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    Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets
    Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets
    Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets
    Ebook138 pages2 hours

    Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets

    By Brian Tracy

    4.5/5

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    • Sales

    • Time Management

    • Sales Techniques

    • Personal Development

    • Self-Confidence

    • Mentor

    • Mentorship

    • Rags to Riches

    • Underdog

    • Power of Knowledge

    • Space Opera

    • Self-Made Man

    • Survival Against the Odds

    • Sentient Ai

    • Great Man

    • Sales Process

    • Self-Improvement

    • Entrepreneurship

    • Professional Development

    • Success

    About this ebook

    Brian Tracy shares the most important principles for sales success he has discovered in 30 years of training more than a half million sales professionals in 23 countries. Based on Tracy’s detailed discussions with top salespeople and his keen observation of their methods, as well as his own experiences as a record-breaking salesman, these guidelines address both the inner game of selling—the mental component—and the outer game of selling—the methods and techniques of actually making the sale. Concise and action-oriented, Be a Sales Superstar is a handbook for busy sales professionals, providing key ideas and techniques that will immediately increase your effectiveness and boost your results. Brian Tracy shows you how to:• Get more and better appointments, easier. • Build high rapport in the first few minutes. • Make better, more effective sales presentations. • Close more sales faster than ever before. Apply Tracy’s 21 great ways to be a superstar salesperson, and your success in selling will become unlimited.
    LanguageEnglish
    PublisherBerrett-Koehler Publishers, Inc.
    Release dateSep 9, 2003
    ISBN9781605096940
    Author

    Brian Tracy

    Brian Tracy es Presidente y CEO de Brian Tracy International, una empresa especializada en la formación y desarrollo de individuos y organizaciones. Ha sido consultor de más de 1.000 empresas y se dirigió a más de 5 millones de personas en 5000 charlas y seminarios en todo Estados Unidos, Canadá y otros 55 países de todo el mundo. Como conferencista principal y líder de seminario, habla a más de 250.000 personas cada año. Ha escrito y producido más de 300 programas de aprendizaje en audio y video, incluyendo el best seller mundial Psychology of Achievement, que ha sido traducido a más de 20 idiomas.  

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    Reviews for Be a Sales Superstar

    4.5/5

    42 ratings6 reviews

    What our readers think

    Readers find this title to be a valuable resource for salespeople, providing useful techniques and information to improve their careers. The book is described as informative, educative, and practical, with a step-by-step guide to success. It is recommended for anyone in the business of making sales. Overall, readers appreciate the book's content and find it helpful in their sales prospecting efforts.

    What did you think?

    Tap to rate

    Review must be at least 10 words

    • 5/5
      This book has very valuable information and techniques for salesmen who want to take their careers to the next level. If implemented, I truly believe that the techniques and rules will double and even triple your income.
      I would love the opportunity to work one on one with Brian Tracy!
    • 4/5
      an Interesting and practical book for salespeople across all industries.
    • 5/5
      This book was just what I needed to get started. This book is a must read for everyone since we're all in the business of making sales daily.
    • 5/5
      Great book ! Written very nice manner .Nice one in selling.
    • 4/5
      Very informative and educative with useful sale nugget to use in sale prospecting.
    • 3/5
      solid beginner book for investing. Really basic though nothing really new to offer

    Book preview

    Be a Sales Superstar - Brian Tracy

    BE A

    SALES

    SUPERSTAR

    BOOKS BY BRIAN TRACY

    Advanced Selling Strategies

    Eat That Frog!

    Effective Leadership

    Focal Point

    Get Paid More and Promoted Faster

    The Gift of Self-Confidence

    The Great Big Book of Wisdom

    Hire and Keep the Best People

    Little Silver Book of Prosperity

    Mastering Your Time

    Maximum Achievement

    The 100 Absolutely Unbreakable Laws

    of Business Success

    The Peak Performance Woman

    The 21 Success Secrets of Self-Made Millionaires

    Personal Achievement

    Success Is a Journey

    Successful Selling

    A Treasury of Personal Achievement

    Universal Laws of Success

    COAUTHORED BY BRIAN TRACY

    Speaking Secrets of the Masters

    Insights into Excellence

    Traits of Champions

    BE A

    SALES

    SUPERSTAR

    21 GREAT WAYS TO SELL MORE, FASTER,

    EASIER IN TOUGH MARKETS

    BRIAN TRACY

    Be a Sales Superstar

    Copyright © 2002, 2003 by Brian Tracy

    All rights reserved. No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, write to the publisher, addressed Attention: Permissions Coordinator, at the address below.

    Berrett-Koehler Publishers, Inc .

    235 Montgomery Street, Suite 650

    San Francisco, California 94104-2916

    Tel: (415) 288-0260, Fax: (415) 362-2512

    www.bkconnection.com

    Ordering information for print editions

    Quantity sales. Special discounts are available on quantity purchases by corporations, associations, and others. For details, contact the Special Sales Department at the Berrett-Koehler address above.

    Individual sales. Berrett-Koehler publications are available through most bookstores. They can also be ordered directly from Berrett-Koehler: Tel: (800) 929-2929; Fax: (802) 864-7626; www.bkconnection.com

    Orders for college textbook/course adoption use. Please contact Berrett-Koehler: Tel: (800) 929-2929; Fax: (802) 864-7626.

    Orders by U.S. trade bookstores and wholesalers. Please contact Ingram Publisher Services, Tel: (800) 509-4887; Fax: (800) 838-1149; E-mail: [email protected]; or visit www.ingram publisherservices.com/Ordering for details about electronic ordering.

