Summary of Advanced Selling Strategies

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Advanced Selling Strategies book summary
Start getting smarter:
or see our plans

Rating

8

Qualities

  • Applicable

Recommendation

Brian Tracy provides a clearly structured, easy-to-use manual for salespeople. He writes in a very common-sense style, objectively describing what works in sales, and what doesn’t. Tracy makes it easy for you to recognize faults in your selling strategies, but doesn’t leave you feeling like you are personally to blame. While Tracy admits that it’s possible to succeed without changing some of the faults he identifies, he makes it clear that with correction, any salesperson will become even more successful. He offers excellent, specific, concrete actions you can take to improve your sales ability. getAbstract recommends this book to novice salespeople as well as to experts who want a refresher. Novices will be able to plan a career sales strategy, while veterans still will learn one or two things that could put them over the top. This is a perfect book for sales managers to buy for members of their sales force.

About the Author

Brian Tracy gives public and private seminars to more than 100,000 people every year. Some of his clients include the Ford Motor Company, Northwestern Mutual Life Insurance, IBM, and Hewlett-Packard. He is the author of Maximum Achievement, and is the author/narrator of more than 30 audio and video learning programs.

 

Summary

The Psychology of Selling

Your quality of thinking determines the quality of your life. Your success in sales depends 80% upon your attitude, and only 20% on your aptitude. Low self-esteem is the major cause of sales failure. To increase your self-esteem and get over the fear of rejection, take some positive steps to improve your self-image.

Begin to view yourself as self-employed. Make yourself the president of your own professional sales corporation. You are the only person responsible for your economic destiny. Start each new month by writing a check out to yourself for the amount of money you want to earn. Post-date it to the end of the month. Spend the rest of the month figuring out how you are going to meet your payroll.

See yourself as a consultant instead of a salesperson. Rather than approaching "customers" with the hopes of making a sale, you visit "clients" and help them solve their problems. Take the time to completely understand your customers’ situations before recommending what they should buy.

Develop Your Personal Power

Practice selling by the Golden Rule ("Do unto others as you would have them do unto you"). Just exchange the word...


More on this topic

How Not to Sell
7
Virtual Selling
9
A Mind for Sales
7
The Transparency Sale
8
The 60 Second Sale
8
Gap Selling
9

Related Channels

Comment on this summary