Action-Oriented Ideas and Sales-Tested Techniques that Can Make You More Money!

IThe Psychology of Selling

The “winning edge” theory. The “inner game” of selling.

Self-concept as a regulator A simple way to increase your

earnings. The six phases of selling. The single most significant

indicator of your success. The best time to make a sale.

Obstacles.

2 Developing a Powerful Sales Personality

Characteristics of superior salespeople. Gaining ten

extra years of income. Achieving wealth. Which products are

right for you? Creating the profile for success, and living up to

it. Your invisible helper. What is happening when everything is

going right? Becoming unstoppable.

3 Why People Buy

The foundation for all professional selling. The key to

business-to-business selling. The six sure-fire ways to un-

cover needs. Identifying basic and secondary needs. The

“spotlight” technique. Phrasing for success.

4 Creative Selling

How strategic selling works. A step-by-step process to

determine your greatest opportunities. The crucial question

you must ask yourself. Timing sales for success. Great ways to

get testimonials. The “20-ldea” method. Selling to “non-

customers.”

5 Approaching the Prospect

If it works for Corning Glass... Getting undivided atten-

tion. Planting the right questions in the customer’s mind. An-

swering them. The selling temptation you must avoid. Building

expectancy. Correctly using the powerful “suggested influ-

ences.” Five personality types.

6 The Sales Process

An opening question that both qualifies the buyer and

intrigues him. The purpose of the presentation. Building your

case. Stalling all price concerns until you’re ready for them.

Five keys to effective listening. A three-step presentation

method.

7 The Psychology of Closing

Planning your close in detail. Its major requirements.

A new look at buying signals. The role of fear. Five errors to

avoid. What not to do. Primary obstacles to closing. The~dnly

form of pressure you should ever use. Avoiding the biggest

sales killer. Tag-team selling.

8 When Objections Get in the Way

The basic rule about objections. Turning them around.

The law of six applied to objections. Analyzing conditions. Nine

common objections and how to demolish them. Show-off ob-

jections. Subjective objections. The last-ditch objection. The

just suppose .. sharp angle . instant reverse... and change

places closes.

9 Winning Closing Techniques—I

The ascending close. The law of six. Kindling desire.

The invitational close. Overcoming price resistance. The law of

the excluded alternative. Seven ways to handle price objec-

tions. A way to smoke out the real objection. The sudden

death close. Finalizing a sale that was going nowhere.

O Winnin9 Closing Techniques—II

iU The alternative close. The assumption close. The take

away . . summary .. order sheet... relevant story... walk

away . . today only . go ahead ... and door-knob closes.

Questions to ask yourself after every sales call. A billionaire re-

veals the two requirements for success.

n Managing Your Time Effectively

The basics of managing time. A simple formula that

puts things in perspective. Major time wasters. How to quit

spinning your wheels. The essence of selling. Tips to increase

effectiveness. How to start your day. When to end it. How to find

six new weeks a year.

Ten Keys to Success in selling

1Z What adversity shows you. The incompetent person

of tomorrow. Selecting the right reference group. Shake-

speare’s advice. Why you’re a genius. Tapping your enormous

creativity reserves. The Universal Maximum. A key of success

by Baron de Rothschild. A lesson from the airstrip.

Nightingale

Conant

NIGl1TINGALE-CONANT CORPORATION

7300 North Lehigh Avenue • Niles, IL 60714

For salespeople on commission, the financial sky’s the limit!

All it takes to reach the stratosphere of sales success is

desire, commitment and specialized knowledge. You

provide the first two — let Brian Tracy supply the rest.

By following master seller Brian Tracy’s instructions, you can

triple your income.

The Psychology of Selling makes sure that, once you’ve

reached your goals, you never have to worry about staying on

top. Because you’ll have the skills to sell your way through

tough economic times, personal slumps and increased

competition.

“Selling is an inner game,” Brian states, “and the difference

between top performers and average ones is not as great as

you might think. Top performers just do certain things a little

bit better each day.”

Here are a few of the many secrets Brian will share with you

to make sure you become a top performer:

♦ Why the top 20% of salespeople earn 16 times the average

of the rest

♦ The ten characteristics of superior salespeople

♦ The psychology of buying

♦ How to break a prospect’s preoccupation

4- Why goal setting is a key to sales success

4 Six ways to increase effectiveness

4 How to deal with a prospect’s nine most common

objections

4 The Law of Six and how it can help you

A powerful sales personality is more important than product

knowledge or basic selling skills, and Brian Tracy, in this

“college level” course in selling, shares with you the

personality profile of super sales professionals.

If you truly desire to be the greatest salesperson that you can

be — that you were meant to be — let The Psychology of

Selling, the most comprehensive and most effective sales

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Here is what salespeople in the field have been saying about,

The Psychology of Selling-.

It took me six hours to make a four hour road trip because I kept

pulling off the road to take notes!

—E.M. Shippenville, PA

The results have been spectacular. Two of my salespeople have

been galvanized into effective prospectors and successful

closers. Their attitudes and goal setting have made a giant leap

forward.

—C.B. Erie, PA

Brian Tracy is remarkable; he’s a genius! If I become a rich man,

I’ll have him to thank.

—T.A. Lafayette, LA

The set of tapes paid for themselves four times over the first day

of putting the concepts into action!

—R.S. Newport Beach, CA

Of all the tapes I’ve heard The Psychology of Selling is the best!

—D.F. LaVerne, CA

I listen to the tapes every day!

—M.E. Pittsburg, KS

Brian is one of America’s leading authorities on the art of

sales, the development of human potential and the

enhancement of personal effectiveness.

A dynamic and entertaining speaker, he has motivated

thousands of people toward peak performance and high

achievement. His seminars on leadership, goals and

strategy, time management and success psychology draw

capacity audiences. As head of two companies, he has

consulted with more than 500 corporations in the U.S.,

Canada, Mexico, the Far East and Europe on marketing,

creativity, corporate strategy, sales and organizational

development.