Book description
Brian Tracy shares the most important principles for sales success he has discovered in 30 years of training more than a half million sales professionals in 23 countries.Based on Tracy's detailed discussions with top salespeople and his keen observation of their methods, as well as his own experiences as a record-breaking salesman, these guidelines address both the inner game of selling—the mental component—and the outer game of selling—the methods and techniques of actually making the sale.
Concise and action-oriented, Be a Sales Superstar is a handbook for busy sales professionals, providing key ideas and techniques that will immediately increase your effectiveness and boost your results.
Brian Tracy shows you how to:
Get more and better appointments, easier;
Build high rapport in the first few minutes;
Make better, more effective sales presentations
Close more sales faster than ever before
Apply Tracy's 21 great ways to be a superstar salesperson, and your success in selling will become unlimited.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- Dedication
- Contents
- 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 TerritoryWell
- 21 Practice the Seven Secrets of Sales Success
- Conclusion: Pulling It All Together
- Learning Resources of Brian Tracy International
- Index
- About the Author
Product information
- Title: Be a Sales Superstar
- Author(s):
- Release date: September 2003
- Publisher(s): Berrett-Koehler Publishers
- ISBN: 9781605098364
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