Summary of Advanced Selling Strategies

The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere

Simon & Schuster, more...

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Advanced Selling Strategies book summary
Keys to sales success: If your prospect is an idiot, bite your tongue, if your prospect hates salespeople say good-bye, and never, under any circumstances, wear a polyester tie.


8 Overall

8 Applicability

7 Innovation

8 Style


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.

In this summary, you will learn

  • Why, in selling, attitude is more important than aptitude
  • Why your appearance can affect your sales by thousands of dollars
  • Which seven traits top salespeople share


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...
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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.

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