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Product Description
Shatter sales records with Brian Tracy's revolutionary selling tactics
By Brian Tracy
Brian Tracy will show you how to jump far ahead of your competition by employing more productive even revolutionary selling techniques. Hundreds of successful companies are incorporating Brian Tracy's sales concepts in their strategic plans. Find out what the future holds for your selling career!
Side 1 Challenges of Modern Selling
Three reasons you're in the top 10 percent of salespeople. The impact of the Law of Cause and Effect. Finding out what the top salespeople are doing. The many unique challenges of modern selling. How customers and competitors have changed. Multiple sales calls and multiple decision makers. Results, benefits and problem solving. The importance of relationships to sales. Why the future belongs to the top ten percent.
Side 2 Positioning Against Competition
Creating and keeping customers: the purpose of every successful business. The self-image of above-average salespeople. Walking you talk. A company's most valuable asset. Four factors impacting a sales decision. Risk as a key obstacle to buying. The new model of selling: positioning yourself as an expert. Positioning your product. Four keys to strategic positioning and strategic selling: personal specialization, differentiation, segmentation and concentration.
Side 3 Partnering with Customers
Becoming a relationship expert. Three different levels at which a salesperson deals. Four things that partnering with a client requires. How to profit from your customer's life or business. Characteristics of customers with whom you should partner. Focusing your sales conversation: five questions. Knowledge as a partnering strategy. Seven steps to effective partnering. Four keys for review.
Side 4 Know Your Customer
Some responsibilities of a knowledge worker: communication, negotiation and persuasion skills. Sales and the Law of Integrative Intelligence. Why customers buy: to relieve dissatisfaction, to improve conditions and to lower costs. The concept of critical success factors. The Theory of Constraints. Information gathering: what you have to do. Building a personal data base. Five types of needed information. Where to gather information: eight sources. Five benefits of your research.
Side 5 Prospecting For Profits
The three basic functions of selling: prospecting, presenting and following up. Prospecting as the beginning of the Sales Funnel. Prospecting small and large accounts: quantity vs. quality. Three typical prospect situations. Vital prospecting questions: what are your benefits and why are you unique! The four parts of the prospecting process. Meeting face-to-face with prospects. Two types of questions useful to prospecting: personal and situational. Key points about prospecting.
Side 6 Personal Performance
Personal performance and the Law of Correspondence. Striving for excellence: paying the price. What is your limiting step! Having clear goals as motivators to self-improvement. Organizing principles that focus your work. Breaking down goals into specific activities. Why tight time management is essential in sales. The ABCDE Method of time management. Two vital questions: what did you do right and what would you do differently!
Side 7 Gap Analysis
Gap analysis: where your customers are and where they could be. Being a problem detective. Why bigger customer problems mean bigger sales for you. What good gap analysis requires: product knowledge, industry knowledge, customer knowledge. Question Power. The difference between implicit and explicit needs. Asking need-focused questions. When you find a gap: clarifying, quantifying, intensifying. A review.
Side 8 Building Buying Desire
Rapport, problem, solution. The four stages of selling from the customer's viewpoint. How to build up a problem's cost to a prospect. Thirteen sources of value to be tapped before discussing price. Selling against a customer's price objections. Three types of buyers. Tangible vs. intangible benefits. Five ways to make prospects and customers feel important. Discovering hot buttons: three methods.
Side 9 Beating the Competition
Eight ways to position yourself to compete effectively. Four factors that determine risk. Decision criteria: how customers choose one product over another. Four steps of the decision-making process. Studying your competition: questions to ask yourself. Discovering why some sales were successful - and why some sales failed. Emphasizing seven non-price determinants. Why price isn't the most important factor. Overtaking, redefining and trading off.
Side 10 Power, Politics and Influence
Power, politics and influence in the world of sales. Healthy politics vs. unhealthy politics. The uses of political power. Discovering who has the ability to influence decisions. Major, minor and peripheral decision makers. Developing a wide network of contacts. Ten different kinds of power existing in any organization. The importance of developing personal power in yourself. Three forms of personal power.
Side 11 The End Game of Selling
Showing the customer you are the best choice to fill his or her needs. Why closing a sale can be stressful and difficult. Two steps to finalizing a sale: resolving final concerns and confirming the transaction. When previously resolved questions come up again. Why customers postpone a buying decision. Looking for the closing condition. Why the sale really begins when the customer says yes: the relationship-maintenance procedure. The value of referrals. Three factors of sales success.
Side 12 Leading the Field
The twelve commandments of sales success. Clarity, courage and sales. Common sense: one of the most valuable qualities to develop. Planning your career path. Why the future belongs to the competent. Concentration: the key to all success. Creativity and its vital role in sales. Striving for continuous personal and professional development. Consistency, commitment and consideration. Character: living by your highest values.
