This work offers a summary of the book «ADVANCED SELLING STRATEGIES: The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere» by Brian Tracy.
Brian Tracy's advice to people in sales jobs is not to attempt to reinvent the wheel. When it comes to sales, there are many people out there who have done the job superlatively well, and it doesn't take much to learn from them. From improving your self-confidence, to finally closing the deal, Tracy lays out the key steps which should be undertaken when developing a relationship with your client, and preparing them for a sale. His advice will help you to think strategically and to empathise with your customer. He asks you to see yourself as a consultant, a problem solver, rather than a vendor. Unlike many sales guides, the advice in this summary is meticulously thought out and is often very subtle. In the section titled «How to Influence the Buying Decision» tips even include the way you dress, your posture and your vocabulary. «All top salespeople consciously and deliberately orchestrate every single element of their environments. This attention to detail is the mark of a true professional.» Brian Tracy
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