Brian tracy psychology of sales summary. brian tracy effective sales techniques

This article is relevant for both sales agents and entrepreneurs involved in the field of trade. From it you will learn the main tips and theses of the book "Psychology of Sales" - Brian Tracy. At the very bottom of the publication, we have posted a link for you to download this book in audio format for free.

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1. The best part about trading is that sales skills, including closing deals, can be mastered.

2. Love yourself, respect yourself, and then you will sincerely love others (potential customers) and will be able to establish more successful communication with them.

3. The biggest mistake is to believe that you are not working for yourself, but for some stranger. From the moment you get your first job to the moment you retire, you are self-employed.

4. Winners are focused on success, and therefore are aimed at finding constructive solutions and overcoming obstacles.

5. The best sales agents, in the process of discussing the first transaction with the client, are already planning the conclusion of the second and third. They expect to work with this client for 20 years or more.

6. Highly paid salespeople are aware that any success must be paid for and paid upfront. There is no quick and easy way to success. The path to the pinnacle of success is difficult, winding and rocky.

7. Choosing the right product or service to sell is like choosing the right life partner. You must be connected by an invisible thread, otherwise the relationship will quickly go wrong.

8. All successful professionals get up early and immediately get to work. Usually people try to get up as late as possible, swing for a long time, and then they start fussing and rushing to work headlong, not having time to put their thoughts in order and tune in to the working mood.

9. If you do not improve your skills, do not hone your skills, then somewhere there will definitely be a person who does this. And when the two of you meet, you are bound to lose.

10. Listening and watching educational programs while traveling, you can get a full-fledged university education.

11. Your duty to your clients is to make the final stage as quick and pleasant as possible.

12. After asking the final question, keep complete silence. Don't say a word. Be silent for as long as necessary, because the one who speaks first loses.

13. If, in the midst of a conversation, the client thinks and starts stroking his chin, stop talking immediately. Your buyer has withdrawn into himself and no longer hears you.

14. If you plan to work five days a week, then these days you should go to bed early. At ten o'clock, turn off the TV, turn off the lights - and go to bed. You should sleep for at least eight hours at night.

15. Many people are potential clients, but not all of them are your potential clients. Learn to identify yours.

16. Buyers are not at all interested in the lowest price, provided that the given product is not identical to another product. First of all, buyers are interested in fair price, good price, best price, reasonable price, competitive price, but not low price.

17. If a potential client answers your questions “yes” six times in a row, then in consequence it will be difficult for him to answer “no”.

18. If you are selling a particular service, frame your question like this: "Why don't you give us a chance?" Using the pronoun “us” in such a question implies that your company will take care of the potential client and make every effort to ensure that he is satisfied and happy.

19. You can generate a desire to make a purchase by focusing on the results and benefits. Disputes about the cost of this desire can be repaid.

20. Never forget that in the eyes of a potential buyer, the statements and assurances of sales agents are not evidence. Potential buyers do not take your words for granted, they mean nothing to them.

21. When offering a completely new product or service, give potential buyers the opportunity to try it out.

22. There is nothing surprising about the efficiency of completing a transaction using an order form. The more information a potential buyer reveals about himself and allows you to put it down on paper, the more he is imbued with a desire to purchase the product or service offered to him.

23. All purchasing decisions are made through the right hemisphere, so you must take into account the peculiarities of its functioning, developing an approach to a potential buyer.

25. If the client does not complain, then for some reason he is not very satisfied. His "excellent" indicates a reluctance to enter into a discussion with you.

26. The best salespeople estimate their income based on an hourly rate and try to get the most out of every hour.

27. Sales agents earn according to the result achieved. As the hunters say, "You only eat what you can kill."

28. In sales, the three aspects that provide an hourly rate (regardless of product) are: prospecting, presentation, and closing the deal. The essence of your work lies precisely in these three key aspects.

29. Forget about sharing meals with colleagues. This is an empty occupation that only distracts from the main aspects of the work.

30. People don't take the time to think about your offer. They generally forget about your arrival, as soon as the door closes behind you.

31. High-end salespeople memorize the specifications of their product.

32. By setting yourself the goal of dedicating every coffee break to some useful activity, you can add one month's wages to your income.

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transcript

1 BRIAN TRACY EFFECTIVE SALES TECHNIQUES 1

2 UDC LBC 66.9 (7USA) 30-5 T66 Translated from English by D.V. Serebryakov according to the publication: ADVANCED SELLING STRATEGIES (The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere) by Brian Tracy. N. Y.: Firesides., Protected by copyright. Violation of restrictions. imposed by him on the reproduction of this entire book or any part of it, including the design, is subject to prosecution. Tracy B. T66 Effective methods of selling by Brian Tracy / Per. from English. D. V. Serebryakov; Kyiv: Hummingbird firm, p. ISBN One of the practical applications of the famous Science of Brian Tracy: by collecting, studying and summarizing information about the ideas, methods and specific techniques that make smart people achieve the heights of success in trading with any partner, the author opens up the opportunity for a wide range of interested readers to master the most advanced marketing strategies . 2

3 Introduction I believe that all the best salespeople are similar in many ways. Sometimes in seminars for salespeople I conduct an experiment, the essence of which is that I describe the best employees in their company. More or less in detail I represent their character, behavior and appearance. And every time they ask me how I know so well their best workers, whom I described so accurately. To which I reply that all these people are fashioned from the same dough. They have almost the same temperament. They share the same distinctive features. They evoke the same feelings and reactions in their employees and customers. All operate in relatively the same way and achieve similar results. I am an extremely practical person. I treat myself and my clients like guinea pigs when I want to demonstrate the effectiveness of some new idea or concept by example. And yet I constantly ask myself: Is this right for me?, because I never believe in anything just like that. I also expect from you that without evidence you will not believe me. As you read my tips for achieving the best results in trading, listen to your inner voice. Compare the ideas, methodological and technical developments presented in this book with personal experience. Pay attention to your feelings. If a thought seems reasonable to you, apply it to your daily job as a salesperson and be patient. Start implementing it. Success can only come when you get up from your chair and start doing something new. But only do it when your inner voice tells you that this is the right thing to do in your situation. This book is designed so that each time you read the chapters in the order in which they are presented. Take notes in the margins, underline important paragraphs that you will want to come back to later. After reading the entire book, consider it a kind of reference book, a tool and look for something in it that could be useful to you in a particular situation. The book you hold in your hands will show you how you can improve your trading methods and make them highly effective. It introduces the essential foundations of know-how and helps you discover all your abilities. By putting into practice what you learn in these pages, you can become one of the best sellers in your country. This book is a synthesis of the best ideas, methods, and strategies that I have learned during my thirty years as a salesperson. I have to thank all the sellers with whom I worked in those years and from whom I greatly appreciate 3

