Brian Tracy’s short Sales Boosters talk frames selling as one of the best career opportunities today, arguing that increasing demand for "high-touch" selling creates income potential. He shares a personal rags-to-success anecdote—poor upbringing, manual labor jobs, then a move into straight-commission sales—and highlights that top-performing salespeople (top 20% or top 10%) capture most earnings. He cites a statistic that 5% of self-made millionaires in America were career salespeople. He closes by promising to reveal the specific change that transformed his results in the next episode and gives a practical exercise: decide to become a top-20% earner and act to reach it.
Chapters
Hello, this is Brian Tracey and welcome to Sales Boosters. This is one of the best times in all of human history to be alive, especially in the profession of selling. There have never been more opportunities for you to achieve more of your goals and enjoy a higher standard of living than exists today in our marketplace. And if anything, your situation is going to get better and better in the months and years ahead as long as you do certain things which we'll teach you in Sales Boosters. Now, as our society becomes more and more high tech, it will require more and more high touch in the field of selling to balance it out. And the better you get at selling, the more opportunities you will have to achieve your financial goals. By the way, according to the best research, fully 5% of self made millionaires in America are salespeople who sold for another company all their lives. The reason they are successful is because they became very, very good at selling. They earned a high income and then they saved invested a substantial part of their income as they went along. And what thousands of others have done, you can do as well. Now let me tell you my own story. I started off poor. My parents never had any money. My father worked as a carpenter and my mother worked as a nurse. Not always full time. I didn't graduate from high school. In fact, I was so badly behaved in high school that I was expelled or suspended three or four times. I actually lost count. When I started out, the only work I could get was at laboring jobs. I washed dishes in the back of a small hotel. I worked in a sawmill stacking boards. I worked on a farm digging wells. I worked in construction as a laborer, carrying materials from place to place. I worked on farms and ranches. I worked on a ship in the North Atlantic. Finally, when I couldn't get a laboring job, I drifted into straight commission sales. I wasn't afraid to work, but hard work didn't seem to be enough. I made hundreds of calls without making any sales. I used to run from office to office and from door to door so I could see more people. But I was just barely hanging on by my fingernails. And then one day I began to ask, why is it that some salespeople are more successful than others? I heard that the top 20% of salespeople in every field earned 80% of the money. The top 10% earned even more. So I did something that changed my life. In the next Sales booster, I will tell you exactly what I did that enabled me to go from nothing and become one of the highest paid salespeople. In my business. Now here's an exercise for you. Decide today that you're going to get into the top 20% of money earners in your business and then do whatever you need to do to get there. See you next time.
