A brief motivational sales training talk by Brian Tracy that outlines seven key result areas to improve sales performance: prospecting power, relationship selling, identifying needs, persuasive presentations, overcoming objections, closing the sale, and getting resales/referrals. Tracy emphasizes attitude over aptitude, gives practical definitions of each area, and recommends incremental improvement (about 10% per year, less than 1% per month) across all seven areas to potentially double sales and income. The video closes with a call-to-action to subscribe and visit BrianTracy.com for more resources.
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Lets talk about the seven key result areas of sales success. You have the skills and ability right now if you're in sales to sell and earn twice as much as you're earning today and probably much more. It is said that your attitude, more than your aptitude, determines your altitude. How high you can soar and how much sales success you can achieve depends on you and your attitude more than anything else. Now there are seven key result areas of sales success that if you improve in each of these areas, your sales will increase and sometimes enormously. These areas represent important parts of the sales process. By mastering these key areas, you will become a much better salesperson. So focus your time and efforts on improving these areas of your sales strategy to achieve amazing sales success and to increase your income dramatically. The first area is called prospecting power. This is the process of finding more and better qualified people to talk about your product or service. The best salespeople have the most complete strategies and plans to develop the highest quality prospects who can and will buy from them. The second area is relationship selling, building high levels of trust, rapport and credibility. With each prospect, a person will not buy from you until he or she is convinced that you are their friend and acting in their best interests. The third key result area in selling is to identify needs accurately, asking good questions to learn exactly how and why your product or service is the ideal choice for this customer. The most important thing you can do as a salesperson is to uncover the true needs or problems of the prospect that your product can solve. The fourth key result area in selling is making persuasive presentations. This means showing the customer clearly why he should buy your product or service. Now delivering an effective presentation can increase your sales by several times over an uncoordinated or unplanned presentation. The fifth key result area is overcoming objections, dealing effectively with the questions and concerns of the prospect that holds him or her back from buying. In order to increase sales, you must be prepared to hear the word no and continue selling. Objections simply mean that the prospect is interested and wants to learn more. The sixth key result area of sales success is closing the sale confidently. Asking the prospect to make a buying decision and take action is really important. The seventh and final key result area is getting resales and referrals from this prospect or customer. It means taking such good care of your customers that they buy and buy again and tell their friends to buy from you as well. Maintain a customers for life mentality by treating each customer as though you wanted to have them forever. Now if you improve by just 10% per year, which is less than 1% per month in each of these seven areas. The ultimate result will be that your sales and income will double or more over the next 12 months or even faster. Just try it and see. Thanks for watching my video. Make sure to subscribe and tell a friend about it. For exclusive content on sales training, leadership, business and personal success, Visit me@briantracy.com and while you're there, sign up for my newsletter. Until next time, go out and create the success that you desire.