4 learned. I am especially grateful to my friends and partners with whom I have worked for many years on the material presented here and processed the tutorials. I express my gratitude and deep gratitude to all those who contributed to the publication of this book. BRIAN TRACY 4

5 1 STRATEGIC WORK PLAN A personal strategic work plan is the most important condition for achieving the set goal. With this method, you can reach your destination from anywhere, no matter where you are. Personal strategic planning radically affects your development in all areas of life. As a salesperson, you need to know that the most important thing in this profession is to realize that you are acting independently, that is, you are the president of your own trading company. It involves taking full responsibility for yourself and everything that happens to you. You are the creator of your own destiny. There is nowhere else to wait for clues, and you can no longer blame others for the problems and difficulties that arise. Jack Welch, CEO of General Electric, often said: If you don't take your chance with your own hands, someone else will. By devoting enough time to thinking in detail and planning everything that you are going to do, you will greatly increase the likelihood of achieving the profits and earnings that you have planned for yourself. It seems that the ability to plan is the most important skill you can develop to ensure that you are strong and capable of achieving maximum success. In 1953, a survey was conducted among graduates of Yale University, where the respondents were asked to answer the following questions: Do you have your own, clearly expressed and formulated goals that you want to achieve in life? and Do you have a detailed plan for how you want to achieve them after graduation? The results of this survey were amazing. Only 3% of graduates had life goals clearly expressed and formulated along with an action plan, which they were going to realize after graduation. True, 13% of the respondents strove for certain goals, but they never clearly formulated them. The remaining 84% had no other goals than finishing their studies and enjoying themselves during the upcoming holidays. Twenty years later, that is, in 1973, the participants of the questionnaire were asked about their property status today. After analyzing the results of both questionnaires, it turned out that all those 3% of the respondents, i.e. those who twenty years ago, before graduating from university, had clearly formulated and written life goals and a clear plan of action, owned more wealth than the remaining 97% combined. The only common feature among those graduates who achieved success was that they 5

6 set specific goals. Some of them graduated with poor grades, some with good grades. They worked in different areas. Some moved, some stayed in the same place. However, a common characteristic of successful Yale graduates was a determined commitment to achieving their goals. Through years of conversations with top salespeople, I've become convinced that they all have something in common, namely that they all have clear, written goals that they strive for. They took the time and made a plan for their future life. Each of them saw firsthand the importance of a clear strategic plan. Over time, each of them achieved in trading matters the goal that he set for himself. The basis for the success of each of these wonderful salespeople was the result of reflection on their personal lives and professional futures, as well as a carefully crafted and detailed plan of work until the achievement of the set goal. I really like one definition of happiness: Happiness is the relentless realization of chosen ideals or goals. If we are constantly working on something important, then the reward will be a constant feeling of success in our affairs. Then the person feels himself the master of his life. He is a winner, and therefore he knows that he will be able to overcome and eliminate all obstacles that would lead an ordinary person to despair. When work is underway to achieve an important goal, such an inner strength arises that crosses out all previous plans. THE WORLD OF VALUES What values do you profess? What is your position in life? What are the rules of your life? What underlies your beliefs? What qualities that you like in others would you like to develop in yourself? What do you not accept? When are you capable of self-sacrifice? What could you suffer or sacrifice your life for? Few people ask themselves these extremely important questions, but this small handful are the most important and powerful individuals in our society. When I set out to define my own scale of values a few years ago, I made a list of 163 qualities that I aspire to have. It seems that I have written down all possible qualitative definitions of a positive property that would relate to the personality and character of a person. All of them seemed important to me, and I wanted to implement them all in some way in my life. 6

7 But then I stood face to face with reality. I have noticed that it is already difficult for me to develop some new qualities or to try to change behavior in at least one of them. Wrote a new list. I compromised and left only a few values in it. When I finally established the five basics, I could already begin to work on myself and, as a result, I made some progress in the development of my character. Your hierarchy of values You should do the same. Write down five qualities that are most important to you in life. Distribute them according to the hierarchy. What comes first? What's on the second, third, etc.? How can you find out what your values are today? It's very simple. Observe your behavior, especially your actions in critical situations. The values that really matter to you show up in action. What matters is not what you say or wish for yourself or what you are going to do, but only what you do. If you want to know what your world of values is like, analyze what you've been doing lately and notice what decisions you've made every time you had a choice. The decisions you make and the actions that follow will show you and those around you what is most valuable to you, what is most important to you. Here is an example. Imagine two people for whom family, health, and professional success are equally important. The only difference is that each of them has a different hierarchy of these values. One of them, say Bill, states: For me, my family is the most important thing, my health is second, and my professional career is third. Although Tom recognizes the same values, he talks about them like this: Professional success, my career is the most important thing for me, then my family and health. Do you think there is a difference in the personality and character of these two people? Of course! Is this a big or small difference? Can you tell these people apart during the conversation? Which of these two men do you like better? Which one would you trust more? Which of them would you like to get to know better, make friends? The answer to these questions is simple. You are more suited to someone whose value hierarchy is similar to yours. Your scale of values determines your character. If you have chosen values such as honesty, love, courage, 7

8 sincerity, perfection or responsibility, and coordinate your actions with them, then soon and in fact you will become a better person. It is your values that nurture the qualities of your personality. What does character really mean? Character is the ability to live in harmony with positive values. A person with a flawed character gives high value to short-term benefits or does not recognize any values at all. Your attitude to this, your view of these things is the real measure of your character and personality, which determines your position in life. You can determine what place a particular value occupies in your life by observing how much time you devote to this subject, how much money or emotions you spend on it. A lot of people speak out in favor of lofty, noble values until they find themselves backed up against the wall and forced to make a specific choice. If your choice is for the highest values, then it can cost you dearly, and even very much. When you choose lower values, you pay less for it, at least in a material sense, not necessarily in feelings, but whenever you make a choice, it shows you what is really more important to you. Let's say the value for you is maximum efficiency. In this case, your definition would sound like this: Maximum efficiency means that in everything I do, I set the bar high for myself. In every situation, I try to do my best, as soon as I can. I try to further improve my work, my personal life, my relationships with others. I am aware that the maximum result requires the efforts of a lifetime and daily work in order to become better and better. With this definition, you have a clear principle by which you organize your activities. You have set a certain standard by which you can change your behavior. You have created a certain framework within which you make a choice. You have a yardstick by which you can evaluate your actions and which you can try on yourself from time to time. You have clearly defined the goal you are striving for and around which you organize your work. The same goes for other values. If family is your number one priority, then define your choice as follows: My family's needs are more important to me than anything else. When I have to choose between the happiness, health and well-being of one of my family members, or some other value, I always put my family first. With this perspective, it will be easy for you to make a choice. Your family comes first. eight