    Berrett-Koehler and the BK logo are registered trademarks of Berrett-Koehler Publishers, Inc.

    First Edition

    Hardcover print edition ISBN 978-1-57675-175-6

    Paperback print edition ISBN 978-1-57675-273-9

    PDF e-book ISBN 978-1-60509-836-4

    IDPF e-book ISBN 978-1-60509-694-0

    2010-2

    Copyediting and proofreading by PeopleSpeak.

    Book design and composition by Beverly Butterfield, Girl of the West

    Productions.

    This book is dedicated to my dear friend and

    business partner Ib Moller, a great entrepreneur,

    a superb sales professional, an excellent executive,

    and a fine person in every way.

    Contents

    Preface

    Introduction: Think Like a Top Salesperson

    1 Commit to Excellence

    2 Act As If It Were Impossible to Fail

    3 Put Your Whole Heart into Your Selling

    4 Position Yourself as a Real Professional

    5 Prepare Thoroughly for Every Call

    6 Dedicate Yourself to Continuous Learning

    7 Accept Complete Responsibility for Results

    8 Become Brilliant on the Basics

    9 Build Long-Term Relationships

    10 Be a Financial Improvement Specialist

    11 Use Educational Selling with Every Customer

    12 Build Megacredibility with Every Prospect

    13 Handle Objections Effectively

    14 Deal with Price Professionally

    15 Know How to Close the Sale

    16 Make Every Minute Count

    17 Apply the 80/20 Rule to Everything

    18 Keep Your Sales Funnel Full

    19 Set Clear Income and Sales Goals

    20 Manage Your Territory Well

    21 Practice the Seven Secrets of Sales Success

    Conclusion: Pulling It All Together

    Learning Resources of Brian Tracy International

    Index

    About the Author

    Preface

    This book is for ambitious salespeople who are eager to increase their sales and boost their incomes immediately. It is written for those who are, or intend to be, in the top 10 percent of their fields in selling. Every idea is aimed at the sales superstars of today and tomorrow.

    Salespeople are primarily motivated by two things: money and status. They want to be paid well, and they measure their success by the size of their incomes relative to others’. In addition, they want to be recognized and appreciated for their efforts and for their successes. This book will show salespeople how to make quantum leaps in both areas.

    Most salespeople have never been professionally trained in selling. Fully 95 percent of salespeople can increase their sales with additional knowledge and skill. Sometimes you are only one skill away from becoming a sales superstar. This book will help you to identify that skill and begin the process of mastering it.

    Occasionally, I begin a seminar or talk by asking, How many people here today are in sales? Invariably, only a few hands go up. I pause and wait for a few seconds and then I ask, "Who here is really in sales?"

    Suddenly, they get it. More and more hands go up until almost every hand in the room is raised. I then go on to say, That’s right. Everyone is in sales, no matter what you do. Your entire life is a continuous process of communicating, persuading, and influencing other people. The only question is, How good are you in these areas?

    Your ability to sell others on your ideas will determine your success in your life and career as much as any other factor. If your income and success actually depend on selling, what you will learn in the pages to follow can change your life.

    I wrote this book to give you, a busy sales professional, a handbook that you could refer to quickly to pick up key ideas and techniques that would immediately increase your effectiveness and boost your results. As it happens, more than 4,000 books on selling are available today and almost all of them are valuable and worthwhile.

    What makes this book different?

    The answer is that this book is short and straight to the point. In 144 pages, you will learn twenty-one of the most important principles for sales success that I have discovered in the training of more than 500,000 sales professionals in twenty-three countries. Each of these strategies is tested and proven to work. Any one of these ideas can boost your sales and income immediately.

    When I began selling, knocking on doors, going from office to office, cold-calling, I learned a concept called the Winning Edge Principle. This is one of the great insights to success in every area of life, including selling.

    The principle says this: Small differences in ability in key areas can lead to enormous differences in results.

    Small improvements in important sales skills, such as prospecting, making persuasive presentations, overcoming objections, or closing the sale, can lead to huge increases in sales results. This book is designed to show you specific techniques that will enable you to make those jumps in performance, to give you the winning edge.

    Here is another key idea for success: Your weakest important skill sets the height at which you can use all your other skills and determines your income.

    In other words, if you are poor in a key skill area such as prospecting or closing, that one weakness alone will determine your sales results and how much you earn. A single deficiency in your ability can hold you back from succeeding, no matter how good you might be in every other area.

    Put another way, your strengths have brought you to where you are today, but your weaknesses are now holding you back from progressing further and faster.

    This book is designed to give you sales tools you can use to overcome any critical weakness you may have—first, by identifying it and second, by giving you practical exercises you can apply immediately to strengthen yourself in that area.

    This book deals simultaneously with both the inner game of selling, the mental component, and the outer game of selling, the methods and techniques of actually making the sale. When you begin to improve in both areas together, both your sales and your self-confidence will increase at a rapid rate.

    Only small differences in attitude and ability separate the top salespeople from the average. When you learn and apply the twenty-one great ways to be a sales superstar, you will quickly move to the top of your field. Your future in selling will become unlimited.

    BRIAN TRACY

    Solana Beach, California

    February 2002

    Introduction:

    Think Like a

    Top Salesperson

    This is a wonderful time to be alive and working in the profession of selling. Regardless of the ups and downs of the economy or temporary changes in your industry, there have never been more opportunities for you to achieve more of your goals—and enjoy a higher standard of living—than

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