79 of 85 people found the following review helpful:
5.0 out of 5 stars
The modern way to sell, February 6, 2004
By A Customer
Brn Tracy's approach to selling may be a turn off to car salespeople and telemarketers, but is a breath of fresh air to all real salespeople.Tracy takes a consultative approach to selling. He teaches you how to ask questions, not merely read a script. He shows you how to build rapport and trust. And most importortly, he shows you how to create win/win situations with your clients.I also recommend Advanced Selling Strategies by Tracy and the unabridged audio tape program from Nightingale-Conant The Psychology of Selling and Advanced Selling Techniques.Your sales will soar and you will create happy customer relationships.
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43 of 45 people found the following review helpful:
5.0 out of 5 stars
Non sales people reviewing this product? Not sales psychology?, December 5, 2005
I have to laugh when I see non sales people reviewing a product like this one and bashing it. How can a non sales person possibly understand sales and sales psychology?
I used to work with a guy who I will refer to as Eugene. Eugene was articulate, intelligent, clean looking and talked the talk. He had sales experience, 25+ years worth or actually 1 year repeated 25 times. He had the gift of gab. Despised sales trainers like Brian Tracy and his paycheck showed it. He was a know it all who knew nothing. Could talk to a prospect for an hour and in most cases talked them right our of buying. He thought he was a sales pro but was an outright amateur. Eugene didn't last long at any sales job because he always thought he was "overqualified" for the job even though he usually came in last place on the sales board.
The negative reviews here remind me of Eugene. They sound articulate and intelligent. Use good vocabulary and try to impress you. One of Brian Tracy's key phrases is to "seek to express not impress." Eugene and the one star reviewers here can learn from that.
Also funny how the 1 star reviewers refer to this products as a book. It's a tape set! These reviewers didn't even check the item they were reviewing and I bet never listened to the tapes. How could they when they refer to it as a book?
This tape set is a good start. You will learn consultative techniques as well as closing techniques that work. If you are a fan of SPIN, you may not like this program. Sorry to burst your bubble, but objections are part of the selling process as all real salespeople know.
And if you are a telemarketer following robotic techniques, you will be lost here. Ditto for used car and hard sell types.
After you listen to this tape set, I recommend that you read The Psychology of Selling and Advanced Selling Techniques by Tracy.
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23 of 23 people found the following review helpful:
5.0 out of 5 stars
Sales secrets from a sales pro!, November 28, 2005
There are many books on selling and many self styled experts. Few are real sales champions and fewer still can train and teach
sales skills and empower sales people top become extraordinary sales champions. Brian Tracy can.
Tracy encapsulates consultative type selling with closing techniques that really work. I highly recommend this tape set as a primer and for the real meat, study Brians book by the same name as well as Advanced Selling Strategies.
Some people talk the talk and that is all. Tracy can talk the talk and walk the walk. He has sat on both sides of the desk, has had an extraordinary selling career and is a builder of sales champions.
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