Summary: Advanced Selling Strategies

Review and Analysis of Tracy's Book

BusinessNews Publishing

• Publisher: Must Read Summaries
• Year: 2016
• eBook ISBN: 9782806222589
• Topic: Business
• Subtopic: Advertising
• Index: Business

The must-read summary of Brian Tracy's book: `Advanced Selling Strategies: The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere`.

This complete summary of the ideas from Brian Tracy's book `Advanced Selling Strategies` shows how the best way of improving your sales strategy is to learn from the best. The author highlights the key steps for developing a relationship with a client and preparing them for a sale. By learning and applying the strategies detailed in this book, you can start thinking strategically and improve every aspect of your approach to make that sale every time.

Added-value of this summary: 
• Save time 
• Understand key concepts 
• Expand your sales knowledge

To learn more, read`Advanced Selling Strategies` to develop the best sales strategy and give yourself an edge in every sales situation. 

Summary of Advanced Selling Strategies (Brian Tracy)

1. The Psychology of Selling

Main Idea

80-percent of your success in the field of selling will be determined by what you think about. Therefore, by learning to think the same way the most successful salespeople do, you can improve your performance dramatically and immediately.

Supporting Ideas

Every person has a self-concept -- a mental set of beliefs about themselves and the world. A self-concept has three main parts:

The key to sales success lies in doing everything you can to build your self-esteem. The higher your self-esteem, the more successful you’ll be in a sales role.

To build and enhance your self esteem:

1. Always see yourself as self-employed -- the president of your own professional sales company which may presently be subcontracted out to someone else. That means accepting total responsibility for what you accomplish.
2. See yourself as a consultant -- a problem solver -- rather than a vendor trading money for your product or service. Approach clients with that attitude.
3. Act like a doctor -- in the client’s best interests. To do so, you must examine first, then diagnose and finally prescribe what they need.
4. Think strategically -- set clear goals, develop blueprints and plans, act decisively and don’t be worried about short-term setbacks.
5. Be intensely results oriented -- combine empathy and ambition together in balance as you focus on effective utilization of your time.
6. Be ambitious -- work towards becoming the best in your field. When excellence is your standard, you’ll act differently, more purposefully in fact.
7. Apply Golden Rule Selling -- sell to other people the same way you’d like to be sold if you were in the same position. That way, you’ll always act with honesty and integrity in everything you do.

Key Thoughts

“The quality of your thinking determines the quality of your life.”

– Brian Tracy

“You can learn anything you need to learn to achieve any goal you want by finding out what others have done before you to get the results you want to get.”

– Brian Tracy

“If you believe you can do a thing, or if you believe you cannot, in either case you are probably right.”

– Henry Ford

2. The Development of Personal Sales Power

Main Idea

In selling, everything counts, but 80-percent of your success will derive from the quality of your personality. Therefore, build your personality by:

1. Taking full responsibility for your own life.
2. Interpreting everything that happens in a positive light.
3. Making a commitment to excellence in your field.
4. Being persistent.
5. Having integrity -- perfect honesty with yourself and others.
6. Being grateful for everything you have.
7. Setting clear and specific goals.

In addition, you need to understand the mental laws of success and engage in regular, daily mental exercise.

Supporting Ideas

The seven mental laws that apply to sales are:

1. The Law of Cause and Effect -- there is always a direct link between what’s done and what’s achieved.
2. The Law of Compensation -- remuneration is always linked to the level of contribution.
3. The Law of Control -- the greater the amount of control you have over your own life, the happier you’ll be.
4. The Law of Belief -- whatever you believe with emotion becomes your own personal reality.
5. The Law of Concentration -- anything you mentally dwell on will expand until it fills your thoughts.
6. The Law of Attraction -- you always attract the people and circumstances that align with your most dominant thoughts.
7. The Law of Correspondence -- your outer world will always mirror your inner world in every detail.

To become mentally fit and build a powerful personality, regularly engage in these exercises on a daily basis:

1. Give yourself a pep talk -- talk to yourself positively and enthusiastically about your life, your opportunities, your challenges and your responses.
2. Visualize positive results -- form a strong and vibrant mental image of all the great things that you’re going to achieve in the immediate future.
3. Feed your mind positive and inspiring mental food -- take on board the best ideas regularly and consistently.
4. Associate with positive people -- ideally a group of successful, performance-oriented reference group.
5. Have regular training and development sessions -- where you learn from the best people in your field or other fields through books, tapes, seminars, etc.
6. Protect your health -- eliminate fat from your diet, physically exercise, drink loads of water and get enough re...

Table of contents

• Title page
• Book Presentation
• Summary of Advanced Selling Strategies (Brian Tracy)
• About the Summary Publisher
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