Unlimited sales sucess
12 simple steps for selling more
than ever thought possible
Michael Tracey
Brian Tracey
Introduction
The Most important lessons in this chapter are:
Make that the winners in the industry do, imagine that you work at a
company who sells insurance contracts and you want to be the top
salesman of the company, because the top 10% percent earn about 3
times the rest of the team. So you should do what that 10 % percent do,
like read the books that they read and other stuff, but you’ll never know
what to do if you don’t start with asking them what they do, that your first
step
7 new realities, associated of a new world, where exits more sellers than
buyers, refer to ability of selling an art, that with time got more complex,
know what people want, have a credibility as a salesman, know about
your product and what you must to have credibility, so you make the fear
off the buyer take a different aspect, multiple ways to attract customers
and final, closing a sale witch have a 4 rules
(1) No authority, no sales,
(2) no money, no sale,
(3) no need, no sales,
(4) No urgency, no sale
Exercises
1. People are in line, and I’m not pretty sure where find my buyers or
customer, where put an effort and time, and how manage strategies and
develop a group of salesman.
2. I think there would be a corporative image on social media, youtube,
linked in and Instagram
3. I think in a positive way, the new thought about invest money on
business no matter in what they invest, managing or have a concept of
risk and invest
4. Want to invest and want to know where put his or her money, JUST
CURIOS about the magazine,
5. Age, where they work his or her level of education and are they
interested or curios about investment.
6. I think the don’t know about the product and the publication is to far from
the what be the age, AND we don’t make know how much money they
will earn and invest.
7. The prevent, the urgency because the first buyers will have a discount in
futures magazines and the discount in others products that they will have
Chapter 1 The psychology of
selling
Just as 20 percent of salespeople make 80 percent of the sales and earn 80
percent of the money, the 80/20 rule also applies to individuals in a different
way. It says that 80 percent of success is mental and emotional, not technical
and physical
1. Ambitious ( is the fuel, to take you to next level)
2. Courageous ( always do things that you are afraid to do it, so it just matter of
time until the fear disappear)
3. Committed to your work ( when oyur working, you’re working, when your chilling,
you’re chilling there’s not middle point, and do things as a high class worker)
4. Professional ( do the things, when you have to do it, and don’t take your job
as a joke or something that you care a little, because you will live from doing
that
5. Responsible ( always in time and do the things even you don’t feel well or
motivate to do it)
6. Thoroughly prepared for each call ( the fear of rejection ends when you pick
up the phone, talk to a client or face a client )
7. A continuous learner ( always see news, books and things that are relative
with the area of your work )
Chapter 2 Personal sales
planingn, be the ceo of you. Inc
You nare your own boss, and you want a rise of your actual salary, that could
be get from 0 usd day by day, and end the month with 3000 usd, it’s up to you
because the promise of rise is on the table.
Strategies on sell’s that work for get more money,
1. Increase sales, get more clients and offer your job
2. Increase de size of transaction, sell expensive
3. Do the customer buy you more things
There are 7 keys area’s
1. Prospecting (associated to how manage the time to arranged meetings
with potential clients, how many you have this week, the next one and all
the current month, evaluate yourself and grade from 1 to 10
2. Building Rapport and Trust, how good your áre at get along with your
clients and people who met you for the first time, If you like yourself, it’s
going to be easy achieve a 10 of 1 to 10 score. “
3. Find the problem, when your are talking with a prospect, ask some
questions to get insights about his o her problems and how your product
can solve them.
4. Presenting Solution, you know what the problems or problems might
be, so now it’s up to you present your product as a professional on the
field who can be trustworthy to pay a fee to get the job done
5. Answer objections, focus on what are the things that people before
hired or pay you are going to ask, there’s some questions similar from
people to people, so in order to get the sale you have to know the
answer and be persuasive to let them think, the problems are already
solved before you started with their project.
6. Close the sale, how convert the presentation, speech, call, or any
interaction with the prospect in money or check or waverer, you can
measure of, I visited 10 prospect today and y just close the sale with 2 of
them, your convert ratio is a little low, sow improve in that area and
measure.
7. References, make awesome job, always in touch, organize you to attend
a lot of clients without decrease the quality of your job and the chain
( the people who work with you ) will make their work and get you more
customers
In what three areas do you need to plan every day in advance to achieve your
sales and income goals?
In operations associated to sales, mean what I have to do day by day to
accomplish my objectives.
Chapter three: Prospecting
Power
The word no doesn’t kill you, doesn’t hurt you, so stop worrying about thinking
on that it just means in sales, you need more preparation to change that no into
a yes.
100 Calls method, just focus on get more prospectors until your ratio to cover a
sale of many calls, start to increase, men 1 sale of 20 calls, set a point to 1 sale
of 10 calls, in three or one month and what you should do it to get that
How find good prospects, here is 9 characteristics:
P/S = product of service
Make a
Characteristics
chek
1. Customer have a problem and your P/S can solve efficiently
and cost – effectively
2. The P/S can satisfy a need of a prospect
3. The P/S can help your prospect to achieve a goal
4. The P/S can take away a pain of your prospect
5. A good prospect has the power and authority to make the
buying decision.
