Consulting Versus Selling

One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. View Yourself As A Consultant One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer. Approach Them As Clients They do not approach their customers with hat in hand, hoping for a sale. They approach their “clients” with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal. Ask Questions and Listen Carefully… Read more

The Efficiency Curve

The more you discipline yourself to working non-stop on a single task, the more you move down the “Efficiency Curve.” The more you discipline yourself to working non-stop on a single task, the more you move down the "Efficiency Curve." You get more and more high quality work done in less and less time. Each time you stop working however, you break this cycle and move back up the curve to where every part of the task is more difficult and time consuming. Self-Discipline Is the KeyElbert Hubbard defined self-discipline as, "The ability to make yourself do what you should do, when you should do it, whether you feel like it or not." In the final analysis, success in any… Read more

Back to the Balkans

Business seminar in Macedonia Some months ago, I received an invitation from a company called Triple S Learning in Skopje, Macedonia to conduct a business seminar on Management, Sales and Personal Effectiveness. Last Monday, I flew from San Diego to San Francisco, caught a ten-hour flight to Frankfurt, and then flew on to Vienna and Skopje in the South of what used to be called Yugoslavia, arriving at 4:30 in the afternoon. Macedonia has been one of the poor countries of Southern Europe for many years. Now, it is aggressively seeking foreign investment by introducing a 12% flat tax, plus a series of incentives for new business development that make it one of the most attractive places in Europe to… Read more

Closed-Ended Questions

Closed-ended questions allow you to get definite answers and move toward closing the sale. Start Sentences With Verbs Closed-ended questions allow you to get definite answers and move toward closing the sale. Closed ended questions start with verbs, such as “Are,” “Will,” “Is,” “Have,” “Did,” and even contractions such as “Aren’t,” “Didn’t,” and “Won’t.” This is often called a convergent question. It brings conversation gradually to a convergence on a single point or decision. It is answered with a “yes” or a “no.” You use this question when you want to begin narrowing the conversation and getting specific answers that lead you to a conclusion or a commitment. Receive my FREE report: Everyone is a Sales Person Solicit More Specific… Read more

Back to Europe

My friends in Poland My friends in Poland have established the Brian Tracy Academy of Success, offering my audio, video and written programs on Sales, Management and Personal Success. On Monday, November 12, we had 550 Polish Business people and Entrepreneurs come out to my one day seminar on Leadership and Managerial Success. My translator Teddy, who stands on the stage next to me, did an excellent job of conveying both the content and the spirit of the message. My friends and associates, Marek, Kris, and Greg, along with Sebastian – the consummate salesman and promoter for our business, took terrific care of us. My partner from Vancouver, Canada, Mr. Ib Moller, accompanied me to Poland, stopping off in Copenhagen… Read more

Make Every Minute Count

Your mind is your most precious asset. You must be continually working to increase the quality of your thinking. Turn Driving Time Into Learning Time One of the best ways is to turn driving time into learning time. Listen to educational audios in your car. The average driver according to the American Automobile Association, drives 12,000 to 25,000 miles each year, spending 500 to 1000 hours that you spend each year in your car. That is the equivalent of 12 1/2 to 25 40-hour weeks. This is the same as two full university semesters spent behind the wheel of your car each year. If you did nothing but use that traveling time as learning time, this decision alone could make… Read more

The Winning Edge

Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society.

Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their customers, co-workers and managers. Today we know more about what it takes for you to be one of the best in the business than we have ever known before. And the most important thing we have learned in all these studies is that selling is more psychological than anything else…. Read more

Back to the Gulf

This has been a busy month so far. This has been a busy month so far. On Monday, November 5th, I spoke all day for 500 sales people and entrepreneurs in Chicago on the subjects of personal and sales success. On Tuesday, November 6th, I spoke for Larry Bailin and more than three hundred highly motivated entrepreneurs and sales people in Edison New Jersey for half a day. After New Jersey, I flew to Toronto and conducted two three-hour seminars for Jonathan Weaver and Peak Performers on Wednesday, November 7th. On Thursday, November 8th, I arose in Toronto, packed two bags, my large suitcase for everything I needed for the next eight days, plus my carryon suitcase with my essential… Read more

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