much as you are today—and then you find out what they did to get from where they were to where they are today. Then, if you do the same things that other successful people do, you soon get the same results. It is not a miracle. It is not a matter of luck. It is simply a matter of law—the Law of Cause and Effect. Selling in the Markets of Today and Tomorrow Since that day in my early twenties, when I first
self-confidence is a vital psychological ingredient in successful selling. CUSTOMERS ARE MORE DEMANDING A fifth reality is that customers are more demanding nowadays. Why? Because they can be! And if anything, they are going to be more demanding in the weeks and months ahead. Customers today are more skeptical and suspicious because of their previous buying experiences. They are afraid of buying the wrong product, paying too much, receiving too little, and being left in the lurch after the
it off. Go the Extra Mile Resolve to go the extra mile, every day. Always do more than is expected of you. Exceed even your own expectations. Resolve to work harder than your competition does, both inside your company and on the outside. There are never any traffic jams on the extra mile. Make the “second effort,” even when the sale seems lost. To paraphrase Vince Lombardi again, when you are tired and discouraged at the end of the day, make the second effort and try once more. Very often,