Based on more than 40 years of selling experience—in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable—by anyone. Highlighting practical, time-tested principles including: • The psychology of selling: your own mindset is just as important as your customer’s • Personal sales planning and time management: whether you work for yourself or someone else, great planning equals great success • Prospecting power: get more and better appointments • Consultative and relationship selling: position yourself as a partner with the account • Identifying needs accurately: you’ll know how to arouse their interest and overcome objections • Influencing customer behavior: learn what triggers quick buying decisions • Closing the sale: the five best methods ever discovered • And more Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional—starting today.
Most Helpful Customer Reviews
This is another book by the great Brian Tracy (and his son Michael in this case) that everyone remotely involved with sales should read. Dealing with everything from how to select the right prospect to spend your valuable time with; to what to say when the customer wants to talk about your price; to closing techniques this book is a virtual sales primer. I was especially interested in the chapter getting your first-time customers to that second and third order which is in my opinion one of the greatest challenges sales people face today. One on chapter the Tracys talk about the “new model of selling” which is based first of all on creating trust which as they say is the glue that holds relationships together. Then on developing a completely understanding of what the person/company wants and needs this is critical. And finally the thirds part of the “new model of selling” which is properly presenting your products or services making sure to match them...
I'm a massive Brian Tracy fan but this book was a real let down. Maybe it's my fault as I preordered the book without doing any research, but this book is just a rehash of his earlier work. Nothing new to mention, very disappointing. If you are new to Tracy then sure it's a great read but if you are a seasoned professional like myself then don't waste your money.
I still remember those old sales jobs I had. One was going door to door cold calling for people to switch their electric bill, and the other was with vector, selling knives- on a strictly referral basis. While they both promised training, fast promotions, and "training-provided", they all boiled down to this...."follow the script". I learned few practical communication skills. This book was a game changer for me. It actually taught me real sales skills, that go beyond "follow the script", and the rubbish catch-all advice given to cold call novices of it being "a numbers game". The truth is, becoming great in sales goes far beyond memorization and calling on as many people. You need to learn how to actually discover peoples needs, and meet them with your product. I would love to go to a brian tracy seminar, if he is still alive....
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