Product Description

GAIN THE EDGE YOU NEED!

Strategy, tactics, and mental preparedness separate superior salespeople from the average -- and with technological advances leveling the competition, the selling edge is more important than ever. Drawing on his own successful sales career, and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created.

Advanced Selling Strategies provides you with the techniques and tools used by top sales people in every industry -- methods that net immediate and spectacular results. This audiobook explains how to:

• Develop the self-image to give you the edge in every sales situation
• Concentrate on the customer's emotional factors to ensure better sales results
• Identify your customer's most pressing concerns and position your product or service to fill those needs

Product Details

• Amazon Sales Rank: #447886 in Books
• Published on: 2004-03-15
• Formats: Abridged, Audiobook
• Original language: English
• Number of items: 2
• Binding: Audio CD

Features

• ISBN13: 9780743537278
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

About the Author
Brian Tracy is one of America's top sales trainers and consultants. The chairman of Brian Tracy International, he has taught his hugely successful sales techniques to more than one million sales professionals at seminars worldwide. Prior to founding Brian Tracy International, he was the chief operating officer of a development company with $265 million in assets and $75 million in annual sales. He has had successful careeers in sales and marketing, investing, real estate development and syndication, importing, distribution, and management consulting. He is also the author-narrator of many best-selling audiocassette programs on sales and personal achievement, and is the author of the book Maximum Achievement. He lives in San Diego, California, with his wife and four children.

From AudioFile
If you need all the basics of a sales course in only 90 minutes--here they are. Created by a sales training expert, the program encompasses everything from sales-call rehearsal to effective closing methods. In between are tips for creating a professional image, handling rejection and prospecting for clients, along with a list of interest-generating questions to ask during sales presentations. Healthy emphasis is placed on the "new model of selling," which stresses a consultative approach. The practical information more than makes up for the dry presentation. D.M.G. (c)AudioFile, Portland, Maine

Customer Reviews

Quantity doesn't equal quality
If the sign of a good book is having lots of pages, I'm sure that this would be the best sales book on the market. But it's not a good book. Not even close.

The content is valuable, but it's poorly organized. If I followed Brian Tracy's advice on Pareto's Law, then I'd be frustrated looking for the 20% of the content that is actually useful. This is Brian's worst sales book by far, and not a book I would recommend to anyone, let alone someone just starting out in sales.

It would be a better book if he cut the fluff by 75% and got to the point. Instead of "Advanced Selling Strategies", pick up "Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets" by the same author. The content is almost identical, and a much easier read.

Protein for the mind


I bought the hardcopy book on which this cd is based. Although the book was written over 14 years ago, Advanced Selling Strategies is still fresh, current for the times and Brian Tracy's best work on selling and perhaps, the best work period on the subject of selling that is on the available today.

I started in phone sales back in 1993. Using the techniques Brian discloses, I went from tied for last place - 68th out of 68 people in March 1993 to 3rd out of 75 people doing about $100/day in sales to doing over $3,500/day in sales one month later in April 1993! Ultimately I got to over $100,000 in sales volume. Big improvement. His techniques work.

The magic of Brian is that he helps bring out the inner power that lies dormant inside all of us while providing powerful sales techniques. His sales techniques are low key, friendly and non threatening to the prospect.

Brian shows you how to change you self image as a sales person. Not just the hookey-pookey rah-rah positive stuff, but how to see yourself as a consultant rather than a sales person as well as how to see yourself as a success.

Using the phrase, "I'm not trying to sell you anything." Has worked wonders in opening doors for me. Other phrases like, "That is an interesting question, why did you say that?" "How exactly do you mean?" "Why did you ask that?" Surprisingly are non threatening and get the prospect to open up.

And I really benefitted from the 20 idea method for unleashing creativity. Spending an hour a day, every morning reading has made a major impact on my sales not to mention listening to tapes in my car and watching videos at home.

Brian's mental techniques of practice, drill, rehearse along with affirmations and visualization helped me probably more than anything. I agree with Brian that with affirmations and visualization, your future in sales is UNLIMITED!!!

Funny how whenever I stop for any reason, the results stop as well. Sort of like going to the gym. Or put another way, if you don't u se it, you'll lose it. A daily mental aerobics program of affirmations and visualizations will make you and keep you mentally fit and breaking sales records.

Goal setting gets beat to death by almost every trainer, but nobody does it as well as Brian. Teach it properly that is.

Lastly, this book and these skills will help every salesperson regardless of the type of sales you do.

Along with Advanced Selling Strategies I also recommend The Psychology of Selling, Maximum Achievement. 24 Techniques To Close The Sales and Be A Sales Superstar also by Brian Tracy.

A great cd for the read
This is a great audio series to keep in your car if you are in sales. Brian provides great information from start to finish to help keep your sales on track. Great to listen to before of after calls as a reminnder of how to get to or stay on top.