BusinessNews Publishing - Summary: Advanced Selling Strategies: Review and Analysis of Tracys Book

Book Abstract

The sales profession is one of the most interesting, most dynamic and most rewarding business fields available. And to successfully build a career in this field, theres really only one concept to keep in mind you dont have to be a pioneer.

In other words, dont try and blaze your own trail. Instead, learn from the success of others. Study the sales techniques which have worked for other people in other settings and with other products and services. Evaluate what worked for them, adapt these principles to suit your own specific product or service and move ahead.

The principles of success remain the same regardless of what youre selling. All it takes is the ability to adapt and adopt the techniques of sales success to your own needs and requirements.

Important Note About This Ebook

This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.

1. The Psychology of Selling

80-percent of your success in the field of selling will be determined by what you think about. Therefore, by learning to think the same way the most successful salespeople do, you can improve your performance dramatically and immediately.

Every person has a self-concept a mental set of beliefs about themselves and the world. A self-concept has three main parts:

The key to sales success lies in doing everything you can to build your self-esteem. The higher your self-esteem, the more successful youll be in a sales role.

To build and enhance your self-esteem:

• Always see yourself as self-employed the president of your own professional sales company which may presently be subcontracted out to someone else. That means accepting total responsibility for what you accomplish.
• See yourself as a consultant a problem solver rather than a vendor trading money for your product or service. Approach clients with that attitude.
• Act like a doctor in the clients best interests. To do so, you must examine first, then diagnose and finally prescribe what they need.
• Think strategically set clear goals, develop blueprints and plans, act decisively and dont be worried about short-term setbacks.
• Be intensely results oriented combine empathy and ambition together in balance as you focus on effective utilization of your time.
• Be ambitious work towards becoming the best in your field. When excellence is your standard, youll act differently, more purposefully in fact.
• Apply Golden Rule Selling sell to other people the same way youd like to be sold if you were in the same position. That way, youll always act with honesty and integrity in everything you do.

The quality of your thinking determines the quality of your life.

Brian Tracy

You can learn anything you need to learn to achieve any goal you want by finding out what others have done before you to get the results you want to get.

Brian Tracy

If you believe you can do a thing, or if you believe you cannot, in either case you are probably right.

Henry Ford

2. The Development of Personal Sales Power

In selling, everything counts, but 80-percent of your success will derive from the quality of your personality. Therefore, build your personality by:

1. Taking full responsibility for your own life.
2. Interpreting everything that happens in a positive light.
3. Making a commitment to excellence in your field.
4. Being persistent.
5. Having integrity perfect honesty with yourself and others.
6. Being grateful for everything you have.
7. Setting clear and specific goals.

In addition, you need to understand the mental laws of success and engage in regular, daily mental exercise.

The seven mental laws that apply to sales are:

1. The Law of Cause and Effect there is always a direct link between whats done and whats achieved.
2. The Law of Compensation remuneration is always linked to the level of contribution.
3. The Law of Control the greater the amount of control you have over your own life, the happier youll be.
4. The Law of Belief whatever you believe with emotion becomes your own personal reality.
5. The Law of Concentration anything you mentally dwell on will expand until it fills your thoughts.
6. The Law of Attraction you always attract the people and circumstances that align with your most dominant thoughts.
7. The Law of Correspondence your outer world will always mirror your inner world in every detail.

To become mentally fit and build a powerful personality, regularly engage in these exercises on a daily basis:

• Give yourself a pep talk talk to yourself positively and enthusiastically about your life, your opportunities, your challenges and your responses.
• Visualize positive results form a strong and vibrant mental image of all the great things that youre going to achieve in the immediate future.
• Feed your mind positive and inspiring mental food take on board the best ideas regularly and consistently.
• Associate with positive people ideally a group of successful, performance-oriented reference group.
• Have regular training and development sessions where you learn from the best people in your field or other fields through books, tapes, seminars, etc.
• Protect your health eliminate fat from your diet, physically exercise, drink loads of water and get enough rest.
• Increase your tempo move faster, see more people, get more done.

Your imagination is your preview of lifes coming attractions.

Denis Waitley

3. Personal Strategic Planning

A personal strategic plan articulates your vision of who you are and where you want to head in the months and years ahead.

The components of a personal strategic plan match those a business would put together, and include:

1. Values statement
2. Personal vision statement
3. Mission statement
4. Situation analysis
5. Market analysis

The components of a personal strategic plan are:

1. Values statement
   In short, your values are your core beliefs the personality and character traits that lie at the heart of what you consider important in life. All improvement in life revolves around your values, so the clearer they can be expressed, the better. Your values statement should identify five values that are important to you, in order of priority.
   • What do you stand for?
2. Personal vision statement