The New Model of Selling, Brian Tracy - Sales Techniques DVD
[ Pobierz całość w formacie PDF ]
1
S U C C E S S F U L S E L L I N G
$UCCESSFUL
THE NEW MODEL
OF SELLING
BY BRIAN TRACY
© 1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
$ELLING
2
S U C C E S S F U L S E L L I N G
B
RIAN
T
RACY
'
S
I
DEAS
TO
L
IVE
B
Y
…
Make a list of all the reasons you want
to be a major success in your field;
reasons are the fuel in the furnace of
achievement.
Dream big! There are no limits to how
good you can become or how high you
can rise except the limits you put on
yourself.
Deploy yourself carefully to maximum
advantage; always invest your energies
where you can get the highest return.
Discipline yourself to plan and orga-
nize every hour of every day before
you begin.
Decide exactly what you want in life
and then do the same things that others
have done to achieve the same results.
Get serious about your career; decide
today to be a big success in everything
you do.
Take the long view. Don't let short-term
setbacks disturb you.
You have the same mental potential as
anyone else; it is only what you choose to
do with it that determines the course of
your life.
Discipline yourself to spend more time
with those people who represent the
highest potential payoff.
Move out of your comfort zone. You
can only grow if you are willing to feel
awkward and uncomfortable when you
try something new.
Set excellent performance as your stan-
dard and strive to achieve it each day.
Be absolutely clear about what you
want, why you want it, when you want
it and what you are willing to do to get it.
You determine your future by the
thoughts and pictures you hold in your
mind today.
Be open to constructive criticism from
others; it's the only way you can learn
and grow.
Ask yourself, "Is what I am doing right
now leading to a sale?"
© 1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
3
S U C C E S S F U L S E L L I N G
W
elcome
to the next step on your journey toward
The keys to your future are
knowledge
and
skill
. As you
learn and practice the ideas, methods and techniques in this
program, you will become more and more capable of
meeting your sales targets and achieving your personal
goals.
You can learn anything you need to for achieving any goal
you can set for yourself.
Brian Tracy
Your biggest and best sales lie
ahead
of you! Everything
you have accomplished up to now is only a preparation for
what you can accomplish in the future.
As you move toward becoming a member of the top 10%
in the sales profession, remember that everyone started
at
the bottom
. Everyone in the top 10% today was once in the
bottom 10%.
There are no limits on how
far
you can go, how
high
you can
rise, how
much
you can achieve
except
for the limits you
place on yourself!
Resolve today to pay any price, overcome any obstacle and
go any distance to become one of the best in your field.
Good luck!
© 1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
becoming an outstanding sales professional!
4
S U C C E S S F U L S E L L I N G
ers and economists are predicting that we are en
tering into the “Golden Age” of mankind and you
are perfectly positioned to benefit from it.
There have never been more opportunities for you to
achieve more of your goals and dreams than there are
today — except for tomorrow, and the next day, and
for the indefinite future.
You are an extraordinary person. Your brain contains more
than 100 billion cells, each connected to as many as 20,000
others. This enables you to think, learn, plan, dream and
create ideas to improve your life virtually without limita-
tion.
The starting point of your using your marvelous mind to
create a wonderful life for yourself as we enter the Golden
Age is for you to decide exactly what you want. Write it
down, set a deadline and make a plan. These actions alone
will put you in the top 3% of people in America.
Then, resolve today to become absolutely excellent at
whatever work you intend to do to achieve your goal. In-
vest in yourself. Dedicate yourself to continuous learn-
ing. Read books and listen to audio programs.
Become the very best you can possibly be.
Accept 100% responsibility for everything
you are and everything you ever will be.
You are the architect of your own destiny!
The great secret of success is that there
are no secrets of success! There are only
time-tested principles that you can learn
and practice every day. It’s up to you!
Decide what you want and write it
down. Commit to personal excel-
lence and dedicate yourself to life-
long learning. Accept complete re-
sponsibility for your life and get busy.
Finally, resolve in advance that you will never give
up, that nothing will ever stop you. And if you do,
you’ll be right.
W
ELCOME
TO
THE
G
OLDEN
A
GE
Welcome to the Golden Age!
© 1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
T
his is a wonderful time to be alive. Leading think
5
S U C C E S S F U L S E L L I N G
T
HE
N
EW
M
ODEL
OF
S
ELLING
T
ABLE
OF
C
ONTENTS
Presenting Brian Tracy .............................................................................................. 6
Learning to Learn: Your Key to the Future! .............................................................. 7
How to Get the Maximum Value from this Video Learning Program ...................... 8
How to Use this Video in a Group Learning Situation ............................................. 9
The New Model of Selling:
Introduction ....................................................................................................... 10
What Do You Already Know? ........................................................................... 11
1.
The Changes in Professional Selling .......................................................... 12
2.
The AIDA Model of Selling ........................................................................ 13
3.
Differences in Selling Today ....................................................................... 13
4.
The Sale Continues After the Sale .............................................................. 14
5.
Why the Customer Wants a Relationship First ........................................... 15
6.
Why the Relationship is More Important .................................................... 15
7.
The Law of Indirect Effort .......................................................................... 16
8.
The New Model of Selling .......................................................................... 16
9.
Why Listening Builds Trust ........................................................................ 17
10.
The Friendship Factor ................................................................................. 18
11.
The Key to Successful Selling .................................................................... 19
Application Exercises ........................................................................................ 20
Brian Tracy International Training Programs ......................................................... 22
Brian Tracy's FOCAL POINT Advanced Coaching & Mentoring Program .......... 23
Brian Tracy's FOCAL POINT Personal Telecoaching Program ............................. 24
© 1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
[ Pobierz całość w formacie PDF ]