Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople

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Simon and Schuster, Aug 27, 1996 - Business & Economics - 432 pages
The most powerful system for sales success—from the author of the bestselling audiobook, The Psychology of Selling.

Strategy, tactics, and mental preparedness separate superior salespeople from the average—and with technological advances evening the competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created.

Advanced Selling Strategies provides you with the techniques and tools used by top salespeople in every industry—methods that net immediate and spectacular results. This book explains how to:
* Develop the self-image to give you the edge in every sales situation
* Concentrate on the customer’s emotional factors to ensure better sales results
* Identify your customer’s most pressing concerns and position your product or service to fill those needs

A MUST READ FOR SALESPEOPLE AND BUSINESSPEOPLE ALIKE.
 

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Great and practical book.
The only minor issue is that is not perfectly structured, but all the advices are really great.

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I have devoured this book by sales master Brian Tracy and using the techniques inside it, became the first "Triple Crown" salesperson with most sales, highest avg. dollar amount per sale and most units sold per transaction. Then the next period, just to show I could do it again if I wanted, did it again.
I carried the book with me into the office in the mornings after rehearsing the strategies and on breaks, the previous top sellers would ask me my secrets and if they could borrow the book once I let them know how I did it.
I told them they could borrow it, but it never left my sight and as far as I know, the sales records I set still stand.
If you are in the sales profession or any type of business where overcoming objections and closing people on deals is important to your success and prosperity, this is one that you do not have to even think twice about.
Stop what you are doing, pull out your credit card and order it now.
Using the strategies inside will pay you back many happy returns on your investment, guaranteed.
 

Contents

INTRODUCTION
13
THE PSYCHOLOGY OF SELLING
25
THE DEVELOPMENT OF PERSONAL POWER
52
PERSONAL STRATEGIC PLANNING FOR
85
THE HEART OF THE SALE
119
THE PROFESSION OF SELLING
166
MOTIVATING PEOPLE TO BUY
195
INFLUENCING THE BUYING DECISION
225
HOW TO MAKE POWERFUL
302
THE ENDGAME OF SELLING
352
Brian TracySpeaker Trainer
405
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About the author (1996)

Brian Tracy has studied and practiced professional selling for more than thirty years and has taught this remarkable system to more than 500,000 salespeople throughout the U.S. and worldwide. He is the author of Maximum Achievement and the author/narrator of more than thirty top-selling audio and video learning programs.

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