What Everybody Wants

“How to Start or Build a Successful Business.�? During 2007, I have had the great pleasure of speaking for the Get Motivated Seminars, organized by Peter and Tamera Lowe and Brian Forte in major sports facilities and auditoriums across the country. Peter Lowe has developed a business model of seminar promotion that makes him the top seminar promoter in the world. He regularly attracts ten thousand to twenty thousand people at each seminar, with speakers such as Steve Forbes, George Foreman, Colin Powel and numerous well-know sports and business celebrities. In October, they sold out two sports arenas in downtown Dallas, each holding almost twenty thousand people. As one of their speakers, I addressed one sports arena with 18,000 people… Read more

Two Personality Powers for Motivating Others

There are two powers of personality you can develop that will increase your charisma and your ability to influence others. Decide Exactly What You Want The first of these powers is the power of purpose. Men and women with charisma and personal magnetism almost invariably have a clear vision of who they are, of where they’re going and of what they’re trying to achieve. Leaders in sales and management have a vision of what they’re trying to create and why they’re doing what they’re doing. They’re focused on accomplishing some great purpose. They’re decisive about every aspect of their lives. They know exactly what they want and what they have to do to get it. They plan their work and… Read more

The Three Factors of Time

You need to become a master of your time rather than a slave to continuing time pressures. Organize Your Life Around Your Family, Your Career and Your Personal GoalsYou need to stand back on a regular basis and analyze yourself, your life and your time usage. You need to become a master of your time rather than a slave to continuing time pressures. Your Most Precious ResourceTime is your most precious resource. It is the most valuable thing you have. It is perishable, it is irreplaceable, and it cannot be saved. It can only be reallocated from activities of lower value to activities of higher value. All work requires time. And time is absolutely essential for the important relationships in… Read more

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

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