Advanced Selling Strategies provides you with the techniques and tools used by top salespeople in every industry, methods that net immediate and spectacular results. This book explains how to develop the self-image to give you the edge in every sales situation; concentrate on the customer's emotional factors to ensure better sales results; and identify your customer's most pressing concerns and position your product or service to fill those needs.
©1995 Brian Tracy; (P)1995 Simon & Schuster, Inc. SOUND IDEAS is an imprint of Simon & Schuster Audio Divison, Simon & Schuster, Inc.
I never write reviews but I thought this was an outstanding title. Great insight into the psychology of selling and what makes people choose you over a competitor. Very easy to follow and nice anecdotal humor.
This is my first review. The author provides a clear overview of the selling process and thoughtfully applies techniques from multiple social science disciplines to show how to understand responses and tailor one's approach to ensure that both sales person and prospect have their needs fulfilled. Author offers an excellent non-manipulative approach to selling.
I found this audio book very easy to follow and it had information that you could use today to start increasing your book of business. Some / most of the information may be a bit basic for the seasoned professional but I found it to be a good refresher to bring my career back to basics and MUST for those new in the field.
The book is very good when it explains how to prepare for the meeting, how to adopt the atitude of a winner but nothing more. When it comes to the sales process reveals same old techniques that have been questioned by recent researches as: open questions are better than closed questions and 7 classical closing techniques. I was expecting more from Brian Tracy.
I would give it 1 star but I reserve 1 stars for books I don't even finish. This was my first experience with Brian Tracy. I've worked in Medical Sales for the last 5 years and I was looking for some new ideas or techniques to improve my craft. This was sales 101...actually it was high school level. I haven't read many books on sales but this was common sense stuff. It's super short so that's good but not worth the hour and a half.
One example is of a guy who was a poor sales performer and decided to become a top performer so he studied the top performers and started dressing like them. Once he started dressing like them, he became a top performer. A book on "Advanced" sales strategies doesn't need to spend 1/10th of the time talking about how to dress for success...that's elementary.
This book was solid. I think some of the concepts in the book are common sense, however, people forget about them. I liked it and would definitely recommend.
I also got Tracys, Closing the Sale book. I hope the narration is as good as this one.
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