Be a Sales Superstar by Brian Tracey: Summary & PDF

be a sales superstar book cover

Be a Sales Superstars teaches salespeople how to become a sales superstar both through the mindsets and the techniques of selling.

Full Summary

About The Author: Brian Tracy needs no introduction for most. He is one of the most popular self-help gurus, a high-ticket international speaker, and a world-renowned sales coach.

And here is is what it takes to become a sales superstar:

#1. Ambition

Top salespeople see themselves as being able to be the best.
Make a commitment to becoming among the best 10%.

#2. Courage

You can’t be great in sales without first conquering the fear of rejection and criticism. Repeat yourself “I can do it”

#3. Commitment

Top achievers commit to their craft.

Make a decision to commit to what you’re selling, commit to your company, commit to help your customers and commit to yourself.

#4. Professionalism

Top sales people see themselves as consultants.

This is important, Brian Tracey says, because how the person feels about you in the back of their mind is a key as to whether or not they’ll buy from you.

And if they feel like you’re a salesman, they might have some reservations.
If they feel like you’re a consultant, they’ll be much more open.

Brian Tracey says that people take you at your evaluation of yourself and then look for confirmation in your behavior. If you present yourself as a consultant people will tend to accept you as such.

I quote him for a great way of doing just that:

“thank you for your time, please relax, I’m not here to sell you anything, I see myself more as a consultant than a salesperson.
All I want to do is ask you a few questions and see if my company can help you in a cost effective way.
But I am more of a consultant than a salesperon”.

After such intro customers were far more open and more likely to buy and refer friends.

#5. Preparation

Sales superstars review all the notes before a sales call.

#6. Continuous learning

Top salespeople spend between 5 and 10 times more time and money on learning.

Brian Tracey also speaks about a friend of his who would not hire any salesperson who didn’t read and keep informing himself.

#7. Responsibility

Top salespeople see themselves as president of their own sales corporation and they view themselves as self-employed.

They refuse to make excuses or to blame anyone else for anything in their life they’re not happy with.

Their motto is: if it’s to be, it’s up to me.

If it’s to be, it’s up to me

#8. Make Every Minute Count

Top salespeople always ask themselves:

what’s the best use of my time now?

Brian Tracey also often repeats to turn your car and your commute into a learning opportunity: listen to audiobooks, CDs and make use of that time. I couldn’t agree more.

My Note:
It’s not just sales superstars who make every minute count, it’s every efficient person the whole world over.

#9. Sales Superstars Tips

And here is a list of what it takes to become a sales superstar:

  1. Act as if it were impossible to fail 
  2. Build long term relationships
  3. Build credibility with every prospect: a prospect you treated well and professional today is a customer tomorrow. A customer you treated well today is an evangelist tomorrow
  4. Handle objections effectively
  5. Apply the 80/20 rule to everything
  6. Keep your sales funnel full
  7. Set clear income and sales goals: and divide them by the hour
  8. Divide your territory strategically: always schedule your meetings geographically closer so you will meet more people per day

be a sales superstar book cover

Review

All material I have read or listened to from Brian Tracey is top notch, and Be a Sales Superstar is no exception.

You can read here a summary of what I liked the most from Brian Tracey here.
Or you can get Be a Sales Superstar on Amazon.

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