AMACOM, October 2013
A million excuses can block you from achieving your sales and income goals. A tough economy, Internet price-cutting, skeptical customers . . . you name it.
But consider this: The top 20 percent of salespeople reel in 80 percent of sales, no matter the obstacles. They get predictable, exemplary results in fluctuating conditions. And you can too when you master the all-time best sales techniques ever created!
From a world-renowned selling guru, whose own rags-to-riches story has motivated struggling salespeople everywhere to toss out random tactics and focus on what really works, Unlimited Sales Success is the selling professional's bible of the most crucial, hard-won, powerful sales lessons ever learned. Now Brian Tracy is teamed with his sales executive son Michael to lay bare the fundamentals of selling in today's complex, relationship-driven sales arena, identifying the best practices of top performers, including:
• 7 ways to spot (and avoid) a poor prospect
• Mental exercises that convert rejection into a spark to keep going
• How to merge relationship, consultative, and educational selling
• The single most powerful question you can ask your customer
• Practice tips to improve your presentations and triple your sales
• The potent tool that can instantly turn indifferent customers into buyers
• What to say when your customer complains about the price
• Why "Let me think about it" is customer-speak for "Goodbye" -- and how to avoid hearing those words
• The 7 key techniques that account for 90 percent of all closes
• How to ensure repeat sales in our "recommendation nation"
• The real reasons why customers defect
• Strategies for shifting your attention from low- to high-value activities
• How to double the time you spend face-to-face with qualified prospects, and reap the rewards
• Plus much, much more!
Self-assessments, sample dialogues, stories that demonstrate great selling in action, helpful exercises, and Brian Tracy's trademark jolt of inspiration will all hammer home the book's invaluable ideas and techniques and help you quickly adopt them as your own.
All great salespeople start at the bottom, unskilled and insecure. They learn to excel not by using tricks or so-called "secrets" -- but by matering the tried-and-true sales skills that consistently deliver the performance and earnings you've always dreamed of. Put these skills to work -- and enjoy your rewarding journey to the top.
Hardcover | ISBN: 9780814433249 | Publication Date: October 2013
"This fast-paced, informative book is loaded with great ideas to
make more sales faster -- written by the top sales trainer and
'guru' in the world today."
-- T. Harv Eker, #1 New York Times bestselling author of Secrets of the Millionaire Mind
"Brian Tracy is THE master at delivering relevant, usable,
practical content that truly makes a positive difference in your
sales results. If you are currently in sales, or even considering
a career in sales, this book should be a front and center addition
to your library!"
-- Dr. Tony Alessandra, member, Sales Hall of Fame and Speakers Hall of Fame; author of Non-Manipulative Selling and The Platinum Rule for Sales Mastery
"The art of sales is continually evolving, and for sales
professionals worldwide, Unlimited Sales Success is a must-read
for staying ahead of the curve. Brian Tracy is unquestionably one
of the world's most revered masters in achieving success, and this
book, with its unfailingly smart strategies and techniques,
reflects his supreme knowledge and innate understanding of every
facet of successful selling. If you are anywhere in the sales
industry, reading this book is not an option -- it's a necessity."
-- Ivan Misner, Ph.D., New York Times bestselling author; Founder, BNI
"Unlimited Sales Success contains every tip, tool, and
technique you need to take your sales results to the next level.
If you follow them, I guarantee you success will follow you."
-- Todd Duncan, New York Times bestselling author, Time Traps: Proven Strategies for Swamped Salespeople
"If sales professionals would simply read and apply the
practical principles in this book, they would achieve the great
success they desire. I have read many powerful books in my life,
and this is one of the best for sales professionals in any
-- Joseph Sherren, CSP, consultant, trainer, and internationally known speaker in more than 30 countries
"In this definitive book, Brian Tracy demystifies the sales
process. Use the techniques in Unlimited Sales Success and
in no time at all you'll be comfortable and confident in selling
any product or service -- and outperforming your peers!"
-- Kristin Arnold, keynote speaker, author of Boring to Bravo, and past president of the National Speakers Association
"Unlimited Sales Success is jam-packed with great skills,
strategies, and techniques designed to help you increase your
sales performance. A mix of foundational skills and the latest
cutting-edge ideas, it will enable you to outperform even in a
challenging market. Don't miss this book -- read it and reap
-- Don Hutson, coauthor of the #1 New York Times bestseller The One-Minute Entrepreneur, and CEO of U.S. Learning