Originally published at: https://blog.12min.com/be-a-sales-superstar-summary/
21 Great Ways to Sell More, Faster, Easier in Tough Markets
Selling may seem like hard work, but in reality, it is a simple equation: your attitude plus your expectations equals achieved results. Or, in other words, to get the wanted results, you must create the circumstances needed for those results to appear.
Who Should Read "Be A Sales Superstar"? And Why?After 25 books concerning the art of selling, Brian Tracy takes another step in explaining the process and the possible ways for improvement and growth.
Not everyone is born as a sales superstar – but everyone can become one. And this book is paving the road for those who want to get there.
About Brian TracyBrian Tracy is one of the world’s top sales trainers, with over half a million salespeople in over 500 companies having learned his techniques. He has authored 26 books and has produced over 300 audio and video programs. His works have been sold in over 38 countries and translated into more than 20 languages.
It is a book recommended for everyone that needs practical guidance towards better results.
Some of the titles he authored are Successful Selling, Mastering Your Time, Get Paid More and Promoted Faster, and Eat That Frog!
"Be A Sales Superstar Summary"Selling – a concept many people are uncomfortable with, a word that describes the act of making one see the value of the goods sold, and how those goods will make their life better. We are all capable of finding positive traits in everything that surrounds us, and yet, not all of us are great sellers.
Then, you ask, what sets good sellers from bad ones? What is the secret of selling? What should you do to become better at it?
You can accomplish this working on improving the weak spots that stand in your way of becoming the world’s most excellent seller, as well as simultaneously through building positive attitude and belief in yourself. When it comes to identifying and improving your weaknesses, you must remember: your skills have taken you to a certain point, but you will not be able to get past that unless you conquer your weak spots.
Small steps can take you a long way - slight positive changes in specific skills can lead to a giant leap in the outcome and taking just a few pieces of advice can make a tremendous difference. Nowadays making progress is easier than ever. We are surrounded by a vast number of opportunities to develop and upgrade our skills.
Another thing that is the same for all brilliant sellers (aside from being conscious about their soft spots) is the power of belief they have: they believe in the companies they represent, in the products they strive to sell, the services they offer, their clients and most importantly they believe in themselves.
You cannot give what you don’t have: a client will not believe in your products’ worth if you don’t believe in it first. Good salespeople believe in what they do, they do it with enthusiasm, and find ways to transfer that excitement to the clients as well. It is a well-known fact that our realities are shaped and molded according to our inside world.
The single most significant characteristic of successful individuals is their positive outlook on life. Top salespeople, as well as other successful people, share this quality: they fill their minds with thoughts about their goals and wishes and think of ways to achieve them, a practice that sets them apart from average people that mostly focus on their issues, instead of finding constructive ways to solve them.
Those thoughts about success push them to see more opportunities, make more calls, stay persistent, and consecutively – sell more product. To put it in a nutshell: it all comes down to mindset.
The good news is that no matter your position now, the mind, as well as the body, can be exercised. And “Be A Sales Superstar” will show you how.
Key Lessons from “Be A Sales Superstar”1. Commit yourself to excellence 2. Prepare 3. The 80/20 Rule
Commit yourself to excellenceAll successful people are ambitious. They never settle for second best. It is logical, really – high expectations are another name for optimism. And optimism plays an essential role in goal setting, assessment of obstacles, and problem-solving.
Everyone starts from scratch, what distinguishes those that do well from those that do not is their persistence. It is the reason why ambition is an essential trait that employers look for.
PreparePreparation, along with persistence, is the key to becoming a true professional in every field. Salesmanship included. Professionals never leave anything to chance. They go through every detail that is in their power before they contact their client. Preparation for a sales call is done in three phases:
- The first step is conducting a pre-call analysis that consists of collecting as much possible knowledge about the prospect, studying its products, services, history, and market position.
- The next step is setting pre-call objectives and determining the things you want to accomplish with each taken call. At the end of this phase, you should continue to tailoring the questions according to the objectives and the previous analysis.
- The last step is the so-called post-call analysis. It follows right after finishing the call, and consists of writing down the information gathered from the discussion with the prospect. Contemplate on this report before making the next call.
The 80/20 RuleThe general 80/20 rule that most people know translates as 80 percent of the sales come from 20 percent of the clients. In this book, we get acquainted with a new version of this rule: 80 percent of the sales results from 20 percent of the salesperson’s actions.
Bad time management and putting your focus on many activities, instead of mostly focusing on those that are linked to actual sales, can be the reason why you have not climbed to the top of your profession yet. Choose your activities wisely, and nothing can get on your way to becoming a sales superstar.
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“Be A Sales Superstar” Quotes[bctt tweet="The person who asks questions has control." username="get12min"]
[bctt tweet=" Your ability to answer objectives effectively is a critical skill that will largely determine your level of sales and income. Your job is to master this skill." username=“get12min”]
[bctt tweet=“Do you want to increase your income? Then go to the nearest mirror and negotiate with your ’boss.” username=“get12min”]
[bctt tweet=“Preparation is the mark of the professional - in every field.” username=“get12min”]
[bctt tweet=“Small differences in ability in key areas can lead to enormous differences in results.” username=“get12min”]