Sales Management The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814436307
Format: PDF, ePub, Docs
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The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest-and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions * Start them off on the right foot * Establish clear objectives * Determine a sales plan * Inspire singleness of purpose * Demonstrate respect and appreciation * Motivate people with the right incentives * Boost their self-concept to boost revenue * Develop winners through continuous coaching and training * Brainstorm sales solutions * Measure results * Conduct game-changing performance reviews * Discipline effectively * De-hire poor performers *Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.

Sales Success The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814449204
Format: PDF, ePub, Mobi
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Eighty percent of all sales are made by just twenty percent of sales people. What's surprising to discover is that those top professionals perform only a bit better than their peers in certain critical areas. By excelling in these capabilities, you can earn money faster, have more success, and gain greater career satisfaction than you ever thought possible. In this compact and convenient guide, sales trainer extraordinaire Brian Tracy reveals how anyone can get that winning edge. He shares 21 tried-and-true techniques to: Set clear goals-and achieve them * Develop a sense of urgency and make every minute count * Stay motivated * Know your products inside and out * Analyze your competition * Identify competitive advantage * Develop your sales strategy * Find and quickly qualify prospects * Create rapport early and build trust * Understand the three keys to persuasion * Master the elements of an effective presentation * Use the power of suggestion * Establish 'megacredibility' * Overcome the six major objections * Ask for action * Advance your career by following up Packed with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights.

Marketing The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814434223
Format: PDF, ePub
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The success or failure of your business depends on the success or failure of your marketing efforts. If you can identify what your customers want, need, and can afford--and then give it to them--you will achieve outstanding results. Filled with Brian Tracy's trademark wisdom, this indispensable guide contains 21 powerful ideas you can use to immediately improve your strategic marketing results. You'll discover how to: Build your customer base Set yourself apart from the competition Answer three crucial questions about any new product or service Use market research and focus groups to fuel better decisions Fulfill a basic emotional need for buyers Determine the correct price point for your offerings Become truly customer-focused Make the most of your distribution channels Master the concepts of specialization, differentiation, segmentation, and concentration Give customers a reason to switch from your competitors And more Packed with time-tested marketing strategies, this practical and portable book shows you how to overcome the competition, increase sales and profitability, and dominate your market niche.

Personal Success The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814437044
Format: PDF
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Why are some people more successful than others? What gives them their "winning edge"? World-renowned performance expert Brian Tracy has spent decades studying uncommonly high achievers, and in this short, inspiring volume, he shares what he has learned: Even small adjustments in outlook and behavior can lead to enormous differences in results. Personal Success explains how you, too, can unlock your potential. It helps you: Set clear personal and professional goals-because you can't hit a target that you can't see * Change your mindset to attract opportunity * Banish self-limiting beliefs * Build your self-confidence * Develop a bias for action * Practice courage-because all successful people are risk takers * Sharpen your natural intuition * Maintain a positive mental attitude * Continually upgrade your skills-seizing every opportunity to learn and grow * Make a habit of networking * Become a strong strategic planner * Commit to excellence * And more Where do you want to be in one, three, or five years? Packed with simple but game-changing techniques, this energizing success manual shows you how to transform your dreams into tangible results.

Hiring Firing The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814437524
Format: PDF, Mobi
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Hiring and firing are hard to get right—and potentially costly to get wrong. Two of the most crucial tasks you face as a manager, they are vital to both the success of the enterprise...and your own career. No need to worry. This handy guide breaks down the simple but powerful strategies you can use to bring better employees on board...and weed out the weaker ones. Featuring techniques that business expert Brian Tracy has identified as the most effective and that he himself employs, Hiring & Firing reveals how you can: Write appealing and accurate job descriptions Find suitable candidates Use the Law of Three when interviewing Ask the right questions Probe past performance Listen for the questions that indicate interviewees are qualified and serious Dig deep when checking references Negotiate salary Start new employees off strong Provide clear direction and regular feedback Document performance problems De-hire gracefully Create an appropriate severance package And more Hiring and firing are key to improving your team and reaching your goals. This indispensable little book helps you eliminate the guesswork and make the best decisions for your business.

Time Management The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814433448
Format: PDF, ePub
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More than any other practice in your career, your ability to manage time will determine your success or failure. It's a simple equation. The better you use your time, the more you will accomplish, and the greater your rewards will be. This pocket-sized guide reveals 21 proven time management techniques you can use immediately to gain two or more productive hours every day. Featuring the strategies that business expert Brian Tracy has identified as the most effective and that he himself employs, this handy volume reveals how you can: * Handle endless interruptions, meetings, emails, and phone calls * Identify your key result areas * Allocate enough time for top priority responsibilities * Batch similar tasks to preserve focus and make the most of each minute * Overcome procrastination * Determine what to delegate and what to eliminate * Utilize Program Evaluation and Review Techniques to work back ward from the future...and ensure your most important goals are met * And more Filled with Brian Tracy's trademark wisdom, this book will help you get more done, in less time...and with much less stress.

Unlimited Sales Success

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814433251
Format: PDF, ePub, Docs
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If there were a single great "secret" to being an elite sales professional, surely one of the millions of attendees of Brian Tracy's sales seminars would have spilled the beans by now. There isn't a secret. But there is a set of consistently successful selling techniques that most companies don't teach their salespeople, and which most entrepreneurs and independent sales pros think they don't have time to learn. Based on more than 40 years of selling experience-in virtually all product categories and market conditions, Unlimited Sales Success shows that these proven sales skills are learnable-by anyone. Highlighting practical, time-tested principles including: * The psychology of selling: your own mindset is just as important as your customer's * Personal sales planning and time management: whether you work for yourself or someone else, great planning equals great success * Prospecting power: get more and better appointments * Consultative and relationship selling: position yourself as a partner with the account * Identifying needs accurately: you'll know how to arouse their interest and overcome objections * Influencing customer behavior: learn what triggers quick buying decisions * Closing the sale: the five best methods ever discovered * And more Unlimited Sales Success is loaded with eye-opening facts and exercises, peppered with stories of great selling techniques in action, and organized into a use-it-now approach that will help you become a top sales professional-starting today.

Business Strategy The Brian Tracy Success Library

Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814436285
Format: PDF, ePub, Docs
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Setting business strategy enables you to develop absolute clarity, establish priorities, organize resources and get better results than ever before. A strategic plan helps crystalize the future of an organization-mapping a clear path from where the company stands today to where you wish it to be. It may sound complicated, but Brian Tracy knows how to make it simple. Throughout his career, he has shown countless leaders and organizations how to achieve stunning success. In this concise and practical book, he shares the most important lessons for strategic planning. Readers will discover how to: * Ask the five key questions vital to any strategic plan * Determine a corporate mission that lifts and inspires people * Gain valuable insight with market share/market growth and strategy/operations matrices * Define themselves in relation to their competition - Utilize the concept of "driving force" * Anticipate crises * Reposition their business with new products, services, and technologies * Measure success via clear financial objectives * And more Incorporating examples ranging from Alexander the Great to IBM and General Electric, Tracy gives readers proven ideas for increasing their company's ROI and maximizing their strengths and opportunities. Powerful and portable, Business Strategy will help readers take control of their company's destiny.