9 While her needs are still not completely satisfied, you do not allow energy to be spent on other, less important things. A clear picture of the hierarchy of your own values is important because it gives you the opportunity to take control of the formation of your character. When values and goals, your inner and outer life are in perfect harmony with each other, then you will achieve great well-being. You will learn to respect yourself. Your self-esteem will increase. The moment you achieve absolute harmony between your values and goals (imagine a hand in a tight-fitting glove), you will feel strong, happy, healthy and completely harmonious. A lion will wake up inside you, who will overcome any fear of having to choose, and therefore you will always make the right decisions. When you live in harmony with the values that are most important to you, your whole life will become more beautiful. THE IDEAL All successful firms have an ideal they aspire to. Every good salesperson has this ideal. As the president of your own firm, in charge of your life and career, you need two distinct ideals that complement and reinforce each other. The written formulation of one's life ideal is a logical consequence of establishing a hierarchy of values. It will become your personal credo, determine your future and serve as a guide for all your actions. Your personal ideal is a description of the person who fits you and what you aspire to be. In the professional ideal description, you define how you want to appear in the eyes of your clients. An example of a description of a personal ideal. Apparently, I'm a wonderful person. For all the people important to me, for my family and others, I am cordial, benevolent, attentive, sincere and unforgiving. I am a wonderful, devoted friend, known for my generosity, responsiveness, understanding and patience. I think positively, I am full of enthusiasm, I am happy and cheerful. All the people I know love, respect and admire me. An example of a professional ideal description. By the looks of it, I'm a great professional salesperson. I know everything about the products that I offer, I know the scope of my duties, I am perfectly familiar with the affairs of my clients. 9

10 I am always well prepared for a conversation with a client. I have a good character, I am sociable, disciplined, positive. I am a cordial, friendly person who cares about my customers and is a pleasure to deal with. Thus, you determine how you want to appear in the eyes of your customers, how you want to be talked about and how you want to be presented to third parties. As the president of your own trading company, you have at your disposal a formulated professional ideal, which is a combination of all the necessary positive qualities. This will help you to act correctly in all your professional endeavors. Formulate your ideal in the present tense, as if you were already the person you are writing about. Always use positive language, not negative. Describe the qualities you would like to develop, not the weaknesses you want to overcome. Always speak for yourself. Start with the words: I, I can, I will achieve. The subconscious mind will perceive your ideal as a guide to action only when the description is given in the present tense, as positive and personal instructions for action. The phrase I'm a great salesperson is a perfect example of a relevant premise. After each conversation with a client, read the description of the ideal and ask yourself to what extent your behavior matches the qualities of the person you want to become. As a top salesperson, always compare your trading results with your best results and strive to continually improve. Try to be better and better. Every day, in every possible way, consciously work to get closer to your chosen ideal. For example, your goal would be within a year, and maybe earlier, to develop the ability to negotiate with clients in a way that matches the ideal you describe. Clients, of course, do not know what your ideal is, but they will use the same expressions when expressing their opinion about you. This will be because you will treat customers the way you described in the ideal example. Once you have identified and written down your ideal, you must constantly reread what you have written, practice, correct and regularly improve these qualities. You can add something new or refine already formulated features. As a result, they will become your life credo, your philosophy and code of conduct in any contact with people. You can evaluate your behavior daily and compare it with 10

11 ideal. Over time, you will discover something interesting. When you compare the description of the ideal with your actions, you will see that the corresponding words come almost subconsciously, and the chosen formulations describe your behavior in such a way that you are gradually approaching your ideal. Over time, others will also notice the change in you. Then you will realize that you have managed to change your character and your personality according to your ideal. Thus, you will become the blacksmith of your own happiness. The following words are very important for your personal views, values and ideals: be good to yourself! You have worked all your life to become who you are today. If you are the same as all ordinary people, then you are not perfect. But there is still a lot of time to improve. You have many opportunities to change your character and personality, if you only want to become the very perfect person that you dream of being. However, the change of personality will not come by itself and will not happen overnight. Be patient! The reason why people develop and become better while performing their tasks is the belief that they are striving to achieve their goals and fulfill their desires. They don't expect change immediately. Even when success does not come immediately, do not despair, but work on. And you should do the same. If you have a clear idea of the person you want to become, if you know what kind of life and what kind of career you can expect, take the first step! Analyze your behavior daily and compare it with the ideal. Think of different possibilities for improving the qualities you want to embellish your personality with. Always remember that only your behavior towards others gives a true picture of your personality. If you are patient enough, you will eventually become like your chosen ideal. SITUATION ANALYSIS In order to achieve your goals, you must first do the following. First, you must determine exactly where you are at the moment and what you are doing. Secondly, you must look into your past and establish how you got to the point where you are now. Finally, decide how to get from where you are now to where you want to be in the future. Here is an example. Imagine that you are walking from point A to point B and, say, you have to walk 40 kilometers. Somewhere in the middle of the road, that is, at the 20th kilometer, you are far from each of the 11

12 of these items. You look back at point A, but you no longer see it. Point B is not yet visible from this location. In the initial phase of establishing a personal strategic action plan, you are in a similar situation. Let's say point A is the past and point B is the future. The place in between where you are now is the present. Let's say you can grow without limits (and even reach a height of one hundred meters) and be able to simultaneously see point A, or the starting point, yourself now, and point B, that is, your possible future. And suddenly you see that you and your career are connected into a single whole with your past, present and future. Similarly, the analysis of the situation will allow you to simultaneously see the past, present and future, your life and your career. Thanks to him, you will see how they are interconnected. When you have a clear idea of where you came from, where you are at the moment and where you are going, you can control your plans and goals much more effectively. The first stage of the analysis: your income Start with your real earnings and income. How much are you selling and earning now? What were the volumes of sales and earnings two, three years ago? What prospects do you see in your sales career? Do earnings and incomes increase every year? Or maybe they remain at the same level or are constantly in decline? The Tip of the Iceberg Technique One of the most important thinking abilities of an exceptional person is to use the technique of the tip of the iceberg when analyzing a situation. This technique is that whenever something happens in your business or in your personal life, you can consider this as some kind of pattern until the situation changes. You should, as far as possible, assume that this event, the rise or fall in business, or some change in your personal life, is just the tip of the iceberg. It points to some larger damage, some trend, something that at the moment can neither be seen nor explained. You may notice that increased income is only a separate phenomenon, not related to the real state of affairs. You may also decide that this is a manifestation of some general trend, which, perhaps, will be of significant importance for your future. Real professional salespeople are very sensitive to the likelihood of such symptoms. They regularly pay attention to the symptoms in order to analyze 12

