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Essential Sales Prospecting Checklist

How to Successfully Sell by Spending More Time with Better Prospects

  • Battlecards
    A 13-step guide for beginners (and unsatisfied, tenured salespeople)
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    Prioritize which prospects will have the maximum return on YOUR time
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    Prevent wasting time on unqualified prospects
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Brian Tracy

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Brian Tracy
Brian Tracy

Sales Training Programs by Brian Tracy

During my 30+ years providing sales training programs, courses and books to Fortune 500 companies and businesses all over the world, I found that one thing is for certain: No matter how passionate a salesperson you may be, no matter how likable you are, if you can’t close the sale, your efforts yield nothing.

Early in my career, I struggled with closing leads. Then, I discovered what worked, and learned how to sell very well - turning more prospects into customers than ever before.

I experienced profound success -- breaking every record in my company and increasing my income twenty fold. Now, I pass my decades of proven experience to others as a sales trainer and success expert down to you.

Sales Techniques to Help
You Close More Leads

In order for you to join the top 20 percent of salespeople, you’ll need to be good at closing. Here are some tips and ideas that illustrate what you need to do to close sales more often:

  • All sales skills, including closing, are learned and learnable. If you can drive a car, you can learn how to close the sale.
  • Your personality is more important than your product knowledge and your selling skills. So focus on continuous improvement, and become a well-read professional.
  • Be proud of your prices, and always justify the price with sound reasons. Then, minimize price resistance by comparing the price with more expensive articles.
  • For more in-depth information on this and other sales training ideas, I highly recommend you see my blog post, 7 Cold Calling Tips to Improve Your Closing Rate.

7 Cold Calling Tips to Improve
Your Closing Rate

Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer.

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How to Improve Your Sales Process

Professional selling has three stages. They are prospect, present, and follow up. These phases make up the “sales funnel.” Here’s how to keep your funnel full while keeping your pipeline flowing with prospects:

  • If you’re not satisfied with your results, analyze your performance in these prospect, present, and follow up areas, and see where you can improve to have biggest impact on your revenue
  • The way to increase sales is to increase the quality or quantity of your activity in one or more of these areas.
  • Use the “80/20 rule.” Spend 80% of your time prospecting and presenting, and spend only 20% of your time following up with potentially high-value customers.
  • For more in-depth information on this and other tips, I highly recommend you see my blog post, How to Handle Objections And Use Closing Techniques

Sales Process: Handle Objections And Use Closing Techniques

Sales Process: Handle Objections
And Use Closing Techniques

The fact is that objections are good. Objections indicate interest. Successful sales have twice as many objections as unsuccessful sales.

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How to Sell A Product or Service for Maximum Profit

Your ability to sell can give you a high income and lifelong job security. With that said, here are some basic business fundamentals that will teach you how to sell more products and services:

  • Get written testimonial letters from your satisfied customers, highlight the best sentence, and show these letters to every prospect.
  • Be prepared. Dress well. Your sales pitch will be useless if you give off a negative first impression.
  • Plan every pitch or presentation in advance. The best salespeople know how to keep their prospects involved and active.
  • For more in-depth coaching on this and other tips about how to sell a product or service more effectively, I highly recommend you see my blog post, The Top 3 Negotiation Skills of Persuasive People.

Top 3 Negotiation Skills Of Persuasive People

The Top 3 Negotiation Skills Of
Persuasive People

Some people are good at negotiating in their own interest, and some people are not. Which one of these types of people do you want to be?

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Sales Motivation for the Modern Salesperson

By becoming absolutely excellent in your chosen profession of selling, you can achieve all your goals and fulfill all your dreams. Here’s a quick dose of sales motivation to keep you on the right track:

  • You have within you, right now, the ability to be more, do more, and have more than you ever have in your life. By learning and practicing elite sales tactics, you can reach the stars.
  • Realize your value. Salespeople are the most vital people in any business. Without them, the biggest most successful companies would shut down.
  • Once you reach your “cruising altitude” and get into the top 10% of money earners in your field, you can pull back on the throttle and still main.
  • These are just a few sales motivation truths and ideas to help you stay positive and confident. For more inspiration, I highly recommend you see my blog post, 30 Motivational Sales Quotes to Inspire Success.

30 Motivational Sales Quotes To Inspire Success

30 Motivational Sales Quotes To
Inspire Success

Salespeople have one of the hardest jobs in the world to do. They deal with rejection on a daily basis. Making a sale comes down to powering through call after call.

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