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 The Definitive book on consultative selling
I became acquanted with Brian Tracy courtesy of my local library via his Psychology of Selling audio tape program, How To Sell Well and 24 Closing Techniques videos. Nobody packs more powerful and useful content than Brian.
Although this book was written over 14 years ago, Advanced Selling Strategies is still fresh and for the times as well as Brian Tracy's best work on selling and perhaps, the best book period on the subject of selling that is available today.
I started in phone sales back in 1993. Using the techniques Brian discloses, I went from tied for last place - 68th out of 68 people in March 1993 doing about $100 a day in sales to 3rd out of 75 people to doing over $2,500/day and over $40,000 per month in sales one month later in April 1993! Ultimately I hit over $100,000 in sales volume in a single month. Big improvement. His techniques work.
The magic of Brian is that he helps bring out the inner power that lies dormant inside all of us while providing powerful sales techniques. His sales techniques are low key, friendly and non threatening to the prospect.
Brian shows you how to change you self image as a sales person. Not just the hookey-pookey rah-rah positive stuff, but how to see yourself as a consultant rather than a sales person as well as how to see yourself as a success.
Using the phrase, "I'm not trying to sell you anything." Has worked wonders in opening doors for me. Other phrases like, "That is an interesting question, why did you say that?" "How exactly do you mean?" "Why did you ask that?" Surprisingly are non threatening and get the prospect to open up. The 24 closing techniques are powerful and really work. They are also low key and consultative.
And I really benefitted from the 20 idea method for unleashing creativity. Spending an hour a day, every morning reading has made a major impact on my sales not to mention listening to tapes in my car and watching videos at home.
Brian's mental techniques of practice, drill, rehearse along with affirmations and visualization helped me probably more than anything. I agree with Brian that with affirmations and visualization, your future in sales is UNLIMITED!!!
Funny how whenever I stop for any reason, the results stop as well. Sort of like going to the gym. Or put another way, if you don't u se it, you'll lose it. A daily mental aerobics program of affirmations and visualizations will make you and keep you mentally fit and breaking sales records.
Goal setting gets beat to death by almost every trainer, but nobody does it as well as Brian. Teach it properly that is.
Lastly, this book and these skills will help every salesperson regardless of the type of sales you do.
Along with Advanced Selling Strategies I also recommend The Psychology of Selling and Be A Sales Superstar and Maximum Achievement also by Brian Tracy. For more on consultative selling, check out Close The Deal - The Sandler Method.
One of the Best Books on Selling Strategies
It's been more than a decade since this book was published, and it's still as relevent today as it was when it came off the press. A great book which shares methods, techniques and strategy. I highly recommend.
Top book on selling
I've only read this book once. I'm more of a copywriter
than a one-on-one salesperson, though I have to do that to
sell my services often enough.
The thing that stands out to me is this unoriginal thought:
Great salespeople get that way not by making huge breathroughs
in one area but by making small, incremental improvements
in dozens of areas.
Excellent book. It tries to cover nearly every aspect of what
makes a great salesperson and does an admirable job. It ends
up being long though and for that reason may be a better
reference book than a straight-through reader.
Far and away the best book on selling
Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople is far and away the one book I would recommend to anyone involved in sales or interested in learning more about the sales profession. I always recommend this book to everyone who asks me how they can become better at sales and anyone who wants to make more money and to take control of their lives.
This hard cover book is available for what? $0.35 used here on Amazon. If you can't invest $0.35 in your life and career you are hopeless. Buy this book, study it and put it into practice. You career and your finances will take off.
What else can I say, I lOVE this book. Dog-eared and underlined it holds a prominent place in my professional library.
An exceptional book on successfully navigating the sales process
This is one of the most in-depth and well written books on the entire sales process I have ever read. Brian Tracy knows what he is talking about.
The chapters cover all aspects of sales,
1). The Psychology Of Selling
2). The Development Of Personal Power
3). Personal Strategic Planning For the Sales Professional
4). The Heart Of The Sale
5). The Profession Of Selling
6). Motivating People To Buy
7). Influencing The Buying Decision
8). Prospecting: Filling Your Sales Pipeline
9). How To Make Powerful Presentations
10). Closing The Sale: The Endgame Of Selling
If you read and understand this book and then use what Brian is teaching you, you will have a much better chance at being successful in the sales world.
two other sales book I highly recommend you also read are Zig Ziglar's Secrets of Closing the Sale and How to Master the Art of Selling
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