13 of them in two directions as confirmation or refutation of the fact that there will be some kind of trend that can affect income growth. Throughout your career, the annual amount of sales profits should increase. Income growth should also come. You can set a goal to achieve annual revenue growth of 10 to 20%. A personal strategic work plan will help you with this. What has been the trend of income growth over the past three or five years? If the answer does not satisfy you, develop a new plan and change course of action. Think about the fact that if you always go in the same direction, you will definitely reach your intended goal. The second stage of the analysis: the range of goods offered The next step in the analysis of the situation is to take a closer look at the goods or services that you currently offer. Analyze the state of affairs. Use the Pareto rule. When it comes to trading, the rule is that 80% of your income comes from 20% of the goods sold. Then it will probably turn out that 80% of your professional time gives you only 20% of your income. What products or services do you sell, how do they relate to you, and how do they relate to the time you spend trading? What trends are emerging in this business? What have you been able to sell lately? Should the achieved level remain the same? How much, then, will you be selling next year and beyond? Third Stage of Analysis: Your Customers Analyze your customers as well. Who are your main clients at the moment? Who do you consider insignificant? What do they have in common? What companies do they work for, what positions do they hold? But above all: how have your customers changed in the last year or two? Do you have new clients every year, or do you sign most of the contracts with existing clients? Who do you owe the most money to? If this situation continues, to whom will you sell your products or services next month and next year? Is the current state of affairs a manifestation of a positive or negative order for your career? One of the most important aspects of trading will be for you to discover that you work best with certain 13

14 people. There may be many potential buyers in the market, but not everyone will be good customers for you. Because of your personality and personality, you feel best with certain types of people, and the more they fit you, the more they will buy from you. Wise salespeople are well aware of the strengths and weaknesses of their customers and organize their activities in such a way that they can devote more time to people who are likely to make the fastest purchase. What is the common feature that characterizes the clients with whom you receive the largest income? The Fourth Stage of Analysis: Your Own Financial Situation The next step is to analyze your own financial situation. Imagine that you have to submit an application for a loan, make a list of assets and liabilities and calculate the net value of all available assets. Make an inventory of all tangible property and calculate its value. Also make a list of debts, obligations and determine their total amount. The balance will show what financial situation you are currently in. About 70% of all sellers do not have free money, spending their monthly earnings, and sometimes even more. Also, the average young family, according to survey results, spends about 110% of their real income, and covers the resulting difference with loans or money borrowed from their parents. In business, among other things, pay special attention to your net income. After paying taxes, paying off all debts, your real income remains. This is the measure of income that you received during your professional life, a measure of your productivity and efficiency as the president of your own firm. Divide your total income to date by the number of years you have worked. This way you will get your average annual income. For example, if after ten years of work you have twenty thousand dollars net, then every year you earned two thousand dollars. With 250 days of work a year, after accounting for expenses, you averaged eight dollars a day. It's profitable? Maybe you could run your business better? Analysis of the financial situation is the way to financial independence. fourteen

15 The Fifth Stage of the Analysis: Your Career The analysis of the situation includes an assessment of your current career. Take a moment and think about your first position, then the next one, and the rest. Make a list of all positions you have ever held. Then ask yourself: Where did I get the best results? What work did I do? How much did I receive? What kind of education and what professional skills did I have at the beginning of my. career? What common feature can unite all the positions I have held? What trends do you see in the course of your career? Were the next posts more difficult, responsible, required more knowledge and experience, or did you earn more? Have you been doing the same with the same result for the last few years? If the status quo holds, what are you most likely to be doing in a year? What awaits you in two years, in five? Will you improve in your activities, will you earn more? If not, what can you do to move forward and accelerate your career development? What qualification training did you receive in the companies you worked for, and what was really useful to you? What have you learned over the years that have had the most impact and impact on your income growth? What opportunities do you have for further professional development where you work? How did self-education go, what books did you read that especially influenced your work as a salesman? What instructional cassettes did you regularly listen to while driving? What trade seminars have you attended? What are your innate talents and abilities? What knowledge and skills have influenced your success in trading? Is there something that you have easily learned and put into practice without difficulty that others have difficulty getting? What knowledge and skills will be needed in the future to grow your income and profits? The truth is this: your life will be better when you are better. You may not achieve anything at all if you do not improve. If you want to have the best customers, you must first be the best salesperson. If you want to have the best employees, you must be the best boss. If you want to have the best family, you must be the best spouse and parent. If you want to have better relationships with others, you must become a better person. Your world will only get better when you get better. What do you need to fix in your personal and professional life, 15

16 if you want her to be more successful? To think about a plan of action in your personal life, as well as in the work of the seller, treat yourself as a source of materials that you must analyze. See yourself as a collection of talents and abilities that you could use to achieve a variety of goals. And you have these opportunities. The results of many studies confirm that one of the qualities of natural leaders is the ability to organize actions with the greatest benefit for themselves. Such people constantly think about how best to use the time to complete the task and achieve the expected results. And how do you use your spiritual, emotional and mental qualities to achieve better results? Analysis Stage Six: Your Personal Situation Your job as a salesperson and your professional life are directly related to your personal life, but do you give them equal attention? The best salespeople are able to harmonize work and personal life in such a way that the boundaries between them disappear. We can say that the profession and personal life of the seller complement each other. As you analyze your personal situation, you should take an impartial look at your family and contacts with people. Are you married or single? Are you divorced or perhaps a widower? Are you happy? Think about whether you want to stay in an existing union for the rest of your life? What do you do every day to be in a different position in a month or a year? You are responsible for your position. It is you who controls your life. Regardless of who you are and what you do, how and with whom you maintain relationships, you have made your own choice. After all, life is not a rehearsal. We ourselves are actors in this performance. You will not make a sales career until you solve the problems in your personal life. Do you have any children? How old are they? How are they with their studies and personal affairs? If the children are still young, what are your plans for their future? Do you want them to get a university education? Have you taken care of the financial support for your children's studies? If not, when will you start saving money for their education? For many, children are the strongest motivation for activity. Truly superhuman efforts are often made to provide children with a better future. What material and spiritual needs of your children can you meet? How do you see the condition of your house or apartment? 16

17 Everyone certainly dreams of the perfect home. And you? Are you satisfied with your current home or are you hoping for something better? If yes, how are you going to implement it? Where do you think you will live in two, three, five years? Know that under a lying stone and water does not flow. If you want to correct the present situation, you must do something. Make a list of all your possessions. What car do you have? Does it meet your requirements? Would you like to have a car bigger, better, faster than this one? Where are you going to get the funds for it? How are your wardrobe, jewelry, furniture, appliances and other personal possessions? You can do the following experiment. Make a list of everything you would like to have in life and what you would like to enjoy. Don't worry about the funds for all this. The most important part of the experience is the boundless creative attempt to create more living space. If you are married, sit down with your partner and write down everything you need and wish you had. The longer and more complete the list is, the more you will focus on work and develop more energy in yourself to achieve large earnings and incomes that would allow you to realize these dreams. Imagine that the answers to all the questions asked are the elements of the mosaic that you poured out of the box onto the table. Take a look at the individual elements and gradually begin to add up the big picture. Pick it up piecemeal. In the same way, you can piece together a wonderful life from the pieces of the past, present, and planned future, and use it to prepare one big plan for the future. If you work out a personal strategic plan of action, then thanks to it you will be able to quickly achieve your goals. DETERMINING FACTORS OF SUCCESS All events are subject to the laws of cause and effect. There are no accidents. Both success and failure are the result of some cause. Success in trading is an expected result that has a specific reason. And he's pretty much predictable. One of the biggest achievements in connecting personal and professional success was the discovery of the theory of the determinants of success. Here we are talking about each factor that decides the question of the prospects or futility of a company or person. A wrong decision in one matter will be enough to jeopardize the entire enterprise. Luckily, there are only 17

