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-Titulo Original : Be A Sales Superstar: 21 Great Ways To Sell More, Faster, Easier In Tough Markets
-Fabricante :
Berrett-Koehler Publishers
-Descripcion Original:
Brian Tracy shares the most important principles for sales success he has discovered in 30 years of training more than a half million sales professionals in 23 countries. Based on Tracy’s detailed discussions with top salespeople and his keen observation of their methods, as well as his own experiences as a record-breaking salesman, these guidelines address both the inner game of selling-the mental component-and the outer game of selling-the methods and techniques of actually making the sale. Concise and action-oriented, Be a Sales Superstar is a handbook for busy sales professionals, providing key ideas and techniques that will immediately increase your effectiveness and boost your results. Brian Tracy shows you how to: * Get more and better appointments, easier; * Build high rapport in the first few minutes; * Make better, more effective sales presentations * Close more sales faster than ever before Apply Tracy’s 21 great ways to be a superstar salesperson, and your success in selling will become unlimited. About the Author Brian Tracy is the top sales trainer in the world today. He has taught more than 500,000 salespeople his techniques, in over 500 companies. He has written 26 books and produced more than 300 audio and video programs, some of which have been translated into as many as 20 languages and are offered in 38 countries. His training programs are used by thousands of individuals in some of the biggest companies in the world (International Paper, Chevron, Bell Atlantic, A. E. DuPont, Apple, Royal Bank of Canada, US Army, and hundreds of others). Excerpt. © Reprinted by permission. All rights reserved. Introduction: Think Like a Top Salesperson This is a wonderful time to be alive and working in the profession of selling. Regardless of the ups and downs of the economy or temporary changes in your industry, there have never been more opportunities for you to achieve more of your goals-and enjoy a higher standard of living-than exist today by selling more of your products and services in the marketplace. And if anything, as you continually upgrade your skills, your situation is going to get better and better in the months and years ahead. The better you become at selling, the more opportunities will open up for you. According to Dr. Thomas Stanley, coauthor of The Millionaire Next Door, fully 5 percent of self-made millionaires in America are salespeople who have sold for another company all their lives. The way they became millionaires was quite straightforward. First, they became very good at selling. Second, they earned an excellent living as a result. And third, they saved and invested a substantial part of their incomes as they went along. So can you. My personal story in the field of selling is similar to that of many others. I started off with limited opportunities. My parents never had very much money. My father worked as a carpenter and my mother was a nurse, but they were not always regularly employed. I didn’t graduate from high school. In fact, I behaved so badly in high school that I was suspended and eventually expelled from three different schools. When I left high school, the only work I could get was laboring jobs. I washed dishes in the back of a small hotel, stacked lumber in a sawmill, dug wells, and worked as a construction laborer, carrying heavy materials from one place to another. I worked on farms and ranches and as a galley boy on a ship in the North Atlantic. Finally, when I couldn’t get a laboring job, I drifted into straight commission sales, selling office supplies from door to door. I wasn’t afraid to work, but hard work alone didn’t seem to be enough. I made hundreds of calls without making any sales. I used to run from office to office and from door to door so that I could see more people. But I was just barely hanging on by my fingernails. Then one day I began to ask, “Why is it that some salespeople are more
-Fabricante :
Berrett-Koehler Publishers
-Descripcion Original:
Brian Tracy shares the most important principles for sales success he has discovered in 30 years of training more than a half million sales professionals in 23 countries. Based on Tracy’s detailed discussions with top salespeople and his keen observation of their methods, as well as his own experiences as a record-breaking salesman, these guidelines address both the inner game of selling-the mental component-and the outer game of selling-the methods and techniques of actually making the sale. Concise and action-oriented, Be a Sales Superstar is a handbook for busy sales professionals, providing key ideas and techniques that will immediately increase your effectiveness and boost your results. Brian Tracy shows you how to: * Get more and better appointments, easier; * Build high rapport in the first few minutes; * Make better, more effective sales presentations * Close more sales faster than ever before Apply Tracy’s 21 great ways to be a superstar salesperson, and your success in selling will become unlimited. About the Author Brian Tracy is the top sales trainer in the world today. He has taught more than 500,000 salespeople his techniques, in over 500 companies. He has written 26 books and produced more than 300 audio and video programs, some of which have been translated into as many as 20 languages and are offered in 38 countries. His training programs are used by thousands of individuals in some of the biggest companies in the world (International Paper, Chevron, Bell Atlantic, A. E. DuPont, Apple, Royal Bank of Canada, US Army, and hundreds of others). Excerpt. © Reprinted by permission. All rights reserved. Introduction: Think Like a Top Salesperson This is a wonderful time to be alive and working in the profession of selling. Regardless of the ups and downs of the economy or temporary changes in your industry, there have never been more opportunities for you to achieve more of your goals-and enjoy a higher standard of living-than exist today by selling more of your products and services in the marketplace. And if anything, as you continually upgrade your skills, your situation is going to get better and better in the months and years ahead. The better you become at selling, the more opportunities will open up for you. According to Dr. Thomas Stanley, coauthor of The Millionaire Next Door, fully 5 percent of self-made millionaires in America are salespeople who have sold for another company all their lives. The way they became millionaires was quite straightforward. First, they became very good at selling. Second, they earned an excellent living as a result. And third, they saved and invested a substantial part of their incomes as they went along. So can you. My personal story in the field of selling is similar to that of many others. I started off with limited opportunities. My parents never had very much money. My father worked as a carpenter and my mother was a nurse, but they were not always regularly employed. I didn’t graduate from high school. In fact, I behaved so badly in high school that I was suspended and eventually expelled from three different schools. When I left high school, the only work I could get was laboring jobs. I washed dishes in the back of a small hotel, stacked lumber in a sawmill, dug wells, and worked as a construction laborer, carrying heavy materials from one place to another. I worked on farms and ranches and as a galley boy on a ship in the North Atlantic. Finally, when I couldn’t get a laboring job, I drifted into straight commission sales, selling office supplies from door to door. I wasn’t afraid to work, but hard work alone didn’t seem to be enough. I made hundreds of calls without making any sales. I used to run from office to office and from door to door so that I could see more people. But I was just barely hanging on by my fingernails. Then one day I began to ask, “Why is it that some salespeople are more
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