Synopses & Reviews
The most powerful system for sales success—from the author of the bestselling audiobook, The Psychology of Selling.
Strategy, tactics, and mental preparedness separate superior salespeople from the average -- and with technological advances evening the competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created.
Advanced Selling Strategies provides you with the techniques and tools used by top salespeople in every industry -- methods that net immediate and spectacular results. This book explains how to:
* Develop the self-image to give you the edge in every sales situation
* Concentrate on the customer's emotional factors to ensure better sales results
* Identify your customer's most pressing concerns and position your product or service to fill those needs
A MUST READ FOR SALESPEOPLE AND BUSINESSPEOPLE ALIKE.
Focusing on the strategies, tactics and mental preparedness that sales people need, this work examines issues such as self-image and the concerns and emotional factors of the customer. It delineates in detail every aspect of the sales process, from planning to presentation to closing.
Based on Brian Tracy's bestselling audio and video program, The Psychology of Selling, this text presents an action-oriented, strategic process for sales success. It delineates in detail every aspect of the sales process, from planning to presentation to closing techniques.
About the Author
Brian Tracy has studied and practiced professional selling for more than thirty years and has taught this remarkable system to more than 500,000 salespeople throughout the U.S. and worldwide. He is the author of Maximum Achievement and the author/narrator of more than thirty top-selling audio and video learning programs.
Table of Contents
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
APPENDIX A: Brian Tracy -- Speaker, Trainer, Seminar Presenter
APPENDIX B: Brian Tracy International/Tracy College International
APPENDIX C: Advanced Selling Strategies