18 multiple factors. But always, as soon as there are problems in business, the main reason is mainly an inattentive attitude to one of the success factors. This book talks about the determinants of success in trading. These include: finding new clients, scheduling appointments, identifying the problem and proposing solutions, presenting, overriding objections, closing the deal, working out the formalities, and getting things done right. Deficiencies in one of these areas can reduce intended success or lead to failure. Each of these abilities must be mastered in the best possible way in order to be able to use them in other situations. The theory of determinants of success is applicable to many situations in life. We meet the determining success factors in professional activities, in the family, in maintaining health and physical fitness, in matters of financial well-being, etc. In order to have exceptional results in each of these situations, it is necessary to establish which factors in a particular area depend on success. Then you must analyze, on a scale of one to ten, what you are capable of in each of these areas. Based on the results obtained, you can draw up a plan for professional development. Remember that in the first place you should pay attention to those factors that deserve the lowest rating. Let's say that you scored seven points for your performance in all areas assessed by the determinants of success, and in only one area you had to be satisfied with a mark of three. It is this trinity that determines the results that you will achieve in all other areas, using your various abilities. This assessment will determine the boundaries of your earnings and income. Your weakest determinant of success will indicate the fullness of your achievements in all areas. Let's say you're doing a great job with everything else, you only have problems with the organization of working time. Your inability to properly manage your time negatively affects all trading results. You spend too much time on unproductive activities, and as a result, you have too little time left for the things that are essential for a successful sale. You have too little time for better and more promising clients. This can jeopardize your future sales career. The same applies to traveling salespeople. You may be exceptionally successful in all subsequent phases of the sale, but when you are unable to connect with a new potential buyer, this weak point can cause a sudden 18

19 the end of your career. What factors determine your success? What are the determining factors for success in your profession? How would you rate yourself on a scale of one to ten in each specific area? What area of work do you feel most confident in? If you don't know how to evaluate yourself, ask your management, colleagues or even clients! Take your self out of the game. Your career depends on how sincerely you can answer these questions. One salesperson who attended my seminar took this advice too much to heart. He asked a trusted buyer at what stage of the sales process he was making mistakes. The buyer was convinced that the seller wanted to hear the truth, that he would not be offended or offended, and answered; You ask good questions, but as soon as I start answering, you interrupt me and start praising your product yourself, like a hurdy-gurdy. The seller was very surprised by the words of the buyer. He did not notice that he did not allow the interlocutor to insert a word. Of course, he did it unconsciously, but, unfortunately, this is what most people do. After this conversation, the seller wanted to know more about himself and asked other customers from whom he heard the same thing. It was this information that helped him think about his behavior and eventually influenced a significant increase in his income. When you ask others to evaluate your behavior and you don't really like the answer, you should not be offended or angry, just ask to be explained in more detail. If your interlocutor reproaches you for something that you do not yet understand, ask to explain it with an example. Don't make mistakes, don't argue with him, and don't make excuses. Just listen and remember his answer. If you get into the habit of it and regularly ask others about how you look in the eyes of others, you will be surprised how important everything you have learned turns out to be and how useful it can be. With this information, you can start working on yourself right away. Don't waste energy defending yourself or making excuses. What did you find out while doing personality analysis, in what area of activity were you the best? What is your exclusivity as a seller? How are you different from your competitors, how are you better than them? What is your excellence in your field of work? Why Customers Should Buy Product 19

20 from you, and not from another seller from yours or a competing firm? Each person has abilities, thanks to which he can achieve fantastic results in a certain field of activity. You can be an excellent salesperson if you discover some exceptional qualities in yourself and work to develop them further. Focus on defining and improving them. You can use your abilities directly in working with the client. Perhaps your trump card is remarkable personal qualities and the ability to listen carefully to the needs of the client. Good sellers often say: Dear buyer, you can probably buy the same product from someone else, but there is something that no one else can offer you. Except me! If you buy this item from me, you will get my identity for it. If you find a better deal anywhere, I'll be glad if you take advantage of it. Think also about your appearance. How do you look in the eyes of your client? Evaluate your costume, additional accessories and general appearance. Look at yourself in the mirror and ask: Do I look like the best salesperson in my field? If you have questions or uncertainty, ask others for advice. Ask people around you what you need to do to look your best. If you don't get offended, you will always receive valuable guidance that will help you improve your appearance. To create a solid personal work plan, you should spend a lot of time detailing your values and setting priorities and ideals. Carefully analyze all aspects of the current situation in personal relationships that affect your professional activities. The more accurately and carefully you do this, the more objective the picture of the current state of affairs will be. This will give you a basis for thinking about where to look for a starting point and what means are needed to achieve your goals. Through this procedure, you will achieve success faster and thus increase your sales volumes. ENTERPRISE ANALYSIS Top salespeople spend a significant amount of their time getting to know their firm thoroughly. They know when the company was created, what positions the most important persons occupy in it, who has what competence, who has a decisive vote. They know the structure of the work of departments, and they are well informed about everything that concerns the company in which they work. Regardless of the size of the firm, you need to know what products it sells, what are the main customer groups and markets 20

21 sales with which the staff of the firm works. Well, if you know what the beginning of their activity was like and what they were selling then. You should know the main products and markets for the last three years. What has changed in the company since then? What trends are noticeable in the company, who are the main buyers? What important products, customer groups and markets will your firm serve? It is said that there are three types of people: the smaller group are those who do something and achieve something, a slightly larger group are those who observe, and the largest are those who constantly ask: What is happening anyway? If you want to be a man of action, you must keep a close eye on what is going on around you. What development plans exist in your firm? What goals should be achieved, what should be avoided, what should be changed in the current market situation? What values are professed in your company? What principles? These may be written or unwritten rules, but they must exist. They show up in relation to employees and customers. Think about what these people mean to the firm. The values you profess are the foundation of your personality. Your company's values are the basis of its reputation. Ideally, your values and those of your firm should be in harmony with each other. In any case, there should be no conflict or contradiction between your value systems. It is very difficult to work for a firm that cultivates values that are not acceptable to you. You must be precise about your value scale and the firm's priorities. Pay attention to whether they are consistent with each other. What is the marketing strategy for your company? Why are the products offered by the company exclusive? In what industry does it outperform its competitors? In what area of activity did you achieve particular success? What does your company do better than others? Each person or enterprise is created to fulfill a specific purpose and perform certain functions better than others. All processes, affairs and services are connected with this special purpose. Just as you have exceptional ability, your firm dominates the market in certain areas. Think about these areas. What is your firm's position in the market? This question is as essential as each of the success factors in your sales job. One of the biggest reasons people buy or don't buy is the reputation of the firm. If you are a representative of a company that has earned its good name, you can easily negotiate with the buyer and sign contracts. 21

