Summary: Advanced Selling Strategies
Review and Analysis of Tracy's Book
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About This Book
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.
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Summary of Advanced Selling Strategies (Brian Tracy)
1. The Psychology of Selling
Main Idea
Supporting Ideas
- 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.
- See yourself as a consultant -- a problem solver -- rather than a vendor trading money for your product or service. Approach clients with that attitude.
- Act like a doctor -- in the clientâs best interests. To do so, you must examine first, then diagnose and finally prescribe what they need.
- Think strategically -- set clear goals, develop blueprints and plans, act decisively and donât be worried about short-term setbacks.
- Be intensely results oriented -- combine empathy and ambition together in balance as you focus on effective utilization of your time.
- Be ambitious -- work towards becoming the best in your field. When excellence is your standard, youâll act differently, more purposefully in fact.
- Apply Golden Rule Selling -- sell to other people the same way youâd like to be sold if you were in the same position. That way, youâll always act with honesty and integrity in everything you do.
Key Thoughts
âThe quality of your thinking determines the quality of your life.â
âYou 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.â
âIf you believe you can do a thing, or if you believe you cannot, in either case you are probably right.â
2. The Development of Personal Sales Power
Main Idea
- Taking full responsibility for your own life.
- Interpreting everything that happens in a positive light.
- Making a commitment to excellence in your field.
- Being persistent.
- Having integrity -- perfect honesty with yourself and others.
- Being grateful for everything you have.
- Setting clear and specific goals.
Supporting Ideas
- The Law of Cause and Effect -- there is always a direct link between whatâs done and whatâs achieved.
- The Law of Compensation -- remuneration is always linked to the level of contribution.
- The Law of Control -- the greater the amount of control you have over your own life, the happier youâll be.
- The Law of Belief -- whatever you believe with emotion becomes your own personal reality.
- The Law of Concentration -- anything you mentally dwell on will expand until it fills your thoughts.
- The Law of Attraction -- you always attract the people and circumstances that align with your most dominant thoughts.
- The Law of Correspondence -- your outer world will always mirror your inner world in every detail.
- Give yourself a pep talk -- talk to yourself positively and enthusiastically about your life, your opportunities, your challenges and your responses.
- Visualize positive results -- form a strong and vibrant mental image of all the great things that youâre going to achieve in the immediate future.
- Feed your mind positive and inspiring mental food -- take on board the best ideas regularly and consistently.
- Associate with positive people -- ideally a group of successful, performance-oriented reference group.
- Have regular training and development sessions -- where you learn from the best people in your field or other fields through books, tapes, seminars, etc.
- Protect your health -- eliminate fat from your diet, physically exercise, drink loads of water and get enough re...
Table of contents
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- Book Presentation
- Summary of Advanced Selling Strategies (Brian Tracy)
- About the Summary Publisher
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