Includes : 6 Compact Discs/ Workbook
Condition : New
By Brian Tracy
Brian Tracy will show you how to jump far ahead of your competition by employing more productive even revolutionary selling techniques. Hundreds of successful companies are incorporating Brian Tracy's sales concepts in their strategic plans. Find out what the future holds for your selling career!
Side 1 Challenges of Modern Selling
Three reasons you're in the top 10 percent of salespeople. The impact of the Law of Cause and Effect. Finding out what the top salespeople are doing. The many unique challenges of modern selling. How customers and competitors have changed. Multiple sales calls and multiple decision makers. Results, benefits and problem solving. The importance of relationships to sales. Why the future belongs to the top ten percent.
Side 2 Positioning Against Competition
Creating and keeping customers: the purpose of every successful business. The self-image of above-average salespeople. Walking you talk. A company's most valuable asset. Four factors impacting a sales decision. Risk as a key obstacle to buying. The new model of selling: positioning yourself as an expert. Positioning your product. Four keys to strategic positioning and strategic selling: personal specialization, differentiation, segmentation and concentration.
Side 3 Partnering with Customers
Becoming a relationship expert. Three different levels at which a salesperson deals. Four things that partnering with a client requires. How to profit from your customer's life or business. Characteristics of customers with whom you should partner. Focusing your sales conversation: five questions. Knowledge as a partnering strategy. Seven steps to effective partnering. Four keys for review.
Side 4 Know Your Customer
Some responsibilities of a knowledge worker: communication, negotiation and persuasion skills. Sales and the Law of Integrative Intelligence. Why customers buy: to relieve dissatisfaction, to improve conditions and to lower costs. The concept of critical success factors. The Theory of Constraints. Information gathering: what you have to do. Building a personal data base. Five types of needed information. Where to gather information: eight sources. Five benefits of your research.
Side 5 Prospecting For Profits
The three basic functions of selling: prospecting, presenting and following up. Prospecting as the beginning of the Sales Funnel. Prospecting small and large accounts: quantity vs. quality. Three typical prospect situations. Vital prospecting questions: what are your benefits and why are you unique! The four parts of the prospecting process. Meeting face-to-face with prospects. Two types of questions useful to prospecting: personal and situational. Key points about prospecting.
Side 6 Personal Performance
Personal performance and the Law of Correspondence. Striving for excellence: paying the price. What is your limiting step! Having clear goals as motivators to self-improvement. Organizing principles that focus your work. Breaking down goals into specific activities. Why tight time management is essential in sales. The ABCDE Method of time management. Two vital questions: what did you do right and what would you do differently!
Side 7 Gap Analysis
Gap analysis: where your customers are and where they could be. Being a problem detective. Why bigger customer problems mean bigger sales for you. What good gap analysis requires: product knowledge, industry knowledge, customer knowledge. Question Power. The difference between implicit and explicit needs. Asking need-focused questions. When you find a gap: clarifying, quantifying, intensifying. A review.
Side 8 Building Buying Desire
Rapport, problem, solution. The four stages of selling from the customer's viewpoint. How to build up a problem's cost to a prospect. Thirteen sources of value to be tapped before discussing price. Selling against a customer's price objections. Three types of buyers. Tangible vs. intangible benefits. Five ways to make prospects and customers feel important. Discovering hot buttons: three methods.
Side 9 Beating the Competition
Eight ways to position yourself to compete effectively. Four factors that determine risk. Decision criteria: how customers choose one product over another. Four steps of the decision-making process. Studying your competition: questions to ask yourself. Discovering why some sales were successful - and why some sales failed. Emphasizing seven non-price determinants. Why price isn't the most important factor. Overtaking, redefining and trading off.
Side 10 Power, Politics and Influence
Power, politics and influence in the world of sales. Healthy politics vs. unhealthy politics. The uses of political power. Discovering who has the ability to influence decisions. Major, minor and peripheral decision makers. Developing a wide network of contacts. Ten different kinds of power existing in any organization. The importance of developing personal power in yourself. Three forms of personal power.
Side 11 The End Game of Selling
Showing the customer you are the best choice to fill his or her needs. Why closing a sale can be stressful and difficult. Two steps to finalizing a sale: resolving final concerns and confirming the transaction. When previously resolved questions come up again. Why customers postpone a buying decision. Looking for the closing condition. Why the sale really begins when the customer says yes: the relationship-maintenance procedure. The value of referrals. Three factors of sales success.
Side 12 Leading the Field
The twelve commandments of sales success. Clarity, courage and sales. Common sense: one of the most valuable qualities to develop. Planning your career path. Why the future belongs to the competent. Concentration: the key to all success. Creativity and its vital role in sales. Striving for continuous personal and professional development. Consistency, commitment and consideration. Character: living by your highest values.
Includes : 6 Compact Discs/ Workbook
Condition : New
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