Developing a Powerful Sales Personality
Posted by Brian Tracy on Aug 27, 2009
Look for my Free Report at the bottom of this post.
Becoming excellent in closing sales is an inside job. It begins within you. In sales, your personality is more important than your product knowledge. It is more important than your sales skills. It is more important than the product or service that you are selling. In fact, your personality determines fully 80 percent of your sales success. Read the rest of this entry »
7 Factors of Luck, Part 2 of 3
Posted by Brian Tracy on Jul 7, 2009
Luck Factor #2: Activity
The second luck factor is the factor of activity. High levels of activity, especially pro-activity, increase the number of things that you do and thereby immediately increase the probability that you will do the right thing, at the right time, in the right way.
Read the rest of this entry »
Success Leaves Tracks - STILL a great concept
Posted by Brian Tracy on Apr 28, 2009
I was reading some of my old blog posts over the weekend and I came across this one… one of my favorites. It’s so important to remember that you should always learn from the experts - you will never live long enough to learn everything yourself.
How to Get What You Want by Helping Others Get What They Want, Part 2 of 4
Posted by Brian Tracy on Feb 19, 2009
A critical part of power and influence in your life and work revolves around the subject of “ownership.”?
When you have something that you want to get done, you “own” the job or task. If you simply tell someone else to do all or part of the job, they may comply because they are required to, but they will not accept ownership. As far as they are concerned, if the job is done well or poorly, it is still your job.
Highly effective people however, are those who have developed the ability to transfer the concept of ownership into the mind and heart of the other person. This is done by bringing the subject up in a casual way, discussing thoroughly with the other person, asking for his or her ideas and input, as well as suggestions on how best to do the job, and then giving the other person both the authority and encouragement to do the job within a certain time and to a certain standard.
“Leverage” is the key to great success. You need to be able to take your talents and abilities and multiple them times the talents and abilities of many other people if you are determined to accomplish great things and realize your full potential in life.
There are five keys to wealth and great success in our highly competitive society today. The first, which you have heard of for years is called “OPM,” or “Other People’s Money.” You will only be successful to the degree to which you can tap into, borrow and deploy the funds of other people. This is why it is so important that you accumulate your own funds and that you keep a meticulous credit rating throughout your life.
All success in life, in relationships and in business is based on the foundation of trust. As Benjamin Franklin has said, “Cash is money and credit is money, and the person who can call upon the credit of others has no limit to the funds at his disposal.”
All great fortunes and great success in life is built on the ability to attract and leverage the funds of other people. Every loan that you ever take out, from a simple credit card all the way up to the financing of a home or business, is based on the use of other people’s money. This is a key leverage factor that many people have used to go from rags to riches.
Another form of leverage is called “OPE,” which refers to “Other People’s Effort.” Your ability to attract people who will willingly work hard to help you to be more successful while they are helping themselves is a key to your success. If you want to accomplish great things in life, you must have the help and support of lots of other people. If you are going to work by yourself running a shoeshine stand or working a farm, you can get by with the limited efforts and support of others. But if you are going to achieve all that you are capable of achieving, you must structure your life so that you can tap into the energy and efforts of lots and lots of people, at all levels.
You will find that, at every turning point in your life, there is a person standing with advice, support, direction and resources. In fact, the more people you know, and who know you in a positive way, the more successful you will be.
You have heard it said that “success leaves tracks.” This means that you should find out what other successful people do and then do more of it yourself and you will eventually get the same results.
Well, when you look around you, you will find that the most successful people in your society are the ones who know, and who are known by, the greatest number of other successful people.
Of course, it is absolutely essential that you become the kind of person who both attracts and deserves the respect of others. The very best way for you to become a major player, an influence in your business and your society, is for you to become very, very good at what you do. This, more than anything else, will attract into your life the kind of people who can be extraordinarily helpful in advancing your life and your career.
Learn to attract what you deserve in your life with The Law of Attraction - In Action
The third form of leverage that you can develop is called “OPI” which stands for “Other People’s Ideas.” One good idea is all you need to start a fortune. Every change in your life comes about when your mind collides with a new idea of some kind. A very small change in your thinking, or in your mental paradigms, as the result of your bumping into a new idea that enables you to see things in a different way can change the whole future direction of your life.
Successful people are those who are always organizing their life so that they are in the mainstream of ideas, rather than sitting on the shore watching the ideas flow past. They continually bombard themselves with books, magazines, articles, newsletters, audio programs as well as regular attendance at seminars and conventions.
The most successful people have learned that a single idea can save them weeks, months, even years of hard work and that the Law of Probabilities applies to the entire world of ideas. The more ideas you expose yourself to in a given period of time, the more likely it is that you will expose yourself to the right idea at the right time for you. If you bombard your mind with hundreds of ideas during the course of a year, you are much more likely to be successful than the person who reads little, listens to the radio and goes home and watches television at night. The odds are very much in your favor.
