1985 Brian Tracy Psychology Of Selling Sales Training 6-Cassette Tape Program

Description: Yes we combine shipping for most multiple item purchases.Add multiple items to your cart and the combined shipping total will automatically be calculated. 1985 Brian Tracy The Psychology Of Selling The Art Of Closing Sales Training 6-Cassette Tape Program Action-Oriented Ideas and Sales-Tested Techniques that Can Make You More Money!IThe Psychology of SellingThe “winning edge” theory. The “inner game” of selling.Self-concept as a regulator A simple way to increase yourearnings. The six phases of selling. The single most significantindicator of your success. The best time to make a sale.Obstacles.2 Developing a Powerful Sales PersonalityCharacteristics of superior salespeople. Gaining tenextra years of income. Achieving wealth. Which products areright for you? Creating the profile for success, and living up toit. Your invisible helper. What is happening when everything isgoing right? Becoming unstoppable.3 Why People BuyThe foundation for all professional selling. The key tobusiness-to-business selling. The six sure-fire ways to un-cover needs. Identifying basic and secondary needs. The“spotlight” technique. Phrasing for success.4Creative SellingHow strategic selling works. A step-by-step process todetermine your greatest opportunities. The crucial questionyou must ask yourself. Timing sales for success. Great ways toget testimonials. The “20-ldea” method. Selling to “non-customers.”5Approaching the ProspectIf it works for Corning Glass... Getting undivided atten-tion. Planting the right questions in the customer’s mind. An-swering them. The selling temptation you must avoid. Buildingexpectancy. Correctly using the powerful “suggested influ-ences.” Five personality types.6The Sales ProcessAn opening question that both qualifies the buyer andintrigues him. The purpose of the presentation. Building yourcase. Stalling all price concerns until you’re ready for them.Five keys to effective listening. A three-step presentationmethod.7The Psychology of ClosingPlanning your close in detail. Its major requirements.A new look at buying signals. The role of fear. Five errors toavoid. What not to do. Primary obstacles to closing. The~dnlyform of pressure you should ever use. Avoiding the biggestsales killer. Tag-team selling.8When Objections Get in the WayThe basic rule about objections. Turning them around.The law of six applied to objections. Analyzing conditions. Ninecommon objections and how to demolish them. Show-off ob-jections. Subjective objections. The last-ditch objection. Thejust suppose .. sharp angle . instant reverse... and changeplaces closes.9Winning Closing Techniques—IThe ascending close. The law of six. Kindling desire.The invitational close. Overcoming price resistance. The law ofthe excluded alternative. Seven ways to handle price objec-tions. A way to smoke out the real objection. The suddendeath close. Finalizing a sale that was going nowhere.O Winnin9 Closing Techniques—IIiU The alternative close. The assumption close. The takeaway . . summary .. order sheet... relevant story... walkaway . . today only . go ahead ... and door-knob closes.Questions to ask yourself after every sales call. A billionaire re-veals the two requirements for success.n Managing Your Time EffectivelyThe basics of managing time. A simple formula thatputs things in perspective. Major time wasters. How to quitspinning your wheels. The essence of selling. Tips to increaseeffectiveness. How to start your day. When to end it. How to findsix new weeks a year.Ten Keys to Success in selling1Z What adversity shows you. The incompetent personof tomorrow. Selecting the right reference group. Shake-speare’s advice. Why you’re a genius. Tapping your enormouscreativity reserves. The Universal Maximum. A key of successby Baron de Rothschild. A lesson from the airstrip.NightingaleConantNIGl1TINGALE-CONANT CORPORATION7300 North Lehigh Avenue • Niles, IL 60714For salespeople on commission, the financial sky’s the limit!All it takes to reach the stratosphere of sales success isdesire, commitment and specialized knowledge. Youprovide the first two — let Brian Tracy supply the rest.By following master seller Brian Tracy’s instructions, you cantriple your income.The Psychology of Selling makes sure that, once you’vereached your goals, you never have to worry about staying ontop. Because you’ll have the skills to sell your way throughtough economic times, personal slumps and increasedcompetition.“Selling is an inner game,” Brian states, “and the differencebetween top performers and average ones is not as great asyou might think. Top performers just do certain things a littlebit better each day.”Here are a few of the many secrets Brian will share with youto make sure you become a top performer:♦Why the top 20% of salespeople earn 16 times the averageof the rest♦The ten characteristics of superior salespeople♦The psychology of buying♦How to break a prospect’s preoccupation4- Why goal setting is a key to sales success4 Six ways to increase effectiveness4 How to deal with a prospect’s nine most commonobjections4 The Law of Six and how it can help youA powerful sales personality is more important than productknowledge or basic selling skills, and Brian Tracy, in this“college level” course in selling, shares with you thepersonality profile of super sales professionals.If you truly desire to be the greatest salesperson that you canbe — that you were meant to be — let The Psychology ofSelling, the most comprehensive and most effective salestraining program ever recorded, sweep you to the pinnacle ofyour profession — and help you earn the BIG MONEY!Here is what salespeople in the field have been saying about,The Psychology of Selling-.It took me six hours to make a four hour road trip because I keptpulling off the road to take notes!—E.M. Shippenville, PAThe results have been spectacular. Two of my salespeople havebeen galvanized into effective prospectors and successfulclosers. Their attitudes and goal setting have made a giant leapforward.—C.B. Erie, PABrian Tracy is remarkable; he’s a genius! If I become a rich man,I’ll have him to thank.—T.A. Lafayette, LAThe set of tapes paid for themselves four times over the first dayof putting the concepts into action!—R.S. Newport Beach, CAOf all the tapes I’ve heard The Psychology of Selling is the best!—D.F. LaVerne, CAI listen to the tapes every day!—M.E. Pittsburg, KSBrian is one of America’s leading authorities on the art ofsales, the development of human potential and theenhancement of personal effectiveness.A dynamic and entertaining speaker, he has motivatedthousands of people toward peak performance and highachievement. His seminars on leadership, goals andstrategy, time management and success psychology drawcapacity audiences. As head of two companies, he hasconsulted with more than 500 corporations in the U.S.,Canada, Mexico, the Far East and Europe on marketing,creativity, corporate strategy, sales and organizationaldevelopment. 17466-BXi <

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