22 The bad reputation of the firm can destroy the results of all your incredible efforts. Imagine that you work for a company that ranks fourth in the industry. This means that there are three best firms that offer similar products or services, but of better quality. But there are still other firms that are considered worse than yours. The position of the firm determines primarily the amount of income and remuneration of employees. What is the position of your company? The question of the quality of goods and services is usually decided by customers. The client's opinion about quality, for which he would pay more in comparison with other offers, changes over time. The quality is affected by the product itself, and related services, and even the way it is sold. The ratio of price to accepted value can also be part of the quality assessment. In other words, a moderate price can positively influence the assessment of the quality of a product, while an overpriced one can worsen the opinion about it. In any case, you should learn how the customer defines expected quality before using product quality rating as an argument in a conversation. Each company has a classification according to which the personal qualities of employees are formally or informally evaluated. How were you evaluated? And the main question: how can you increase your productivity, become better? There is a direct relationship between your earnings, profits and quality scores. A place at the top should be one of your goals. Of course, in one night you will not jump from fifth place to first, first you will move to fourth, then to third, and so on. Your interest in improving quality is just as important to your career as your firm's interest in ranking higher in the marketplace. This is what defines success. How can this be achieved? MARKET ANALYSIS Every strategy boils down to a market capture strategy. Each strategic plan aims to achieve the best results in the competitive struggle for the market. The goal is to win the client and win over the competition. Its achievement and improvement of results is impossible without an appropriate strategy. The condition for success is the organization and streamlining of all actions, only in this way can income be increased. Most sellers succumb to the so-called business day offset model. They focus their energy on working out the allotted time and evaporating. And not for a second 22

The 23 will think about what might happen in a month or a year. When you add a personal strategic plan to the results of market analysis and this will serve as the basis for your actions, then you will move on to the manager model, i.e. you will determine the direction of your career yourself and will not be a passive seller, like most of your colleagues. To compare your products or services with those already on the market, first of all answer the question: what is their position compared to other products or services that are available on the market? Market development analysis has a radar function, i.e. constantly controls this market. Therefore, you can focus your efforts accordingly in order to achieve your goals and choose the best buyers to whom you can quickly and easily sell your product. You should read the chapter on this subject in particular detail in order to assimilate the topics and concepts contained in it. SMART ENERGY USE The basis of strategic planning is to achieve a certain goal using a certain amount of energy. The meaning of market analysis is to develop such abilities and take such actions in order to achieve optimal results with a given amount of energy. Below are two metaphors that will help you maximize sales in your industry. This is a metaphor for a money tree and a metaphor for a farm. The Money Tree Metaphor The metaphor of the money tree is this: think of each individual customer as a likely money tree with many branches that will someday bring you profit and positive feedback, not only in terms of working for the firm, but in many other ways. This is sometimes referred to as the salami tactic. During the first contact with the client, do not try to take a big step, try to convince him to give you only a thin slice of what another supplier is now receiving. This thin slice will give you the opportunity to familiarize the client with your services, you can offer him, for example, an accelerated contract, superior products, lower prices or small benefits to show him all the benefits of your firm's offer. Thus, you are holding one branch of the money tree in your hands. If the client is happy, contact him again and try 23

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The book of successful sales specialist Brian Tracy will introduce the reader to unique financial secrets and strategies that can significantly increase the sales of any product or service.

Description of the book "Psychology of Sales"

Brian Tracy has been a resounding success and shares his secrets with a wide audience. In The Psychology of Sales. How to quickly and easily increase sales in any market ”, the author provides proven sales techniques and methods that can be safely used in practice. He is convinced that behind every commercially successful product is not his perfect knowledge, but a strong personality. Tracy helps develop the skills necessary to run a successful business, and also answers the following questions that are relevant for any marketer:

What are the important qualities that a professional trader will need?
How to deal with indecisive buyers?
Is it important to set goals and objectives in order to achieve success?
How to choose the right product or service direct selling?
Why do top sellers earn several times more than others?
What is the "Law of Six" and how can it help?
How to answer customer questions correctly?

A significant place in the book is given to the nuances of communication with potential buyers and their signals, which every successful seller must recognize. The author teaches to identify "your" customers, keep their attention, speak correctly about the price of the product being sold, and effectively complete any transaction. The publication will be relevant not only for sellers and marketers, but also for businessmen who operate in the field of trade.

Why the top 20 percent earn 16 times more than the rest on average
Ten qualities of a successful sales agent.
Buying psychology - how to dispel buyer's doubts about why goal setting is so important for sales success.
How to answer the 9 most common customer questions.
The Law of Six and how it can help you. A strong sales person is far more important than product knowledge or sales skills. Brian Tracy will help each of you acquire the qualities necessary for successful sales.

Download The Psychology of Selling by Brian Tracy

Buy the book “Psychology of sales. How to Quickly and Easily Increase Sales in Any Market” is available on the Ozon website.
You can download Brian Tracy's Psychology of Sales audiobook for free via Yandex.Disk (an audio seminar from Audio-Consult publishing house).

Brian Tracy on sales

“The difference between leading specialists and middle managers is not as significant as you used to think. Leading people just take a small step forward every day, every time they strive to be at least a little better.

In The Psychology of Selling, Tracy explains what you need to do to achieve professional success.

In order to communicate with potential buyers, you first need to love and respect yourself. As long as you don't consider yourself, no one will.
All your life you work only for yourself - from the first job, ending with retirement. Believing that you are working for another person is a serious mistake.
Well-paid people are most often focused on success, which is why they are set to overcome obstacles and find constructive solutions.
Make time for self-development. Listening and watching educational programs in your spare time is just as effective as a full-fledged university education.
If you don't develop your skills and abilities, you will fail once you meet a person who does. So you can miss not only the sale, but also a profitable offer or position.
How to make a person want to make a purchase? Pay attention to its results and benefits, but do not argue about the price - this will only extinguish the desired mood.
The path to success is thorny and winding. For any achievement, you must pay in advance. Remember this, and you will be able to become a sought-after sales agent.
Give a potential buyer the opportunity to try out a new product or service before purchasing, this will increase the chances of a sale.
Go to bed on time before a work day. Remember: at night you need to sleep at least eight hours, and it is better to get up early.
Consider the peculiarities of the functioning of the right hemisphere of the brain - it is with its help that purchase decisions are made.