Next time, I will explain more secrets of getting what you want by helping others get what they want.
The Law of Attraction - In Action
Success Leaves Tracks
Posted by Brian Tracy on Dec 23, 2008
When I began searching for the secrets of success many years ago, I discovered an interesting principle: success leaves tracks.
A wise man who had studied success for more than 50 years concluded that the greatest success principle of all was, "learn from the experts."
Learn From the Experts
If you want to be a big success in any area, find out what other successful people in that area are doing, and do the same things, until you get the same results. When I studied the interviews, speeches, biographies and autobiographies of successful men and women, I found that they all had one quality in common. They were all described as being "extremely well organized." They used their time very, very well. They were highly productive and they got vastly more done in the same period of time than the average person.
Be Both Effective and Efficient
High performing men and women were both effective and efficient. They did the right things, and they did them in the right way. They were constantly looking for ways to improve the quality and quantity of their output. As a result, their contribution to their organizations was vastly higher and therefore much better paid, than the contributions of the average person.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, develop a study plan today to learn from the experts in your field. This can save you years of hard work.
Second, decide what is the most important thing to do, and then decide how to do it.
21 Success Secrets of Self-Made Millionaires
See Also
- Brian Tracy International
Helping you achieve your personal and business goals faster than you ever imagined!
The #1 Way to Make Money Online In This Economy
Posted by Brian Tracy on Nov 20, 2008
Is your business struggling?
Are you looking for a way to ramp up sales and keep your business growing, even in this economy?
If you’re like most entrepreneurs and business owners, you know that a website should be part of your marketing strategy. And you also are smart enough to know that most websites don’t work.
Most websites are like boats: holes people pour money into. I should know; I pour money into my boat on a regular basis…but I don’t mind because I don’t expect to make a profit from my boat.
My website is different. The purpose of my website is to maximize revenue, not swallow up cash.
Are you pouring time and money into the hole that is your website?
Do you want to know how to use your website to maximize your revenue?
The Secret To Making Money In This Economy
Want to know the secret to making money with your website?
Simply having a website isn’t going to help you make more money. And if you think all you need is more traffic, you’re wrong (although that can help)…lots of visitors doesn’t equal lots of money.
So what’s the secret to making money with your website? The secret is having a system that converts prospects into profits.
Ready to discover how easy it is to convert more prospects in profits?
The #1 way to make money online is to use a simple set of steps to convert website visitors — your prospects — into profits. That’s the simple strategy we’ve used with incredible success here at Brian Tracy International.
Making money online isn’t rocket science, but it’s not obvious, either. If it were, everyone would be doing it. So how, then, do you create a system that turns prospects into profits?
The System We Use
Our website at Brian Tracy International has always had a good conversion ratio, but that doesn’t mean we aren’t always looking to improve it.
In early 2007 my staff discovered the "Insider Secrets to Creating Web Sites That Sell", created by Internet marketing expert Charlie Cook. What we discovered was an easy-to-implement, step-by-step system that helped us turn our web visitors into massive web profits.
Want to benefit from the same online success strategy?
Within just a few weeks of using Charlie’s system, our conversion ratio had increased — along with our profitability — and our business was growing.
Even today — with the economy struggling — we are turning huge profits by converting online prospects into paying customers.
The "Insider Secrets to Creating Web Sites That Sell" spells out the steps you need to take in order to create a system that will convert prospects into profits. It is easy to use and it works.
Find out for yourself how much more you could be making with your website.
How You Can Turn Prospects Into Profits — Fast
With a tough economy, I know you can use higher profits without increasing your costs. That’s why I convinced Charlie Cook to make a special offer to Brian Tracy subscribers.
Charlie’s "Insider Secrets to Creating Web Sites That Sell" is the fastest way to increase your profits in this market and he has agreed to offer Brian Tracy subscribers an exclusive risk-free 30-day test drive for only $2.95.
If you want to make more money with your website and maximize your profits, I highly recommend you pick up Charlie’s system today.
Use this web marketing system to transform prospects to profits.We did. Take action today. I’ve persuaded Charlie Cook to give Brian Tracy subscribers an exclusive, risk-free 30-day test-drive for only $2.95.
See Also
- Brian Tracy International
Helping you achieve your personal and business goals faster than you ever imagined!
The Key to Influencing Others
Posted by Brian Tracy on Nov 3, 2008
One of the best ways to influence someone is to do something nice for him.
