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Summary: The only book on selling that you need
Review: Brian Tracy offers all the sales tools you will ever need in this outstanding book Advanced Selling Strategies: The proven system of sales ideas, methods and techniques used by top salespeople.Even though thousands of sales books have been written, consultant, author and trainer Brian Tracy believes that the selling process can be simplified and broken down into three key elements: 1) Prospecting. This is the beginning of the sales process and the most important. If you have enough qualified prospects in the front end of your sales pipeline, you'll almost inevitably get enough completed sales out of the other end of the pipeline. 2) Presenting. Your ability to establish rapport and trust, identify the true needs or problems of the prospect, and then showing your prospect that your product or service is the ideal solution to their needs is your key to sales success. 3) Closing. In golf they say, "You drive for show but you put for dough." In sales, you prospect and present for show, but you close for dough. Your ability to overcome the final objections and get your customer to take action on your offer is the critical part of modern selling. In Advanced Selling Strategies, you will learn all about Prospecting, Presenting and Closing. You will also learn much more like gap analysis, beating the competion and how to lead the field. Although I have many good books on selling, if I had to choose just one, if I had to throw the rest away and keep only one, Advanced Selling Strategies by Brian Tracy would be the one I would keep. This book, if you use it properly, will turn you into a sales champion.
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Summary: Highly Recommended!
Review: 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. We ... recommend 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.
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Summary: This book's more just selling, it's a philosophy on success
Review: Brian Tracy's books are always objective, informative, and inspiring. According to the author, the secret to success is attainable and starts with who we are, what we think, and what we know. If you follow the instructions in this book, you will not only achieve success in your work but also BECOME a successful person in EVERYTHING you do. Get ready to achieve a positive outlook on life! Good Luck!
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Summary: An excellent book that brings new insight
Review: I am 3/4 into reading this book and I have already learnt quite a few things, especially useful is the comparison between Old and New ways of selling, basically old way involves lots of talking and new way involves lots of listening. Other innovative ideas include presenting an idea (a product, a service) as an improvement to the client's current process, that rejection is not personal because the client may not know you long enough to dislike you, that when you talk your client's mind may wonder, but if you ask questions then your client's mind is focused on answering the questions. However the book is riddled with theories like "Seven ways the top salesmen see themselves", "Seven mental laws of selling", "Law of Concentrations", "Law of Believe", "Law of Cause and Effect" which can be a turn-off. Nonetheless I believe in the practice that if I can learn one thing then I would have recouped my investment. I must have recouped my investment 5 times with this one.
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Summary: A very good book on the art of sales.
Review: I am a huge fan of Brian Tracy. His attitude towards life and his exuberance towards business and success are always enlightening. I enjoyed this book even though I am not a professional salesperson, because it is an area of my life which I wish I were more proficient. I have read this book, as well as maximum achievement, and I enjoyed maximum achievement much more than Advanced Selling Strategies. The only thing the author may have done better would have been to detail sales procedures for various different products. Also, some word for word sales presentations may have been instrumental when talking to sales illiterates, but, as the title points out, these are "Advanced Strategies", which would refer to more seasoned sales people. All in all Mr. Tracy has probably issued more cassettes, videos, and books on the subject of self-improvement than anybody else, and I really don't think anyone does it any better! I'm always watching the shelves in the bookstores, libraries, and Amazon for new books by Brian Tracy. His works have certainly helped me improve my life.
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Summary: Very good substance but not concetrated enough
Review: I am a person very new to sales. I have just bought this book and after reading it I can say that the ground rules it gives for succesful salepeople are extremely interesting and I am grateful it will help me start my career on the right foot. However this book is needlesly long and repetitive throughout. Most parragraphs could have been cut down to half their lenght and could have added to the books impact. Otherwise this is a great read.
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Summary: Sales is Psychology & Practice
Review: I must admit I held a negative perception of sales people.
I have been a sales person for 6 years and I never liked it until lately when, helped by this book and from life experience, I started to see the sales role more as a consulting role that helps the customer make the right decision rather than push the customer to buy of you what doesn't need. Brian is an excellent renown salesperson and the lesson I learned from him is to embed the right habits in your life style and your life will change of it's own accord. Nothing in life is a quick fix. a better saleman is a more mature person that understands people better. look around you and notice that successful sales people have one thing in common (at Least): it's that aura that makes you want to deal with them and be around them because they are easy to deal with and seem to understand you better. this, my friend, is success!
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Summary: Great book on how to sell well
Review: I purchased Brian Tracy's "The Psychology of Selling" and "How To Sell Well" programs many years ago. Brian is not just a author/writer pumping out material. Brian Tracy is a man who has been there. He has done it. Tracy speaks from experience and shares his experience with us all. Did you ever think how great it would be to spend a day with a successful sales person and learn the ropes? Now you can. Brian shares all. Unlike other programs that still perpetuate 1950's type gimmicky sales methods, Tracy offers the modern way to sell. Brian will show you how to partner with your customers. Create win/win realtionships. How to prospect and fill your sales pipeline, how to motivate people to buy and much more. I recommend Brian Tracy's Advanced Selling Strategies to anyone who is in sales and wants to reach their best.
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Summary: Consultative selling at it's best
Review: I purchased Brian Tracy's "The Psychology of Selling" and "How To Sell Well" programs many years ago. Brian is not just a author/writer pumping out material. Brian Tracy is a man who has been there. He has done it. Tracy speaks from experience and shares his experience with us all. Did you ever think how great it would be to spend a day with a successful sales person and learn the ropes? Now you can. Brian shares all. Unlike other programs that still perpetuate 1950's type gimmicky sales methods, Tracy offers the modern way to sell. Brian will show you how to partner with your customers. Create win/win realtionships. How to prospect and fill your sales pipeline, how to motivate people to buy and much more. I recommend Brian Tracy's Advanced Selling Strategies to anyone who is in sales and wants to reach their best.
Rating:
Summary: Consultative selling at it's best
Review: The rules in selling have changed. Customers are smarter now and the old methods no longer work. In this 430 page bible on selling, Brian Tracy takes his 30 years of sales experience and shows you the sales ideas, methods and techniques used by top salespeople everywhere. In a key chapter, Tracy explains the 7 mental laws of sales success. According to Tracy, "When you organize your life and activities in harmony with these laws your career will take off." Also recommend Be A Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets.
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