Brian Tracy shares the most important principal for sales success he has discovered in 30 years of training more than 500,000 sales professionals in 23 countries.
Based on his detailed discussions with top salespeople and keen observations of their methods, these guidelines address both the inner and outer games of selling. Each chapter is dedicated to one principle, and all are time - and field - tested to boost sales and success.
Among them are Act as If It Were Impossible to Fail; Dedicate Yourself to Continuous Learning; Position Yourself as a Financial Improvement Specialist; Make Every Minute Count; Apply the 80/20 Rule to Everything; and Know How to Close the Sale.
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Get in line. Stay in line.
That line turned me off immediately. As an entrepreneur who quit his full-time corporate job to build a start up, the "Get in line, Stay in line" philosophy does not fit my situation and borders on offensive. I know people that have spent their whole careers "in line" just to have the rug pulled out from under them. Patience and blind loyalty to an employer may have been good career advice 20 years ago, but not today. If you are a sales manager who feels threatened by innovation and you just want to keep your troops from stepping out of line, you will probably love this book.
- Joseph Mahoney