Do Nice Things For Others
One of the best ways to influence someone is to do something nice for him. I know many successful salespeople who make a habit of taking their prospects out to breakfast or lunch. During the breakfast or lunch, they do not talk about their products or services unless the client brings it up. They merely make small talk, ask questions and listen. They work on building trust, and they work on establishing a friendly relationship. At the end of the breakfast or lunch, they tell the prospect that they will be getting in touch with him sometime in the future with the possibility of talking to him about helping him in some way.
See Them As Friends and Partners
The best salespeople and businesspeople in America today are those who look upon their customers and prospective customers as friends and partners. They always look for ways to help their partners improve their lives in ways that are not directly related to the products or services they sell. They sow seeds, and they reap a harvest. They trigger a desire in people to reciprocate. When the time comes for those salespeople to approach their prospects with the possibility of buying their products or services, the prospects are wide open to the questions and inputs of the salespeople. The prospects have a deep-down desire to reciprocate.
Learn How to Talk and influence people!
Send Thank You Notes
One of the best ways to use this principle in your interactions is to continually look for ways to say and do positive things for people. Look for ways to do kind acts and favors for your friends and prospects. Send thank-you notes. Send birthday cards. Send clippings from newspapers about subjects that you feel may be of interest to them. Always keep your promises, and follow up on your commitments. Always do what you say you will do. Do everything possible to put in, knowing confidently that you will ultimately be able to get out far more. You will reap if you sow.
Be A Go-Giver Rather Than A Go-Getter
Someone has observed that no one ever built a statue to a person to acknowledge what he or she got out of life. Statues are built only to people to acknowledge what they gave. The most powerful, influential and successful people you will ever meet always look for ways to do nice things for others. When you meet someone under almost any circumstance, one of the best questions you can ask is this: "Is there anything that I can do for you?" Always look for ways to put in rather than to take out. The successful man or woman of today is a "go-giver" as well as a go-getter.
Be Open and Empathetic
The more that people feel that you are open and empathetic and sensitive to their needs and concerns, the more open they will be to your influencing them positively in some way. And the more you can influence others with the power and impact of your personality, the more you will accomplish, and the faster you will accomplish it. The more rapidly you will move toward the great success that you desire and deserve.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, look for ways to do nice things for other people, especially your family, friends, and customers. The more nice things you do for others, the better you feel about yourself.
Second, take time to really listen to people, especially your staff and coworkers. The more and better you listen to others, the greater is your influence over them.
How to Talk: Secrets of the Great Communicators + Bonuses!
See Also
- Brian Tracy International
Helping you achieve your personal and business goals faster than you ever imagined!
The Law of Accumulation
Posted by Brian Tracy on Oct 6, 2008
The Law of Accumulation: how your financial fortune accumulates slowly over time and then becomes enormous, like a snowball.
The Law of Accumulation: Every great financial achievement is an accumulation of hundreds of small efforts and sacrifices that no one ever sees or appreciates.
Develop Discipline
The achievement of financial independence will require a tremendous number of small efforts on your part. To begin the process of accumulation, you must be disciplined and persistent. You must keep at it for a long, long time. Initially, you will see very little change or difference but gradually, your efforts will begin to bear fruit. You will begin to pull ahead of your peers. Your finances will improve and your debts will disappear. Your bank account will grow and your whole life will improve.
Build Up Momentum
The first corollary of the Law of Accumulation says: "As your savings accumulate, you develop a momentum that moves you more rapidly toward your financial goals."
It is hard to get started on a program of financial accumulation, but once you do get started, you find it easier and easier to keep at it. The "momentum principle" is one of the great success secrets. This principle says that it takes tremendous energy to overcome the initial inertia and resistance to financial accumulation and get started, but once started, it takes much less energy to keep moving.
The Universal Laws of Success and Achievement will help you accumulate all that you desire!
Start Slow, Finish Fast
The second corollary of the Law of Accumulation says, "By the yard it’s hard, but inch by inch, anything’s a cinch."
When you begin thinking about saving 10 or 20 percent of your earnings, you will immediately think of all kinds of reasons that it is not possible. You might be up to your neck in debt. You might be spending every single penny that you earn today just to keep afloat.
If you do find yourself in this situation, instead of saving 10 percent, begin saving just 1 percent of your earnings in a special account, which you refuse to touch.
Increase As You Go Along
This small amount will begin to add up at a rate that will surprise you. As you become comfortable with saving 1 percent, increase your savings rate to 2 percent, then 3 percent, then 4 percent and 5 percent and so on. Within a year, you will find yourself getting out of debt and saving 10 percent, 15 percent and even 20 percent of your earnings without it really affecting your lifestyle.
Action Exercises
Here are two things you can do to apply this law immediately:
First, decide upon your long-term financial goals and then resolve to work toward them one step at a time. The first steps are the hardest and you must discipline yourself to avoid backsliding into old habits.
