Brian Tracy narrates his personal transformation from a struggling door-to-door salesperson to managing a six-country sales organization and earning substantial income. He attributes his rapid improvement to actively learning from top salespeople (mentorship), consuming books and audio programs, and attending seminars; he frames this as an application of the law of cause and effect and challenges listeners to ask the most successful salesperson they know for actionable advice.
Did you know that there is a turning point in every life that leads onward and upward to success? I started off so far behind, I thought I was first. Then one day I began to ask, why is it that some salespeople are more successful than others? I went to the top salesman in my company and I asked him what he was doing differently from me. And he told me. He told me how to ask questions and how to make a sales presentation. He told me how to respond to the most common customer objections and how to close the sale. And I went out and I did what he told me to do. And my sales went up. Then I heard about books on selling. I began to read one and two hours every morning before I started out and my sales went up even higher. Then I heard about audio programs and sales seminars. And as I listened to more audio programs and had attended more sales seminars, I learned what the best salespeople had taken years to learn. And my sales went up and up and up. In less than one year, I went from shuffling from door to door, making one or two small sales per week, to managing a six country sales organization and earning thousands of dollars per month. And all I really did was to find out how other top salespeople sold. Then I did the same thing until I got the same results. And so can you. The great law of human destiny, especially in sales, is the law of cause and effect. This law says that if there is an effect that you want in your life, high sales, you should look around you until you find someone who has already achieved that result or effect. Then you find out what they did to get it. And if you do the same things that they did, you'll soon get the same results. This is exactly how people have gone from failure to success in every field of business and sales throughout history. In the next sales booster, you will learn the iron law of the universe, the most important principle that determines success or failure. Now here's an exercise for you. Select the most successful salesperson you know and ask him or her for advice on how you could be more successful. As well, you may be surprised at the answer.
