Professional Documents
Culture Documents
PRODUCTS
SERVICES
OR
BOTH
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BUT WHAT
ABOUT..
Selling
Yourself ?
4
ARE YOU
BEGINNING
TO GET THE
MESSAGE?
WHO IS BRIAN
TRACY?
WWW.BRIANTRAC
EY.COM
A review of Brian Traceys web-site could
very easily lead you to the conclusion that
he walks on water.
My own criteria is simple: Would I pay to
hear him speak? Right now, the only
person on my pay to hear list is George
Carlin.
There is some good information in this
video---but you will have to decide if you
would pay to hear him speak.
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O.K.-
Lets
Review Brians
Message
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1.
1.
13
of Sales success is
psychological.
Top
salespeople are
OPTIMISTS.
They
OPTIMISM
Optimism
is a
result, or effect, of
the seven key
qualities of top sales
people
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They are
ambitious.
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AMBITION
A
strong desire to
gain a particular
objective;
specifically, the
drive to succeed or
to gain fame, power
wealth, etc.
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COURAGE
Everyone is afraid.
The best salespeople
do it anyway! Ask
for the sale
The top people
confront their
fears.
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They are
ambitious.
They are
courageous.
They are
committed.
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COMMITMENT.
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LAW OF
CORRESPONDENCE
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CONSULTANT STANCE
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FORBIDDEN PHRASES
I DONT KNOW.
NO.
WHY DO YOU
NEED TO KNOW?
THATS AGAINST
COMPANY POLICY.
YOURE WRONG.
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What
makes
people
remember
?
27
Positive Associations
Love, , Table, Fork, Pen, Stream, Wisdom, Stream, Flower, Zulu, Ruler, Blue, She
100%
1%
Die
3%
Move Away
5%
Seek alternatives
9%
Go to the competition
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2.
3.
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one hour in
selling each day.
Listen to audio
tapes in your car.
Take all the
training you can
get.
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SEVEN QUALITIES OF
TOP SALESPEOPLE-SUMMARY
1.
2.
3.
4.
5.
6.
7.
Be ambitious.
Be courageous.
Be committed
Be professional.
Be prepared.
Engage in continuous learning.
Be responsible.
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JUST
REMEMBER
YOU ARE
SELLING
YOURSELF!!!
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Use:
EVALUATION QUESTIONS
A.
Strongly agree
B.
Agree
C.
Disagree
D.
Strongly disagree
E.
Dont know
1.
2.
3.
4.
5.
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