Second, practice the law of accumulation in other parts of your life as well. Resolve to master a subject one page at a time. Lose extra pounds one ounce at a time. Learn a language one lesson at a time. The cumulative effect can be enormous.
The Universal Laws of Success and Achievement
See Also
- Brian Tracy International
Helping you achieve your personal and business goals faster than you ever imagined!
Develop A Clear Vision
Posted by Brian Tracy on Sep 29, 2008
The one quality that all leaders have in common is that they have a clear and exciting vision for the future.
This is something that only the leader can do. Only the leader can think about the future and plan for the future each day.
Take the Time to Think
Excellent leaders take the time to think through and develop a clear picture of where they want the organization to be in one, three and five years. Leaders have the ability to communicate this vision in such a way that others "buy in" and eventually see the vision as belonging to them.
Motivate People to Give of Their Best
It is the vision of the future possibilities, of what can be, that arouses emotion and motivates people to give of their best. The most powerful vision is always qualitative, aimed at and described in terms of values and mission rather than quantitative, which is described in terms of money and numbers.
Money is Important
Of course, money is important, but the decision and commitment to "be the best in the business" is far more exciting.
Keep Your Cool
Another key to leadership success is for you to "keep your cool." A study at Stanford Business School examined the qualities that companies look for in promoting young managers toward senior executive positions, especially the position of Chief Executive Officer. The study concluded that the two most important qualities required for great success were, first, the ability to put together and function as part of a team. Since all work is ultimately done by teams, and the managers’ output is the output of the team, the ability to select team members, set objectives, delegate responsibility and finally, get the job done, was central to success in management.
Learn How to Talk: Secrets of the Great Communicators.
Practice is Everything
The second quality required for rapid promotion was found to be the ability to function well under pressure, and especially in a crisis. Keeping your cool in a crisis means to practice patience and self-control under difficult or disappointing circumstances.
People Are Watching
The character and quality of a leader is often demonstrated in these critical moments under fire, when everyone is watching, observing and privately taking notes. As Rudyard Kipling once said, "If you can keep your head when all around you are losing theirs and blaming it on you, then the world is yours and all that’s in it".
Your job as a leader is to have a clear vision of where you want to go and then to keep your cool when things go wrong, as they surely will.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, project forward 3-5 years and imagine your ideal future vision. What does it look like? What steps can you take immediately to begin turning your future vision into your current reality?
Second, resolve in advance that, no matter what happens, you will remain calm and cool. You will not become upset or angry. You will take a deep breath and focus on the solution rather than on the problem.
How to Talk: Secrets of the Great Communicators + Bonuses!
See Also
- Brian Tracy International
Helping you achieve your personal and business goals faster than you ever imagined!
The Key to Sales Success
Posted by Brian Tracy on Sep 24, 2008
Learn to Listen Well
A vital key to sales success is listening. The ability to listen well is absolutely indispensable for success in all human relationships. The ability to be a good listener in a sales conversation is the foundation of the new model of selling. It leads to easier sales, higher earnings and greater enjoyment from the sales profession.
Being A Good Talker is Not Enough
Many salespeople have been brought up with the idea that, in order to be good at your profession, you must be a glad-hander and a good talker. You have even heard people say, "You have the ‘gift of the gab’; you should be in sales!"
Become a master communicator with How to Talk: Secrets of the Great Communicators + Bonuses!
Focus On the Other Person
Nothing could be further from the truth. As many as seventy five percent of all top salespeople are defined as introverts on psychological tests. They are very easy going and other-centered. They would much rather listen than talk. They are very interested in the thoughts and feelings of other people and they are quite comfortable sitting and listening to their prospects. They would much rather listen than talk in a sales situation. Poor salespeople dominate the talking, but top salespeople dominate the listening.
Practice "White Magic" With Everyone
Listening has even been called "white magic." It is too rarely engaged in by business people. When a salesperson develops a reputation for being an excellent listener, prospects and customers feel comfortable and secure in his or her presence. They buy more readily, and more often.
Practice the 70/30 Rule
You’ve heard it said that God gave man two ears and one mouth, and he is supposed to use them in that proportion.
Top salespeople practice the "70/30 rule." They talk and ask questions 30 percent or less of the time while they listen intently to their customers 70 percent or more of the time. They use their ears and mouth in the right ratio.
Action Exercises
Here are two things you can do immediately to put these ideas into action.
First, resolve today that, from now on, you are going to dominate the listening in every sales conversation. Become comfortable with silence.
Second, practice the 70/30 rule in every sales conversation. Listen 70% of the time and only talk and ask questions 30% of the time.
How to Talk: Secrets of the Great Communicators + Bonuses!
See Also
- Brian Tracy International
Helping you achieve your personal and business goals faster than you ever imagined!
