Be a Sales Superstar. 21 Great Ways to Sell More, Faster, Easier in Tough Markets

Brian Tracy

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.

BRIAN TRACY

Be a Sales Superstar

This book is dedicated to my dear friend and business partner Ib Moller, a great entrepreneur, a superb sales professional, an excellent executive, and a fine person in every way

Preface

This book is for ambitious salespeople who are eager to increase their sales and boost their incomes immediately. It is written for those who are, or intend to be, in the top 10 percent of their fields in selling. Every idea is aimed at the sales superstars of today and tomorrow.

Salespeople are primarily motivated by two things: money and status. They want to be paid well, and they measure their success by the size of their incomes relative to others’. In addition, they want to be recognized and appreciated for their efforts and for their successes. This book will show salespeople how to make quantum leaps in both areas.

Most salespeople have never been professionally trained in selling. Fully 95 percent of salespeople can increase their sales with additional knowledge and skill. Sometimes you are only one skill away from becoming a sales superstar. This book will help you to identify that skill and begin the process of mastering it.

Occasionally, I begin a seminar or talk by asking, “How many people here today are in sales?” Invariably, only a few hands go up. I pause and wait for a few seconds and then I ask, “Who here is really in sales?”

Suddenly, they get it. More and more hands go up until almost every hand in the room is raised. I then go on to say, “That’s right. Everyone is in sales, no matter what you do. Your entire life is a continuous process of communicating, persuading, and influencing other people. The only question is, How good are you in these areas?”

Your ability to “sell” others on your ideas will determine your success in your life and career as much as any other factor. If your income and success actually depend on selling, what you will learn in the pages to follow can change your life.

I wrote this book to give you, a busy sales professional, a handbook that you could refer to quickly to pick up key ideas and techniques that would immediately increase your effectiveness and boost your results. As it happens, more than 4,000 books on selling are available today and almost all of them are valuable and worthwhile.

What makes this book different?

The answer is that this book is short and straight to the point. In 144 pages, you will learn twenty-one of the most important principles for sales success that I have discovered in the training of more than 500,000 sales professionals in twenty-three countries. Each of these strategies is tested and proven to work. Any one of these ideas can boost your sales and income immediately.

When I began selling, knocking on doors, going from office to office, cold-calling, I learned a concept called the “Winning Edge Principle.” This is one of the great insights to success in every area of life,