Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople

by Brian Tracy

Book Overview

The most powerful system for sales success--from the author of the bestselling audiobook, The Psychology of Selling.

Strategy, tactics, and mental preparedness separate superior salespeople from the average--and with technological advances evening the competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader,...

• Format: Paperback
• Language: English
• ISBN: 0684824744
• ISBN13: 9780684824741
• Release Date: August 1996
• Publisher: Simon & Schuster
• Length: 432 Pages
• Weight: 0.91 lbs.
• Dimensions: 1.0" x 5.5" x 8.4"

Customer Reviews

Protein for the mind

I bought the hardcopy book on which this cd is based. Although the book was written over 14 years ago, Advanced Selling Strategies is still fresh, current for the times and Brian Tracy's best work on selling and perhaps, the best work period on the subject of selling that is on the available today. I started in phone sales back in 1993. Using the techniques Brian discloses, I went from tied for last place - 68th out of 68 people in March 1993 to 3rd out of 75 people doing about $100/day in sales to doing over $3,500/day in sales one month later in April 1993! Ultimately I got to over $100,000 in sales volume. Big improvement. His techniques work. The magic of Brian is that he helps bring out the inner power that lies dormant inside all of us while providing powerful sales techniques. His sales techniques are low key, friendly and non threatening to the prospect. Brian shows you how to change you self image as a sales person. Not just the hookey-pookey rah-rah positive stuff, but how to see yourself as a consultant rather than a sales person as well as how to see yourself as a success. Using the phrase, "I'm not trying to sell you anything." Has worked wonders in opening doors for me. Other phrases like, "That is an interesting question, why did you say that?" "How exactly do you mean?" "Why did you ask that?" Surprisingly are non threatening and get the prospect to open up. And I really benefitted from the 20 idea method for unleashing creativity. Spending an hour a day, every morning reading has made a major impact on my sales not to mention listening to tapes in my car and watching videos at home. Brian's mental techniques of practice, drill, rehearse along with affirmations and visualization helped me probably more than anything. I agree with Brian that with affirmations and visualization, your future in sales is UNLIMITED!!! Funny how whenever I stop for any reason, the results stop as well. Sort of like going to the gym. Or put another way, if you don't u se it, you'll lose it. A daily mental aerobics program of affirmations and visualizations will make you and keep you mentally fit and breaking sales records. Goal setting gets beat to death by almost every trainer, but nobody does it as well as Brian. Teach it properly that is. Lastly, this book and these skills will help every salesperson regardless of the type of sales you do. Along with Advanced Selling Strategies I also recommend The Psychology of Selling, Maximum Achievement. 24 Techniques To Close The Sales and Be A Sales Superstar also by Brian Tracy.

Exceptionally professional & practical - top notch salesmanship here!

Brian Tracy's very detailed, thoughtful pro selling book is a "salesman's best friend", and along with books from others such as Schiffman and Gitomer, is essential for successful salesmanship. What impressed me most about this book is the experience that comes through; Tracy is an authentic, proven sales professional who reveals hundreds of techniques that are crucial for successful salesmanship. If I was a sales manager, I'd require all new sales reps to read this book, and make elements of it the foundation for sales training programs. As a sales trainer, I recommend this book to all my clients worldwide, as it's very detailed, advanced, non-gimmicky, and intelligent. Unlike other books, this doesn't have the old-school cliche'd "rely on different phrases" substitute for salesmanship; instead Tracy offers us a rare, advanced glimpse into the inner workings of a true sales professional. This one's a winner and a must-read, I still periodically re-read it myself and pick up new insights I use in my own sales processes. Terrific book, this is one of the top 10 on sales I'd recommend to anyone who wants to become more successful (regardless of experience!) in their salesmanship. Nice work - thanks, Brian!

The only book on selling that you need

Brian Tracy offers all the sales tools you will ever need in this outstanding book Advanced Selling Strategies: The proven system of sales ideas, methods and techniques used by top salespeople.Even though thousands of sales books have been written, consultant, author and trainer Brian Tracy believes that the selling process can be simplified and broken down into three key elements:1) Prospecting. This is the beginning of the sales process and the most important. If you have enough qualified prospects in the front end of your sales pipeline, you'll almost inevitably get enough completed sales out of the other end of the pipeline.2) Presenting. Your ability to establish rapport and trust, identify the true needs or problems of the prospect, and then showing your prospect that your product or service is the ideal solution to their needs is your key to sales success.3) Closing. In golf they say, "You drive for show but you put for dough." In sales, you prospect and present for show, but you close for dough. Your ability to overcome the final objections and get your customer to take action on your offer is the critical part of modern selling.In Advanced Selling Strategies, you will learn all about Prospecting, Presenting and Closing. You will also learn much more like gap analysis, beating the competion and how to lead the field.Although I have many good books on selling, if I had to choose just one, if I had to throw the rest away and keep only one, Advanced Selling Strategies by Brian Tracy would be the one I would keep.This book, if you use it properly, will turn you into a sales champion.

This is a must read book for all sales people.

This book tells you the styles, tactics and different ways of selling, it shows the way marketers react to sales and how they make their sales as well. After reading this book, i was changed for better.

PRAGMATIC & POWERFUL! DESERVES A HIGHER RATING THAN A 10!

I have been an astute student of Brian Tracy since 1989. My introduction to Mr Tracy was "The Pyschology of Selling" and "The Phoenix Seminar-Pyschology of Achievement" . His programs have made a powerful impact on my life, in my sales career and in personal relationships as well. I was able to rebuild myself from the inside out and completely turn my sales career around. I went from 64th out of 66 in my sales group to 3rd out of 75 in one month! Brian's books are as easy to read as his tapes are easy to listen to. If you want to jump start your sales career--this is the bok to buy!