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

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Berrett-Koehler Publishers, 2002 - Business & Economics - 154 pages
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.
 

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solid beginner book for investing. Really basic though nothing really new to offer Read full review

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Contents

Think Like a Top Salesperson
1
Commit to Excellence
9
Act As If It Were Impossible to Fail
15
Put Your Whole Heart into Your Selling
19
Position Yourself as a Real Professional
23
Prepare Thoroughly for Every Call
29
Dedicate Yourself to Continuous Learning
35
Accept Complete Responsibility for Results
47
Build Megacredibility with Every Prospect
73
Handle Objections Effectively
83
Deal with Price Professionally
89
Know How to Close the Sale
97
Make Every Minute Count
103
Apply the 8020 Rule to Everything
109
Keep Your Sales Funnel Full
115
Set Clear Income and Sales Goals
125

Become Brilliant on the Basics
51
Build LongTerm Relationships
57
Be a Financial Improvement Specialist
61
Use Educational Selling with Every Customer
67
Manage Your Territory Well
131
Practice the Seven Secrets of Sales Success
135
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About the author (2002)

Brian Tracy is the top sales trainer in the world today. He has taught more than 500,000 salespeople his techniques, in over 500 companies. He has written 26 books and produced more than 300 audio and video programs, some of which have been translated into as many as 20 languages and are offered in 38 countries. His training programs are used by thousands of individuals in some of the biggest companies in the world (International Paper, Chevron, Bell Atlantic, A. E. DuPont, Apple, Royal Bank of Canada, US Army, and hundreds of others).

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