Brian Tracy - Great Little Book on Successful Selling (Successories)
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Great Little Book on Successful Selling (Successories)
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Contains delightful quotations on selling that bring common sense and realistic, fresh approach to selling. Paper. DLC: Selling - Quotations, Maxims, etc.
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Great Little Book On Sucessful Selling Successories
author
:
Tracy, Brian.
publisher
:
The Career Press
isbn10 | asin
:
1564142841
print isbn13
:
9781564142849
ebook isbn13
:
9780585226729
language
:
English
subject
Selling--Quotations, maxims, etc.
publication date
:
1997
lcc
:
HF5438.25.T713 1997eb
ddc
:
658.85
subject
:
Selling--Quotations, maxims, etc.
Page 1
Great Little Book on Successful Selling
Successories
By Brian Tracy
CAREER PRESS 3 Tice Road, P.O. Box 687 Franklin Lakes, NJ 07417 1-800-CAREER-1; 201-848-0310 (NJ and outside U.S.) FAX: 201-848-1727
Page 2
Copyright 1996, 1997 by Brian Tracy / Reprinted by permission of Successories, Inc.
All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.
SUCCESSORIES: GREAT LITTLE BOOK ON SUCCESSFUL SELLING Cover design by The Hub Graphics Corp. Printed in the U.S.A. by Book-mart Press
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-848-0310) to order using VISA or MasterCard, or for further information on books from Career Press.
Library of Congress Cataloging-in-Publication Data
Tracy, Brian. Great little book on successful selling / by Brian Tracy. p. cm. (Successories) Originally published: Great little book on successful selling. Lombard, Ill. :Successories Pub., 1996. ISBN 1-56414-284-1 (pbk.) 1. SellingQuotations, maxims, etc. I. Title. II. Series. HF5438.25.T713 1997 658.85dc21 96-51528 CIP
Page 3
Pattern yourself after the very best people in your field. Do what they do.
Keep yourself positive, cheerful and goal-oriented. Sales success is 80 percent attitude and only 20 percent aptitude.
Combine the dual qualities of empathy and ambition in every sales relationship.
Page 4
If it's worth doing, it's worth doing poorly at first. Don't be afraid to try.
Develop the "winning edge" in sales. Small differences in ability can translate into enormous differences in results.
Guard your thoughts carefully. The quality of your thinking determines the quality of your life.
Page 5
Think continually of yourself as if you were one of the top money earners in your field. How would you think, talk, and behave if you were already there?
Keep your mind positive at all times. Interpret things to yourself in a positive way.
In every sales situation, act boldly and unseen forces will come to your aid.
Page 6
Think of the amount of money you want to earn this year and then imagine that you are already at that level.
Continually push yourself out of your comfort zone. Push yourself to stretch as you try new things each day.
Think before you act and then act decisively. Fortune favors the brave.
Page 7
Develop a clear blueprint for sales success, covering every aspect of your activities.
Refuse to let the fear of rejection hold you back. Remember, rejection is never personal.
Get around the winners in selling. Associate with the very best people in your industry and avoid the others.
Page 8
Make a habit of dominating the listening and let the customer dominate the talking.
Accept complete responsibility for everything you are and everything you ever will be. Because you are responsible.
Position yourself as a consultant rather than a salesperson, first in your own mind and then in the mind of your customer.
Page 9
Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.
Resolve to be among the top 20 percent of salespeople who make 80 percent of the sales.
Familiarize yourself with every detail of what you sell and what your competitors sell as well.
Page 10
Be positive, pleasant, patient and easygoingno matter how busy you really are.
Whatever got you to where you are today is not enough to keep you there.
Learn to use the telephone professionally and skillfully as an essential business tool.
Page 11
Think of yourself as a resource to yourself and to your clients, an advisor, counselor, mentor and friend.
Plan your work and work your plan. Decide in advance exactly how you are going to get from where you are to where you want to go.
Become a strategic thinker. Set goals for what you want and create organized plans of action to achieve them.
Page 12
Be intensely result-oriented in everything you do. This is a key characteristic of high performers.
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96-51528