About the Author – Brian Tracy

Brian Tracy was born November 27, 1944 in Canada. Dropped out of school as a teenager and took a job as a laborer, also worked as a sailor on a ship that traveled around the world. After working on the ship for eight years, the guy returned and got a job as a sales agent in a small investment firm. In 1969, when Tracy was 25, he became assistant to the president of the company. But Brian did not stop there - he was engaged in importing cars, worked in trading companies and advertising agencies, and also worked on creating his own self-development methodology.

His unique methodology, published in 1981, was called "Psychology of Achievement". The business of the entrepreneur went uphill - in 1984 Tracy created his own company called Brian Tracy International. He began to publish literature and create trainings on business psychology. Currently one of the top 10 business coaches, Tracy runs iLearningGlobal, an online training company and his own university, which trains sales managers and entrepreneurs remotely.

Currently, Tracy lives with his wife Barbara in their own cottage in San Diego. He has published over 40 books, delivered over 5,000 lectures and developed 30 video tutorials that have been translated into 20 languages. About 300 thousand people a year attend his classes. Brian Tracy gives advice to his students and followers:

“Always dream big, set a goal and go towards it every day. The main thing is never turn off the intended path, and then it will be impossible to stop you.

Career

early years

Initially, he lived in a poor family. Dropping out of school shortly before graduation, Tracy took a job on a steamboat and traveled the world for eight years, visiting more than eighty countries on five continents.

Leaving his job as a laborer, Tracy took up sales. At first, he learned from more successful colleagues, but by the end of his first year on the job, he was promoted to senior salesperson. Two years later, at the age of 25, he was already vice president and supervised 95 subordinates.

Later career

Brian Tracy's book "Achieving the Maximum" was included in the list of 50 classic books on motivation and leadership "50 Success Classics" Classics (2004).

In March 2008, Tracy and his business partners created iLearningGlobal, which provides online training and seminars. .

In 2010, he founded "Brian Tracy University" - an online course for entrepreneurs, businessmen and sales managers. Among Brian Tracy's clients are world-famous companies such as Arthur Andresen and.

Brian Tracy holds bachelor's degrees in commerce, master's degrees, and is president of Brian Tracy International, headquartered in San Diego, with associate members located throughout the US and around the world.

A family

Wife Barbara Tracy, four children (Christina, Michael, David, Katherine).

Quotes

“It is sad that people are poor because they have not yet decided to be rich. They are overweight and in poor physical shape because they have not yet decided to be healthy and athletic. People waste their time because they have not yet decided to spend their time productively in whatever they do.”
“The solution to family and parenting problems is simple: spend more time with the people you love and care about.”
"Tall people get along with almost everyone"
"Change your mind and you will change your life"
“No one is better than you. Nobody is smarter than you. They just started early."
"To fly with eagles, do not graze with turkeys!"

Bibliography

Editions in Russian

Brian Tracy Reaching the maximum. Strategies and Skills that Will Unlock Your Hidden Powers to Succeed = Maximum Achievement: Strategies and Skills that Will Unlock Your Hidden Powers to Succeed. - M .: SmartBook, 2012. - 315 p. - ISBN 978-5-9791-0272-6
Brian Tracy Reaching the maximum. 12 Principles = Create Your Own Future: How to Master the 12 Critical Factors of Unlimited Success. - Minsk: "", 2011. - 352 p. - ISBN 978-985-15-0962-7
Brian Tracy 100 Iron Laws of Business Success = The 100 Absolutely Unbreakable Laws of Business Success. - M .: "Alpina Publisher", 2010. - 256 p. - ISBN 978-5961411218
Brian Tracy, Campbell Frazier Achievement technology. Turbocoaching by Brian Tracy = TurboCoach: A Powerful System for Achieving Breakthrough Career Success. - M .: "Alpina Publisher", 2009. - 224 p. - ISBN 978-5961410440
Brian Tracy Eat the frog! 21 ways to learn to be on time = Eat That Frog! 21 Great Ways to Stop Procrastinating and More Done in Less Time. - M .: "Alpina Publisher", 2009. - 160 p. - ISBN 978-5961411386
Brian Tracy Crunch Point: The 21 Secrets to Succeeding When It Matters Most. - M .: "Alpina Publisher", 2009. - 176 p. - ISBN 978-5961411249
Brian Tracy Time management by Brian Tracy. How to make time work for you. - M .: "Alpina Publisher", 2009. - 304 p. - ISBN 978-5-9614-1564-3
Brian Tracy Turbostrategy. 21 Ways to Improve Business Performance = TurboStrategy: 21 Powerful Ways to Transform Your Business and Boost Your Profits Quickly. - M .: "Alpina Publisher", 2009. - 192 p. - ISBN 978-5-9614-1004-4
Brian Tracy growth formula. Best Strategies for Successful Entrepreneurs = The Way to Wealth: More Success Strategies of Wealthy Entrepreneurs. - M .: SmartBook, 2009. - 272 p. - ISBN 978-5-9791-0109-5
Brian Tracy Live to 100. 21 secrets to lose weight, be energetic, feel great and live better in every way. - M .: SmartBook, 2008. - 80 p. - (21 steps to success). - ISBN 978-5-9791-0060-9
Brian Tracy Become an outstanding manager. 21 ways to effectively manage a company and build a team of professionals. - M .: SmartBook, 2008. - 80 p. - (21 steps to success). - ISBN 978-5-9791-0061-6
Brian Tracy Five star seller. 21 Ways to Sell Even Better = Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets. - M .: "Alpina Publisher", 2008. - 160 p. - ISBN 978-5-9614-0773-0
Brian Tracy X idea. How to Start and Succeed in Your Own Business = The Way to Wealth: More Success Strategies of Wealthy Entrepreneurs. - M .: SmartBook, 2008. - 240 p. - ISBN 978-5-9791-0050-0
((book |author= Brian Tracy|title=Change your thinking - and you will change your life|original=Change Your Thinking, Change Your Life|publisher= Potpourri|year=2006|place=Minsk|series= Success!

