The Mindset of Top Salespeople: Sales Growth Strategies

Written by Brian Tracy

Selling is both an art and science that can be learned by study and practice.
Most salespeople who are not successful have never been properly trained in the underlying motivations that cause people to act and react to commercial messages and sales proposals. The more you know about how and why people do the things they do, the faster and easier it will be for you to turn prospects into customers.

Successful salespeople are far better at building and maintaining high-quality relationships with their prospects and customers than average salespeople. People decide emotionally and then justify logically. How the customer feels about you as a person will have more of an influence on what the customer decides than any other factor. It is imperative that you develop and exercise your “personality” muscles so that you become a nicer, more positive and more likable person in everything you do.

Why is it that people buy or refuse to buy? No matter what you are selling, customers will have concerns that you must resolve before you can proceed to a sale. Your ability to handle these questions is a key skill that is essential to your sales success.

More than 100 years of research and countless millions of dollars have been invested
in seeking the causes for success and failure in selling. Let Brian Tracy teach you:

• The key success principle in selling
• The Law of Indirect Effort
• The most powerful buying influence
• The use of authority in selling
• The “Feel, Felt, Found” Method of dealing with objections
• How to get past the gatekeeper
• Getting action and closing the sale
• The Pareto Principle in modern selling
• The key question for time management in selling

• Language: English
• Publisher: Ascent Audio
• Release date: Aug 1, 2015
• ISBN: 9781469033198

Brian Tracy

Brian Tracy es Presidente y CEO de Brian Tracy International, una empresa especializada en la formación y desarrollo de individuos y organizaciones. Ha sido consultor de más de 1.000 empresas y se dirigió a más de 5 millones de personas en 5000 charlas y seminarios en todo Estados Unidos, Canadá y otros 55 países de todo el mundo. Como conferencista principal y líder de seminario, habla a más de 250.000 personas cada año. Ha escrito y producido más de 300 programas de aprendizaje en audio y video, incluyendo el best seller mundial Psychology of Achievement, que ha sido traducido a más de 20 idiomas.  

Reviews for The Mindset of Top Salespeople

[dukefan86 · Rating: 3 out of 5 stars]

I don't think I heard anything new here, but got lots of good reminders about things like goal setting and positive thinking.

[Madale Clint · Rating: 5 out of 5 stars]

Seminars have been repeated and make it even more solid. Repetition is the mother of all learning.

Great insights and great for recalling the basics of selling.

Thanks, Brian.

[jpsnow · Rating: 4 out of 5 stars]

I found this short motivational book very useful, apparently more than some of the others who rated it. It's an earlier work in Tracy's long series of quality works. I like that he separates the psychological aspect of his research into this summary, while leaving it out of others. I appreciate how concise this audio program is and found the ending section about finding meaning in life especially valuable.

[Heinrich Kapp · Rating: 5 out of 5 stars]

great content, always learn a lot
from Brian's work. Highly recommended.