Unlimited Sales Success: 12 Simple Steps for Selling More Than You Ever Thought Possible
If there were a single great secret to being an elite sales professional, surely one of the millions of attendees of Brian Tracy's sales seminars would have spilled the beans by now. There isn't a secret. But there is a set of consistently successful selling techniques that most companies don't teach their salespeople, and which most entrepreneurs and independent sales pros think they don't have time to learn. Based on more than 40 years of selling experience-in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable-by anyone. Highlighting practical, time-tested principles including: * The psychology of selling: your own mindset is just as important as your customer's * Personal sales planning and time management: whether you work for yourself or someone else, great planning equals great success * Prospecting power: get more and better appointments * Consultative and relationship selling: position yourself as a partner with the account * Identifying needs accurately: you'll know how to arouse their interest and overcome objections * Influencing customer behavior: learn what triggers quick buying decisions * Closing the sale: the five best methods ever discovered * And more Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional-starting today.
From the Back Cover Advance Praise for Unlimited Sales Success This fast-paced, informative book is loaded with great ideas to make more sales faster--written by the top sales trainer and 'guru' in the world today. -- T. Harv Eker , #1 New York Times bestselling author of Secrets of the Millionaire Mind Brian Tracy is THE master at delivering relevant, usable, practical content that truly makes a positive difference in your sales results. If you are currently in sales, or even considering a career in sales, this book should be a front and center addition to your library! -- Dr. Tony Alessandra , member, Sales Hall of Fame and Speakers Hall of Fame; author of Non-Manipulative Selling and The Platinum Rule for Sales Mastery The art of sales is continually evolving, and for sales professionals worldwide, Unlimited Sales Success is a must-read for staying ahead of the curve. Brian Tracy is unquestionably one of the world's most revered masters in achieving success, and this book, with its unfailingly smart strategies and techniques, reflects his supreme knowledge and innate understanding of every facet of successful selling. If you are anywhere in the sales industry, reading this book is not an option--it's a necessity. -- Ivan Misner, Ph.D ., New York Times bestselling author; Founder, BNI(R) Unlimited Sales Success contains every tip, tool, and technique you need to take your sales results to the next level. If you follow them, I guarantee you success will follow you. -- Todd Duncan , New York Times bestselling author, Time Traps: Proven Strategies for Swamped Salespeople If sales professionals would simply read and apply the practical principles in this book, they would achieve the great success they desire. I have read many powerful books in my life, and this is one of the best for sales professionals in any industry. -- Joseph Sherren , CSP, consultant, trainer, and internationally known speaker in more than 30 countries In this definitive book, Brian Tracy demystifies the sales process. Use the techniques in Unlimited Sales Success and in no time at all you'll be comfortable and confident in selling any product or service--and outperforming your peers! -- Kristin Arnold , keynote speaker, author of Boring to Bravo, and past president of the National Speakers Association Unlimited Sales Success is jam-packed with great skills, strategies, and techniques designed to help you increase your sales performance. A mix of foundational skills and the latest cutting-edge ideas, it will enable you to outperform even in a challenging market. Don't miss this book--read it and reap immediate gains! -- Don Hutson , coauthor of the #1 New York Times bestseller The One-Minute Entrepreneur , and CEO of U.S. Learning
From the front Cover A million excuses can block you from achieving your sales and income goals. A tough economy, Internet price-cutting, skeptical customers . . . you name it. But consider this: The top 20 percent of salespeople reel in 80 percent of sales, no matter the obstacles. They get predictable, exemplary results in fluctuating conditions. And you can too when you master the all-time best sales techniques ever created! From a world-renowned selling guru, whose own rags-to-riches story has motivated strug-gling salespeople everywhere to toss out random tactics and focus on what really works, Unlimited Sales Success is the selling profes-sion-al's bible of the most crucial, hard-won, powerful sales lessons ever learned. Now Brian Tracy is teamed with his sales executive son Michael to lay bare the fundamentals of selling in today's complex, relationship-driven sales arena, identifying the best practices of top performers, including: - 7 ways to spot (and avoid) a poor prospect - Mental exercises that convert rejection into a spark to keep going - How to merge relationship, consultative, and educational selling - The single most powerful question you can ask your customer - Practice tips to improve your presentations and triple your sales - The potent tool that can instantly turn indifferent customers into buyers - What to say when your customer complains about the price - Why Let me think about it is customer-speak for Goodbye--and how to avoid hearing those words - The 7 key techniques that account for 90 percent of all closes - How to ensure repeat sales in our recommendation nation - The real reasons why customers defect - Strategies for shifting your attention from low- to high-value activities - How to double the time you spend face-to-face with qualified prospects, and reap the rewards - Plus much, much more! Self-assessments, sample dialogues, stories that demonstrate great selling in action, helpful exercises, and Brian Tracy's trademark jolt of inspiration will all hammer home the book's inval-uable ideas and techniques and help you quickly adopt them as your own. All great salespeople start at the bottom, un-skilled and insecure. They learn to excel not by using tricks or so-called secrets--but by ma-tering the tried-and-true sales skills that consistently deliver the performance and earn-ings you've always dreamed of. Put these skills to work--and enjoy your rewarding journey to the top. Brian Tracy is Chairman and CEO of Brian Tracy International, a com-pany specializing in the training and development of individuals and organizations. The world's leading sales trainer, Brian has trained more people in more industries and more countries than any other sales trainer alive, and is the bestselling author of 55 books that have been translated into 38 languages. He lives in Solana Beach, California. Michael Tracy is the Vice President of Sales and Business Development at Analog Analytics, a Software-as-a-Service company that was acquired by Barclays Plc in May 2012. Michael's experience also in-cludes founding an online performance marketing company and managing door-to-door sales teams for AT&T and Verizon. He lives in Solana Beach, California.