6. A good prospect can become a multiple purchaser, if satisfied.
7. A good prospect is someone who likes you and your
company, as well as your product or know you in some ways
8. A good prospect is a center of influence, someone who can
open doors for you to other prospects.
9. A good prospect is easy to sell and service
Chapter Four: Relationship
Selling
The triangle to be a top salesman, teacher, adviser and friend
The first one (teacher, it’s associated the way that you advice to your
customer’s the qualities of your product, what thery cando with them and other
stuff associated. The second (adviser) about the field that your are in, no just
your product of service, with other things, people will appreciate that. The last
one, is be a friend of your customer, this means that your customer will
recommend you, doubt twice to change of sales or company.
There are 3 factors that help you to be a trust salesman. Be punctual, say just
things that you are going to do, say hello and thank you, always
To be the best and the top of the salesman, you must know “Everything
matters”, in a good way and in a bad way. If you do a good work from the
beginning to the end, you tried to be a friend, advise a teach to your customer
previously and you have right and at the end you will have an amazing work,
believe me his recommendation will be automatically
Never underestimate the power of a salesman, because the relationships built
in the past with his customers take a place
The new Model of Selling
40% Porcent The trust and confidence in the salesman
30% porcent Indentifying the needs of your client
30% Porcent How you show and presents your product y/o service
We already know, good relationships increase a lot the chance of the sale, but
how we build good relationships. There a few steps, you must follow this in
order to get the results
1. Ask well prepared question, just ask thing s that your client want to be
ask and you want to know
2. Listen what they say, and answer with confidence
3. Pause before replying, don’t interrupt and be a listener when you know
the time
4. Question for clarification, MAKE QUESTIONS to give your customer the
confidence to explain what the have to say, What do you mean ?, it’s
interesting tell me more.
5. Feed Back, replied with your own word what the said to clarify the ideas
and the objectives
Chapter Five
Selling consultatively
Just, think as the important think is the man that you will become by achiving
your goals, no the money that you get from doing that, it’s what you became
Dress correctly, because the first impression that you make, is visual and you
must look success to people, just to trust you that time a make the sale.
When tried to sell in the b2b business, usually you talk with the head of the
company or the decision maker. She or he is interested in the financial impact
of the product or service, more than the operations or marketing or war ever
Just assure that your P/S can saver money, make more money or Save and
make money. But as a salesman assume this 4 questions, people usually don’t
ask the four of them, but make sure you answer these questions even the
clients did not ask you.
How Much in, how much money I’m going to give you for the P/S
How much out, how much money I’m going to get if I buy your P/S
How fast, the time will take get the financial results
How Sure, probability of the financial results see the ligth
These are some questions, to validate the concepts and ideas of Chapter 5
1. What three things can you do to position yourself as a consultant in the
mind of your prospect or customer?
Be a friend, an advisor and consultant (people see you as a book of knowledge
who knows everything about the industry and when the ask you something, you
make them sure that the information is high valuable)
2. How are the top 10 percent of sales professionals described by their
customers?
Like a salesman with a lot of confidence, trustworthy , friend, advisor and
consultant
3. What must you focus on and talk about to be perceived as a consultant
by your prospects and customers?
There’s a rule, says 90/10, which mena, 90% of the time to talk about the
benefits of your product to his business , and the rest on how use it or how it
works
4. In what three ways does your product or service improve the financial
situation of your customer?
Saving Money, Make more money or a combination
5. What three things can you do to become more knowledgeable about
your customer’s business processes?
- Read a lot of th business that your’re in and the rest of your customers
-Stay in touch with the news of the economy and your region where you work
-Friend, which your customers feel a touch with you
6. How can you quantify the bottom-line results of using your product or
service?
If you’re in food business, maybe your increase your customers or you will cut
your human resources.
CHAPTER 6:
IDENTIFYING NEEDS
ACCURATELY
Well it’s a short chapter, who provides information about how we can know what
are the things that prospects want, and how we can provide with our P/S solve
them.
We have to be a listener and tried to explain how definitively our P/S will solve
their problems
When people refuse to buy something, most of the salesman ask, or suggest
that similar guys bought from them the product and it’s work amazing, with no
problems and they recommend that
Chapter 7 INFLUENCING
CUSTUMER BEHAVIOR
This chapter is about how we make as a salesman change the thougths of a
custumer
- For example say that people near them, like their friend or neighbors
already bougth the product and they enjoying that
- Or doctors and atheles recommend this product
- We just have a few, a lot of people are buying this
- Explain how they can save money, energy, time and have all the benefits
if they will buy the product from you
Chapter 8: Making Persuasive
Presentations
Develop a sales presentations