|pages= 384|isbn=

Editions in English

Goals!: How To Get Everything You Want - Faster Than You Ever Thought Possible(2003) ISBN 978-1-57675-235-7
The Psychology of Selling: The Art of Closing Sales(1995) ISBN 978-0-7435-2069-0
focal point(2001), American Management Association, ISBN 0-8144-7278-8
Time Power: A Proven System for Getting More Done in Less Time Than You Ever Thought Possible(2004), American Management Association, ISBN 0-8144-7247-8
Something for Nothing: The All-Consuming Desire that Turns the American Dream into a Social Nightmare(2005) ISBN 1-59555-038-0
The Power of Charm: How to Win Anyone over in Any Situation(2006), American Management Association, ISBN 0-8144-7357-1
Eat that Frog: 21 Ways to stop Procrastination and get More Done in Less Time(2001) ISBN 1-58376-202-7
Get Paid More and Promoted Faster(2001) ISBN 1-58376-207-8
Victory!: Applying the Proven Principles of Military Strategy to Achieve Success in Your Business and Personal Life(2002) ISBN 0-8144-0750-1
Turbostrategy: 21 Powerful Ways to Transform your Business and Boost Your Profits Quickly(2003) ISBN 0-8144-7193-5
Getting Rich Your Own Way: Achieve All Your Financial Goals Faster Than You Ever Thought Possible(2004) ISBN 0-471-65264-4
Create Your Own Future: How to Master the 12 Critical Factors of Unlimited Success(2002) ISBN 0-471-25107-0
Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets(2002) ISBN 1-57675-175-9
Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople Everywhere(1995) ISBN 0-684-82474-4
The 100 Absolutely Unbreakable Laws of Business Success(2000) ISBN 1-57675-126-0
The 21 Success Secrets of Self-Made Millionaires: How to Achieve Financial Independence Faster and Easier Than You Ever Thought Possible(2001) ISBN 1-58376-205-1
Maximum Achievement: Strategies and Skills That Will Unlock Your Hidden Powers to Succeed(1993) ISBN 0-671-86518-8
Jones and the Salesman (1999)
Flight Plan: The Real Secret of Success(2008) ISBN 1-57675-497-9

Notable performances

September-December 2012 the largest ever tour in Russia organized by MB-Events
April 7-8, 2012 Moscow - business seminar at the World Trade Center
November 4,5,6,7, 2011 Kazan - Forum of Independent Entrepreneurs Amway
October 16, 17, 2010 Kazan - Amway Business Forum
March 26, 27, 2010 Moscow
March 28, 2010 Donetsk
December 14, 2008 Moscow, in the Luzhniki complex for Intway World Corporation

Author	Book	Description	Year	Price	book type
Brian Tracy	Sales psychology	The purpose of this book is to introduce you to ideas, strategies and techniques that you can immediately use and increase sales to such heights that you have never dreamed of before! Here you will find… - (format: 60x84/16 (~145x200 mm), 240 pages)	2016	227	paper book
Brian Tracy	Sales psychology	The book introduces ideas, strategies and techniques that you can immediately use to significantly increase sales. For a wide range of readers - Potpourri, (format: 60x84/16, 240 pages)	2014	291	paper book
Brian Tracy	Sales psychology	The book introduces ideas, strategies and techniques that you can immediately use to significantly increase sales - (format: 60x84/16 (145x200 mm), 240 pages.)	2014	252	paper book
Brian Tracy	Sales psychology	The book introduces ideas, strategies and techniques that you can immediately use to significantly increase sales. For shea - potpourri, (format: 84x108/16, 320 pages)	2014	239	paper book
Brian Tracy	Sales psychology	The book introduces ideas, strategies and techniques that you can immediately use to significantly increase sales - (format: 145x205 mm, 240 pages)	2016	237	paper book
N. I. Nedoshivina, E. P. Sukhareva	Sales psychology	The training manual provides the necessary theoretical information regarding the process of buying and selling at retailers. Knowledge of the patterns of this process contributes to the realization that ... - Phoenix, (format: 84x108 / 32, 224 pages) Secondary vocational education	2008	280	paper book
Gerald Manning, Barry Rees	The psychology of sales. The art of partnerships	The most popular textbook in the United States over the past 20 years provides a harmonious overview of time-tested principles and the latest methods for successfully doing business in today's ... - Prime-Eurosign, (format: 84x108 / 16, 320 pages)	2003	490	paper book
Joe Vitale		Imagine that you have mastered marketing and sales techniques that are like magic in their effect! For example, with the right words spoken at the right time, you turn ... - Eksmo, (format: 60x90 / 16, 272 pages) e-book	2010	199	electronic book
Joe Vitale	How to put the buyer in a trance. The new psychology of sales and marketing	Imagine that you have mastered marketing and sales techniques that are like magic in their effect! For example, with the right words spoken at the right time, you turn… - Eksmo, (format: 84x108/32, 224 pages)	2010		paper book
Igor Vagin	The psychology of prosperity. Business in Russian	Staying afloat in the troubled waters of Russian business is extremely difficult. What determines your commercial success? Of course, from effective negotiations, because any business begins with them, any ... - Peter, (format: 84x108 / 32, 352 pages) My own psychologist. Favorites	2004	250	paper book
Alexey Nomeyn		The main direction of this topic: increasing sales through emotions. But we will not only talk about this, but also capture a few more psycho-emotional aspects that affect sales - Publishing Solutions, (format: 84x108/16, 320 pages) e-book		50	electronic book
Alexey Nomeyn	Psychology of marketing and sales	The main direction of this topic: increasing sales through emotions. But we will not only talk about this, but also capture a few more psycho-emotional aspects that affect sales - Publishing Solutions, (format: 84x108/16, 320 pages)			paper book
Cialdini Robert	Psychology of influence	A classic of business literature, a world bestseller and a reference book for ambitious politicians, managers, advertisers, marketers and anyone who wants to convince and get their way. The author of the book, doctor ... - Eksmo, (format: 84x108 / 16, 320 pages) The path of the leader. Legendary bestsellers	2017	923	paper book
Yuri Chernikov	Psychology as a business. How can a psychologist unwind himself	The author is a student of well-known business coaches Nikolay Mrochkovsky and Andrey Parabellum. In this book, he gives step-by-step instructions for organizing a psychological business in modern conditions ... - Peter, The path to health electronic book	2013	120	electronic book
Heidi Grant Halvorson, Tori Higgins	Psychology of motivation. How deep attitudes affect our desires and actions	What is this book about Why do some people throw themselves into everything new with their heads, while others are cautious to the last? What don't many books on motivation take into account when they tell you to "be an optimist"? How to learn ... - Mann, Ivanov and Ferber, (format: 60x90 / 16, 272 pages)	2014	643	paper book

Portal for the student. Self-training

Brian tracy psychology of sales summary. brian tracy effective sales techniques

transcript

Description of the book "Psychology of Sales"

Download The Psychology of Selling by Brian Tracy

Brian Tracy on sales

About the Author – Brian Tracy

Career

early years

Later career

A family

Quotes

Bibliography

Editions in Russian

Editions in English

Notable performances

see also

Notes

Links

Other books on similar topics:

Portal for the student. Self-training

transcript

Description of the book "Psychology of Sales"

Download The Psychology of Selling by Brian Tracy

Brian Tracy on sales

About the Author – Brian Tracy

Career

early years

Later career

A family

Quotes

Bibliography

Editions in Russian

Editions in English

Notable performances

see also

Notes

Links

Other books on similar topics:

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