by Brian Tracy
needs, identifying, 58, 70
number of people involved in buying, 74
O
objections, handling, 83-88, 142-143. See also price issues
opening questions, 122
optimism, 6, 9
overpreparation, 33
P
Pareto, Vilfredo, 109
Pareto Principle, 109-113
personal excellence, 10
personal megacredibility, 76-79
personal responsibility, 48-49
photographs, 80
physical health, 136-137
positioning, 23-27, 32
as consultant, 90, 100
as financial improvement specialist, 61
as professional, 141
positive mental attitude, 78
positive self-talk, 137
postcall analysis, 32-33
precall analysis, 30-31
precall objectives, 31-32
preparation, 29-34, 141
preparing agendas, 32
presentations, 116, 143
Ask the Customer, 69-70
as show business, 80-81
Show the Customer, 68
Tell the Customer, 69
presenting solutions, 58-59
price issues, 89-95, 143
pride, 94
principles
acceptance by others, 24
high versus low performance, 111
management, 128-129
Pareto Principle, 109-113
priority setting, 105, 106
problem solving, 58-59
product demonstrations, 53-54, 81
productivity, 107
prospects, 115, 116, 117-118, 143
building megacredibility with, 142
high/low probability, 120-122
qualities of bad, 119-120
qualities of good, 118-119
“Psychology of Selling, The” (Tracy), 36
Purchasing Managers Association (PMAA), 58
Q
questions
for determining time to payback, 63
and keeping control, 90-91
preparing checklist of, 34
process for handling price objections, 92
qualifying, 121
for staying focused, 105-106
R
Rackham, Neil, 57-58
reading daily, 37-39, 77
relationship building, 57-60, 100, 142
relationship experts, 59
Relationship Selling Model, 58-59
reorganization of territory, 131-134
responses for objections, 85-86
responsibility, accepting, 47-50, 141
results, accepting responsibility for, 47-50, 141
return on investment, 62-63
rules
dealing with price objections, 90
80/20 rule, 109-113
handling objections, 85
self-image psychology, 26
for success, 81
thinking like a top salesperson, 5
Three Percent Rule, 43-44
timing of price discussions, 91
S
sales funnel method, 115-124, 143
salespeople, qualities of “best,” 58
sales/selling, 19-21
basics of, 51-56
closing, 55-56, 97-102, 143
educational, 67-71
goal setting, 125-129, 144
preparation, 29-34
and price, 90, 91
process, 97-98
resistance to, 84-87
secrets of success, 135-138, 144
stages of, 115-124
segmenting your market, 118-119
self-confidence, 16
self-esteem, 6-7
self-image, 26
self-improvement, 36
self-talk, 137
Seligman, Martin, 4-5
sentence-completion exercise, 86-87
serious attitudes, 135-136
Seven Secrets of Sales Success, 135-138, 144
showing the customer, 68
size of purchase, 74
skills
evaluating your, 13
handling objections, 83-88
identifying weakest, 136
time management, 104
solutions, presenting, 58-59
stages of selling, 115-124
Stanley, Thomas, 1
success, elements of/qualities for caring, 20
focusing on tasks, 111-112
optimism, 6
positioning as financial improvement specialist, 64
rules for, 81
success secrets, 135-138
Sweep-Aside Method, 84-87
T
telling the customer, 69
territory management, 131-134, 144
testimonials, 79-80, 88
thinking
becoming what you think, 4-5
clear, 106-107
like top salespeople, 7
Three Percent Rule, 43-44
time management, 103-107, 119-120, 143
time to payback, 63
training, 43. See also learning, continuous
transfer of enthusiasm, 19
trust, 97
building, 85
development of, 58, 59
V
value, emphasizing, 81
visualization, 137
W
wasting time, 119-120
winning edge, 38
word of mouth, 79
About the Author
Brian Tracy is the top sales speaker, trainer, and consultant in the world today. He addresses more than 250,000 men and women each year in public and private seminars attended by as many as 20,000 people at one time. He has spoken to overflow audiences in every large and small city in the United States and Canada, as well as twenty-two other countries.
Brian has worked with over 500 companies since he began teaching and training in 1981. Prior to founding Brian Tracy International, he worked in twenty-two different businesses, selling everything from soap and Christmas trees to investments and commercial real estate. He has started and built numerous sales forces in a variety of industries. He has developed a series of high-impact audio and video sales training programs that have been translated into sixteen languages and are used in twenty-three countries.
Brian teaches a no-nonsense, straightforward approach to selling based on building high-quality relationships, coupled with a strong focus on helping customers get what they really want in a fast, cost-effective way. He has written twenty-four books and given more than 1,000 radio and television interviews on the subjects of personal and professional success.
Brian Tracy is the president of Brian Tracy International, headquartered in Solana Beach, California. He is married with four children and is active in social and community affairs.
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