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

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

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

About the Author

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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.

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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.

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