Be a Sales Superstars teaches salespeople how to become a sales superstar both through the mindsets and the techniques of selling.
Contents
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:
- Act as if it were impossible to fail
- Build long term relationships
- 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
- Handle objections effectively
- Apply the 80/20 rule to everything
- Keep your sales funnel full
- Set clear income and sales goals: and divide them by the hour
- Divide your territory strategically: always schedule your meetings geographically closer so you will meet more people per day
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.
About the Author: Lucio Buffalmano