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

436 Pages·1995·18.123 MB·English

by  Brian Tracy

THE PROVEN SYSTEM
OF SALES IDEAS, METHODS,
AND TECHNIQUES USED BY TOP
SALESPEOPLE EVERYWHERE
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AUTHOR OF THE BESTSELLING AUDIO
"THE PSYCHOLOGY OF SELLING"
Digitized by the Internet Archive
in 2010
http://www.archive.org/details/advancedsellingsOOtrac
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Also by Brian Tracy
Maximum Achievement
Brian Tracy
FIRESIDE BOOK
A
Published by Simon & Schuster
New York London Toronto Sydney Tokyo Singapore
ADVANCED
ELLING
STRATEGIES
The Proven System
of Sales Ideas, Methods,
and Techniques Used
by Top Salespeople
Everywhere
I
FIRESIDE
RockefellerCenter
1230Avenue oftheAmericas
New York, New York 10020
Copyright © 1995 byBrian Tracy
All rights reserved,
includingthe right ofreproduction
inwhole orinpartinanyform.
FirstFiresideEdition 1996
Firesideandcolophonare registeredtrademarks
ofSimon&SchusterInc.
DesignedbyKarolinaHarris
Manufacturedin the UnitedStates ofAmerica
987654321
10
LibraryofCongressCataloging-in-PublicationData
Tracy, Brian.
Advancedsellingstrategies : theprovensystempracticedbytopsalespeopleI
Brian Tracy,
p. cm.
Includes index.
1. Selling. 2. Success inbusiness. I. Title.
HF5438.25.T7 1995
658.85—dc20 94-36889 CIP
ISBN0-671-86519-6
ISBN0-684-824744 (Pbk)
ACKNOWLEDGMENTS
This book is a synthesis and consolidation of the best ideas, tech-
niques, and strategies I've learned and practiced over a sales career
spanning three decades.
I am therefore indebted and grateful to the thousands ofsales profes-
sionals I've had the opportunity to work with and learn from over the
years.
The subject of sales covers the entire spectrum ofhuman behavior,
including psychology, economics, sales and persuasion theory, person-
ality development, and every kind ofcommunications. The people I've
learned from are too numerous to mention individually, but you know
who you are.
I especiallywantto thankDan and Kerima Brattland, mydearfriends
and partners in promoting sales seminars to many thousands of pro-
fessionals over the years. The same thanks for the same reasons go
to my friends and business associates Tom Gundrum, Jim Kaufman,
Ron Marks, Brian Dodge, and the inimitable Charles Whitnell of
Nashville.
I owe a great debt of thanks to my friends and associates who have
worked with me over the years to develop and polish this material and
our sales training programs. I would especially like to mention and
thank Voss and Robin Graham, Steve and Diane Muntean, JeffGard-
ner, Monte and Kathy Lewis, Mike Pastore, Cynthia Forbes, Brooke
Bovo, Chuck Suter, Nick Roosevelt, Cliff Hurst, David Pemberton,
Dana Kirby, Mary Jane Arnold,. John Carroll, Toni Harkins-Taylor,
8 Acknowledgments
Don Klassen, Mark Laughran, Kathy McGovern, Tom Russell, and
Dale Wernette.
My international licensees have done extraordinary work to cre-
atively translate and adapt this material and our training programs into
foreign languages and cultures. I would especially like to thank lb
Moller and Paul Fergus of Canada, Carlos Dias of Latin America,
Sune Gellberg of Sweden, John and Imelda Butler of Ireland, Jose
Marques, Pedro Dionisio, Pedro Matos, Tony Paulo and Vicente
—
Rodrigues all of Portugal, Thom and Beverley Shields of New
Zealand, Bill Natsume of Japan and Taiwan, Robert Yu of Taiwan,
Cosimo Chiesa de Negri and Emilio Duro Pamies of Spain, Thrainn
Kristjansson and Fanny Jonmundsdottir of Iceland, Enrico Masserini
and Carla Cecere ofItaly, and David Cheung ofHong Kong.
Finally, and perhaps most important ofall, I would like to thank my
wonderful literary agent, Margret McBride, for her input, advice, and
counsel throughout the writing process, plus my outstanding senior
editor. Bob Bender of Simon & Schuster, my Copy Supervisor, Gypsy
da Silva of Simon & Schuster, and her remarkable and ever brilliant
copy editor, Fred Chase.
To all of you, I express my deepest gratitude and appreciation for
everything you have done to make this book possible.