Unlimited Sales Success

12 Simple Steps for Selling More Than You Ever Thought Possible

 Unlimited Sales Success

Authors: Brian Tracy, Michael Tracy
Pub Date: October 2013
Print Edition: $22.95
Print ISBN: 9780814433249
Page Count: 272
Format: Hardback
e-Book ISBN: 9780814433256

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12 Simple Steps for Selling More Than You Ever Thought Possible

Widely recognized as the world’s premier sales training and personal development authority, Brian Tracy believes that, despite the challenging new realities—more demanding customers and increasingly complex products and services, among them—it’s a fantastic time to be in the profession of selling. “Fully five percent of self-made millionaires are salespeople who started at the bottom, became very good in their field, earned high incomes, and became wealthy,” Tracy declares. His message to every struggling salesperson: “What hundreds of thousands, even millions, of other people have done, you can do as well. You just need to learn how.”

In UNLIMITED SALES SUCCESS: 12 Simple Steps for Selling More Than You Ever Thought Possible (AMACOM 2013), Brian Tracy joins forces with a top sales professional—his son, Michael Tracy—to give any driven salesperson access to the winning skill sets and mindsets claimed by outstanding sales professionals and entrepreneurs in every industry. Backed by more than 40 years of selling experience—in virtually all product categories and market conditions—plus extensive research, Tracy and Tracy condense the cream of proven sales principles and practices into a dozen results-focused chapters. With the help of action exercises, instructive examples, and Brian Tracy’s trademark motivational style, readers will learn exactly what they need to know, believe, and do to make faster and easier sales, no matter what product or service they’re selling. In the process, they’ll become more confident in their capabilities and gain increased satisfaction and pleasure from their work.

Organized around twelve ideas, UNLIMITED SALES SUCCESS showcases brilliant sales insights and time-tested sales techniques from the trusted Tracy collection. Highlights include:

* A mini crash course in the psychology of selling, with seven steps for achieving mental fitness as a sales pro: be ambitious, courageous, committed to your work, professional, responsible, thoroughly prepared for each call, and a continuous learner.

* Valuable pointers on personal sales planning, with a priority on setting clear long-term goals and the short-term objectives to achieve them, and effective time management, with a focus on high-impact activities and high-value customers.

* Prospecting power, with tips on identifying good prospects and avoiding investing in poor ones, plus four key strategic thinking principles to improve any salesperson’s prospecting results: specialization, differentiation, segmentation, and concentration.

* Essentials for excelling at relationship selling, showing salespeople how to position themselves in the customer’s mind as a friend, adviser, and teacher, and at selling consultatively, with credibility and a commitment to meeting each customer’s needs.

* How to become skilled at influencing customer behavior, without manipulative tactics, plus advice on making persuasive presentations, overcoming objections, closing the sale, and getting re-sales and referrals.

Packed with revelations, UNLIMITED SALES SUCCESS offers the power of Tracy, doubled, to help anyone become a top-performing, high-earning sales professional—starting today.

About the Authors

BRIAN TRACY is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the today’s top business speakers and authorities, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in talks throughout the United States, Canada, and all around the world. He has also trained more sales professionals in more industries and more countries than any other living sales trainer. A bestselling author, he has written nearly 60 books, which have been translated into 38 languages. His books include Focal Point (AMACOM, 2001), The Power of Charm (AMACOM, 2006), Eat That Frog! (Berrett-Koehler; 2007), Full Engagement (AMACOM; 2011), and, most recently, three volumes in the Brian Tracy Success Library (AMACOM; 2013). In addition, he has produced more than 500 audio and video learning programs on sales, management, motivation, and personal success. Find more informaton about the author at his website www.briantracy.com or follow Brian on twitter https://twitter.com/BrianTracy .

MICHAEL TRACY is the Vice President of Sales and Business Development at Analog Analytics, a Software-as-a-Service company that was acquired by Barclays Plc in May 2012. Michael’s experience also in¬cludes founding an online performance marketing company and managing door-to-door sales teams for AT&T and Verizon.

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