best app to download free music for apple benefit of strategic thinking and planning is that engaging in them advanced selling strategies brian tracy pdf free download your self-ideal and improves your self-esteem. This is to be expected. He had a development budget for a new office, and he received an override on all his salespeople. Once this mutual agreement has been reached, that a treatable condition exists and that advanced selling strategies brian tracy pdf free download have identified it accurately, downloxd can move on to phase three.">

advanced selling strategies brian tracy pdf free download

advanced selling strategies brian tracy pdf free download

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Readers also enjoyed. About Brian Tracy. Brian Tracy. He has consulted for more than 1, companies and addressed more than 5,, people in 5, talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than , pe Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

As a Keynote speaker and seminar leader, he addresses more than , people each year. Brian has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of over 45 books that have been translated into dozens of languages.

He has written and produced more than audio and video learning programs, including the worldwide, best-selling Psychology of Achievement, which has been translated into more than 20 languages. He speaks to corporate and public audiences on the subjects of Personal and Professional Development, including the executives and staff of many of America's largest corporations.

His exciting talks and seminars on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology bring about immediate changes and long-term results. He has had successful careers in sales and marketing, investments, real estate development and syndication, importation, distribution and management consulting.

He has conducted high level consulting assignments with several billion-dollar plus corporations in strategic planning and organizational development. He has traveled and worked in over 80 countries on six continents, and speaks four languages. Brian is happily married and has four children. High self-esteem is the critical element in sales success.

The more you like and respect yourself, the better you perform at everything you do. Developing and maintaining high levels of self-esteem is the most important thing you can do, every day, in building yourself to the point where you are capable of achieving all your goals. By the same token, the major cause of sales failure is low self-esteem. Low self-esteem translates into feelings of inferiority, unworthiness, and undeservingness.

It is manifested in feelings of incompetence and inadequacy. Low self-esteem is a feeling of not being good enough. Low self-esteem is comparing yourself negatively with others, ascribing greater qualities to them than they have, and ascribing to yourself lesser capabilities than you possess.

Low self-esteem is seeing the glass as half empty rather than half full. Low self-esteem leads to stress, negativity, pessimism, fearfulness, self-doubt, and the tendency to sell yourself short in almost every situation. In sales, the negative effects of low self-esteem are experienced in the fear of rejection.

The fear of rejection is the biggest single obstacle to success in selling. It is the fear of rejection that, more than anything else, holds you back from achieving your full potential.

It is the fear of rejection that causes you to settle for far less than you deserve. It is the fear of rejection that causes you to hold back from seeing more and better prospects, and from translating those calls into more and better sales. It is the fear of rejection that acts as the brake on your potential for greatness in the field of sales. And it is the fear of rejection that you must eliminate if you are going to go all the way to the top in your field.

The one good thing about the fear of rejection is that it is an acquired fear. No one is born with it. It is learned through a process of conditioning from early infancy onward. It is a negative habit pattern that almost everyone develops during the process of growing up. And because it is a learned condition, it can be unlearned as well, and sometimes quite quickly.

When you were born, you had no fears at all except for two: the fear of falling and the fear of loud noises. Every fear that you have today had to be taught to you by your parents, siblings, and others through repetition and reinforcement as you grew up. Your fears are all learned. The fear of rejection or disapproval is based on "conditional love. At an early age, you learned that if you didn't do what Mommy or Daddy expected of you, they would withdraw their love and approval.

They would be angry and negative. They would use destructive criticism and even physical punishment on you to get you to do what they wanted you to do. As you grew up, your self-image, the way you see yourself and think about yourself, became more and more dependent upon the way you thought others saw you and thought about you.

You might even have become hypersensitive to the way people treated you and talked to you. You may have started adjusting your behaviors to get other people to like you, respect you, and approve of you. You started down the slippery slope of compromising your own uniqueness in an attempt to gain the respect and esteem of others.

To a greater or lesser degree, we all have fears and concerns about how other people think about us. Adults with low self-esteem are extremely sensitive to the opinions of others, often to the point where they cannot make a decision without getting the approval of someone else.

A husband will not make a buying decision without getting the approval of his wife, or a wife will not make a buying decision without getting the approval of her husband. Grown children will not make buying decisions without getting the approval of their parents. People will not buy things without asking their friends, lawyers, accountants, or advisors. In business, people will not make decisions without referring the entire matter to one or more other people to gain their approval.

In sales, the fear of rejection manifests itself in a fear of calling on strangers. It is at the root of the reluctance you feel to seek out new prospects for your product or service. Fear of rejection causes stress, anxiety, and even depression. It paralyzes prospecting behavior and undermines a salesperson's effectiveness at every stage of the process. Fear of rejection is the primary reason that so many people drop out of sales, blaming the company and the management, and then take jobs earning far less than they could be.

This fear of rejection can manifest itself in different ways, and not all salespeople are subject to the exact same fears. For example, low self-esteem, and feelings of inferiority leading to the fear of rejection, make some salespeople tense and uneasy about calling on prospects who they feel are better than they are socially or economically.

These salespeople will not call on senior executives or professional people because they don't feel good enough. An older salesman was telling me recently about several people he had gone to school with who were now senior executives in major corporations. He was proud of his friendships with these people, which he had maintained over the years. I then asked him how many of them were customers of his.

The answer was none. His particular type of call reluctance was holding him back from approaching them even though he knew they were buying large quantities of the services he sold from other companies.

