Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. Which begs the question: How are they raking in so much money, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the worlds best salespeople and their methods and has discovered that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform only a smidgen better than their peers. You are that close!In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. Learn how to: Set clear goals--and achieve them+I396 Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections And much more!Packed with proven strategies and priceless insights, Sales Successwill get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.
CONTENTS
Introduction 1
1 Become Brilliant on the Basics 7
2 Stay Enthusiastic 13
3 Personal Management Skills: The Inner Game 20
4 Personal Management Skills: The Outer Game 25
5 Develop Excellent Product Knowledge 32
6 Analyze Your Competition 36
7 Develop Competitive Advantage 41
8 Develop an Effective Sales Strategy 46
9 Prospect Like a Professional 52
10 Qualify Your Prospects 58
11 The Friendship Factor 63
12 Three Keys to Persuasion 68
13 Make Effective Presentations 73
14 Practice the Power of Suggestion 77
15 Establish Megacredibility 82
16 Handle Objections Effectively 87
17 Ask the Customer to Take Action 92
18 Provide Excellent Customer Service 97
19 Keep Customers for Life 102
20 Manage Your Time Effectively 107
21 There Are No Limits! 112
Index 117
BRIAN TRACY is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.
