Top Banner

Click here to load reader

21 great ways to sell more, faster

Jun 25, 2015



  • 1. Brain Tracy

2. This book is for ambitious salesperson who are eager to increase their sales andboost their income immediately and its contains , ideas,techniques wouldimmediatly increase their effectiveness .The better you become at selling the More opportunities will open up for you,according to Dr .Thomas Stanly co author of the millionaire next poor fully5% of sales made millionaires in america are sales people who have sold foranother company all their lives.the way they become millionaires was quitestraigh forward .First _ they become very good at sellingSecond _ they earned and invested substantial all partThird _ the saved and invested substantial part of their incomes as they alongSO CAN YOU.. 3. My personal story in the filed of selling is similaire to that of many others i started off with limited opportunities , my parents never had very much money my father was a carpenter and my mother was a nurse, but they were not always regularly employed . I didnt graduated from high school , in fact behaved so badly and eventually expelled from three different schools. When i left school ,the only work i could get was laboring jobs. I washed dishes in aback of small hotel, staked lumber in sawmill , dug wells , and work as construction laborer, carrying heavy materials from one place to another . i worked in farm and ranches and as galley boy on a ship in North Atlantic, finally when i couldnt get laboring job , i drifted into stright commission sales , selling office supplies from door to door so that i could see more people 4. I wasnt a fraid to wor k but hard work i didnt seem to be enough , i made a hundreds of calls with out making any sales. I used to ran from office to another and from door to door. But barely hanging on my finger nails.Then one day i began to ask my self why is it some sales people are more successfull than another? . I went to sales man in my company and ask him what he was doin differently from me.then he told meHOW TO ASK A QUESTION.HOW TO DEVELOP A SALES PRESENTATIONHOW TO RESPOND TO OBJECTION A ND ASK FOR ORDERS.and what he did to develop him self:READING SELLING BOOKS AND BEGAN STUDY THE SUBJECT OF SELLING.LEARNED ABOUT AUDIO PROGRAM AND ATTENDIN TO SALESSEMINARS 5. and i attended every seminar i could find in less than one year i becomefrom calling door to door making one or tow small sales per week tomanaging a six country sales organization and earning thousand ofdollars. I didn the same things that the top people doing untill i got thesame result that they were getting.When you learn and practice a mental qualities of top sales person, yourwhole life opens up for you like a summer sunrise. Lets begin 6. Make it a life rules to give your best to what ever passes . optimistic , people with high expectations of eventual success, are ambitious. The more optimistic they are, the more ambitious and determined they become.Ambitious people have remarkable characteristic in sales . They dream big dreamsthey have high aspirations they see them selves as capable to being the best inthier filed .Action Exercise:1. Make a list of all the things you do each day that contribute to your sales(describe in details).2. Give your self a grade from one to ten in each skill area. 7. Courage is resistance to fear mastery of fear not absence of fearFear ,uncertainty and doubt are and always have been the greatest enemies of success and happiness. The tow greatest obstacles on your road to success are:1.Fear of failure ,or loss.2. The fear of criticism or , rejection.Itis happens, itis not the actual failure or rejection that hurt you or hold youback itis a fear of failure or rejection stoped you from acting and paralyzeyou and block you from doing what you need to do to in the first placeachieve you goals. The truth s every one is afraid of somethings ,the different between heroand coward is that the hero is brave just a couple of minutes longer if you do not do what you fear in life then the fear controls your life.Power word :say to your self over and over again when you start to be anxious andconfused ICAN DO IT the more yo rebit the word you raise the selfconfedance 8. top salespeople believe in their companies. They believe in their products and services and they believe in their customers. Above all, they believe in themselves and their ability to succeed . There is a direct relationship between your level of belief in yourself and in the value of your product or service, and your ability to convince other people that it is good for them. Selling has often been called a transfer of enthusiasm The more enthusiastic and convinced you are about what you are selling, the more contagious this enthusiasm will be and the more your customer will sense it and act on it. Since you become what you think about most of the time, you should continue repeating the words, "I love my work! I love my work! I love my work! over and over. Action