Many salespeople are afraid to sell to their friends and associates for fear that they will disapprove of them or be critical of their career choices. Sometimes, salespeople are ashamed of being in sales in the first place, and as a result they are afraid to approach almost anyone they know to offer their products or services.

The most common fear of rejection is that associated with approaching strangers, people that you don't know and who you have never spoken to in the past. This generalized fear of disapproval is the greatest destroyer of promising sales careers. It is the fear that a person will say something unkind or "I'm not interested.

It is the fear of rudeness, criticism, or negativity. It is the fear of hearing the word. The starting point of overcoming the fear of rejection is to realize this: rejection is not personal. Rejection has nothing to do with you as a person. The prospect does not know you well enough to reject you as an individual. The rejection is only associated with the situation and personality of the prospect, and has nothing to do with your personality, integrity, and competence.

To repeat: rejection is simply not personal. It is a standard reaction to almost any sales proposal in a commercial society. Some of your very best customers will be people who responded negatively to your first approach. This is to be expected. The average American is bombarded by hundreds of commercial messages every single day.

Television, radio, newspapers, magazines, mail, and telephones are filled with solicitations for products and services. The prospect's initial reaction to you, even if he wants and needs the product you sell, because of message overload, will almost invariably be negative.

Prospective customers are busy, if not overwhelmed, with their activities and the demands on their time. Your job is to be calm, patient, and persistent, and to realize that nothing that a prospect says to you can affect you in any way, because it's not personal.

Not long ago, a man came up to me at a sales seminar in St. Louis and told me that something I said at an earlier seminar had changed his life. His story contained an excellent lesson.

He told me that one year ago he was on the verge of failing out of his sales career. He hated prospecting because he was afraid of it. He had an inordinate fear of rejection based on previous experiences. Because he hated prospecting, he was doing less and less of it, and his sales were decreasing every month. He knew that it wouldn't be long before he would be let go by his company.

He came to my seminar and heard me say, "Rejection is not personal. He realized that his career was going down the drain for no other reason than because of his inordinate fear of calling on people he didn't even know or care about.

He was inflicting emotional and financial pain on himself and on his family simply because he had allowed his fears to get the best of him, rather than him getting the best of his fears. That was his wake-up call! He resolved that very day to do whatever it took to excel at prospecting, both on the telephone and in making cold calls. He began a study program. He began listening in his car to audiotapes on prospecting and selling.

He read books and articles on prospecting each day. He started earlier every morning practicing his prospecting skills. Within six months, he was not only the best prospector in his company, but his sales had gone up by more than percent. Furthermore, he had recently been promoted to the position of sales manager for his company and transferred to St.

Louis with a large salary. He had a development budget for a new office, and he received an override on all his salespeople. In less than one year he had transformed his life and his career by going to work on himself and eradicating the fear of rejection that had been holding him back.

He changed his self-image and he now saw himself as an excellent prospector. His new self-image determined the way he thought, felt, and behaved, and his prospects responded to him with greater openness and interest. He realized that it had been his attitude, and his attitude alone, that was determining his results. It is the greatest obstacle to success in your life and your career. It is both subtle and devastating. It works on you, deep in your subconscious mind, and causes you to see the world negatively instead of positively.

Fear makes you interpret events to yourself in a negative way. It causes you to associate only with other people who think and feel the same way. You reinforce each other's fears and beliefs. The cumulative result on your personality and your sales career can be tragic. For you to achieve great success in selling, the eradication of fear as an influence in your life is lob number one. There is an inverse relationship between fear and self-esteem, like a teeter-totter.

The greater the fear, the lower your self-esteem. But the higher your self-esteem, the lower will be your fear. Everything you do to raise your self-esteem will decrease the fears that hold you back, and everything you do to decrease your fears will raise your self-esteem and improve your performance.

Since all fears are learned by repetition of the fear-inducing event or thoughts of those events, fears are unlearned by repeated acts of courage in opposition to the responses of fear. For example, if you are afraid of cold calling, the way to overcome your fear is to confront it repeatedly until it goes away.

This is called "systematic desensitization. It is the very best and most effective way of developing courage and confidence in any area of your life.

As Ralph Waldo Emerson said, "Do the thing you fear and the death of fear is certain. Certain fears are bundled together, like wires, in the subconscious mind, and the short-circuiting of one fear causes the short circuiting of the others on the same circuit.

One of the fears that is bundled with the fear of rejection is the fear of public speaking. Fifty-four percent of American adults rank the fear of public speaking ahead of the fear of death. When you learn to speak on your feet -- by joining Toastmasters International and attending the weekly meetings, or by taking a Dale Carnegie course, for example -- you become more confident and self-assured in your interactions with others on a one-to-one basis.

When you become a competent public speaker, you simultaneously become more powerful and persuasive in your prospecting and sales activities. I gave this advice at a sales seminar a couple of years ago. About a year later, a businessman came up to me to tell me how that advice had helped him. He said that when he left the seminar, he had immediately joined a local chapter of Toastmasters and began attending regular meetings.

Within six months, he had overcome his lifelong fear of speaking in front of an audience. He worked for an engineering firm in a back-office job, but his increasing confidence came to the notice of his boss. One day, his boss asked him if he would conduct a presentation to the board members of a client corporation on a project they were proposing. He accepted the assignment with a little trepidation, but he prepared thoroughly and then went and gave an excellent presentation.

By the time he got back to the office, the prospective client had phoned his boss and told them that the job was theirs, and how impressed they were with the presentation. Now, he told me, his company sends him out to meet with clients at least twice a week.

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