Exercise: If you want to feel enthusiastic, act enthusiastic! Imagine that you were totally committed and excited about the excellent products and services you sell. How would you behave in every customer interaction, all day long? Put your whole heart into your sales work. Imagine that you were being videotaped and that this video was going to be shown nationwide as a shining example of an outstanding salesperson in action. How would you treat every customer or prospect? Whatever your answer, practice that behavior every hour of every day. 9. The golde rules:1. Become a Brilliant Sales Professional by Seeking to Understand2. Improve Your Sales Performance by Caring3. They Dont care How Much You Know4. Differentiate Yourself from Your Competitors 10. This principle is so simple that it is often overlooked. reviewing every detail, beforeevery sales meeting. The very best salespeople are those who review theirpresentations and study the details of their products and their sales materialsrepeatedly prior to every new sales contact.The Customers Situation:The salesperson with the best knowledge of the customers real situation will be theone most likely to make the sale The only way of assuring that your questions areclear and penetrating is by writing them out, word for word, in advance. Some ofthe most successful salespeople who have ever lived have been question expertsSales Professionals Plan their questions in Advance:There is a direct relationship between the quality of the problem focused questions that you ask a customer and the likelihood of a sale taking placeNotes: The power is on the side of the salesperson with the best notes. Dont trust to memory. take a few minutes to review the customers file, the customers situation, and your own notes on what has taken place in the past. Youll be amazed at how impressive you sound when you go into a sales interview having just reviewed the customers file a few minutes beforePrior to Closing a Sale: prior to their presentations, and prior to closing. They think everything through in advance. And they leave nothing to chance. Remember, its the details that make the difference. 11. he highest paid people in America today work an average of 59 hours per week. They read an average of 2-3 hours per day. They belong to industry associations and organizations that encourage the individual to dedicate themselves to lifelong learning with current information and ideas on their fieldsThe Importance of Lifelong Learning: the minimum requirement for successin your field. Since information and knowledge in every field is doubling every2-3 years, this means that your knowledge has to double every 2-3 years as well,just for you to stay even.Expand Your Mind: Many people think that reading an occasional book andkeeping current with the magazines and newsletters in their field is theequivalent of adding to their education. But this is not the case. It is same aschecking the stock market reports each day to find out the sales prices ofvarious stocks and securities. Maintenance learning is absolutely essential. It isvery similar to light physical exercise that keeps you at a particular level offitness but does not increase your level of fitness or improve your conditioningin any way. 12. Growth Learning:this is the kind of learning that adds knowledge and skills to yourrepertoire that you did not have before. For example, if you decide tolearn to speak Spanish so that you can expand your businessopportunities into the Hispanic market, every word.Shock Learning:This is where something happens that contradicts or reverses a piece ofknowledge or understanding that you already have. Shock learning canbe extremely valuable if you act upon it.Dedicate Yourself to Continuous Education:nowledge is the primary source of value in our world today and yourability to expand your mind and devote yourself to lifelong learningis the key to breaking any success barriers that may be in front of you 13. Building and maintaining long-term selling relationships is the key behavior andskill of the top ten percent of the money earners in sales, in every field, sellingevery product and service.If you could take everything we know about communications, put it all in a largepot, boil it and distill it down into its critical essence, it is about theimportance of relationships in successful sellingThe Reason for Success: Most of your success in life will depend on your abilityto get along well with other people, and on the quality of your relationshipSell to Lots of People: Anyone can sell to a few people, some of the time. Butonly the very best human relations experts can sell to a wide variety of people,and sell to them repeatedly. the only way that you can make the kind of bigmoney that you are capable of is by selling more easily, and more often, to theprospects you talk to, and by having those prospects open doors to othersthrough testimonials and referrals. All top salespeople build and maintain highquality business relationshi