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The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling
"Let me think it over."
Early in his sales career, world-renowned sales expert Brian Tracy couldn't find a way to overcome that simple five-word objection and close the sale. Then he discovered a technique that worked. Business boomed. Tracy broke every sales record in his company and increased his income twenty-fold.
Since that breakthrough many years ago, Tracy has meticulously studied and collected the best of the best in sales-closing techniques. Now, in The Art of Closing the Sale, he shares this wealth of knowledge that has already helped more than one million people maximize their sales results.
No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing.
The Art of Closing the Sale teaches the learnable skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a future of success.
Early in his sales career, world-renowned sales expert Brian Tracy couldn't find a way to overcome that simple five-word objection and close the sale. Then he discovered a technique that worked. Business boomed. Tracy broke every sales record in his company and increased his income twenty-fold.
Since that breakthrough many years ago, Tracy has meticulously studied and collected the best of the best in sales-closing techniques. Now, in The Art of Closing the Sale, he shares this wealth of knowledge that has already helped more than one million people maximize their sales results.
No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing.
The Art of Closing the Sale teaches the learnable skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a future of success.
224 pages, Hardcover
First published May 22, 2007
395 people are currently reading
1895 people want to read
About the author
Brian Tracy
1,392 books5,166 followersBrian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.
He has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 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 300 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.
Prior to founding his company, Brian Tracy International, Brian was the Chief Operating Officer of a $265 million dollar development company. 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. He is active in community and national affairs, and is the President of three companies headquartered in San Diego, California.
His most popular training programs are centered around teaching authors how to write a book and helping public speakers create successful careers.
He has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 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 300 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.
Prior to founding his company, Brian Tracy International, Brian was the Chief Operating Officer of a $265 million dollar development company. 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. He is active in community and national affairs, and is the President of three companies headquartered in San Diego, California.
His most popular training programs are centered around teaching authors how to write a book and helping public speakers create successful careers.
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Displaying 1 - 30 of 103 reviews
February 22, 2019
Phenomenal ! One of the few books on my "Memorize verbatim" list. Whether we think we're in sales or not... we are. Unbelievable tactics on sculpting discussions to get anything you want. I highly recommend the audiobook, which enacts tons of sample negotiations.
A glimpse :
Cultivate the sales personality
———————————---
* Develop courage as a habit
* Keep all opinions to yourself or fully neutral
* Always compliment people
Never go into a sales pitch without answers to any and all objections
Objections to Sales Flow-Chart
—————---------------
1. List all objections your product has ever received
2. Cluster them into a maximum 6 categories
3. Provide bullet-proof answers to all
4. Compliment all customer objections (“Great question!”)
5. Reword their objection into a question
6. If someone can’t pay, offer to extend tiny payments over many years
7. Find the one thing the client must have before he buys
8. Deliver this 100% and close the sale
Treat every objection as a need for more information.
Objection Types
————————
1. Silence
SOLUTION : Wait with like silence until they divulge info
2. Excuses
SOLUTION : Patiently answer all questions
3. Malicious
SOLUTION : Soften a bad attitude with pleasantry
4. Unending Questions
SOLUTION : Compliment each & answer rapidly
5. Showing off
SOLUTION : Act impressed with their knowledge
6. Personal attacks
SOLUTION : This usually means you've been talking about your product/yourself too much. Stop and make the customer the center of attention
7. Objective
SOLUTION : To the analytical customer, provide evidence and testimonials
8. Resistance
SOLUTION : Comfort them, ensure you are not here to sell anything today. Proceed to only ask questions that day.
Some Closing Types
—————————-
FIRST: Prepare to close
*** Ask if everything makes sense to prospect so far
*** Design your close for maximum impact
1. INSTANT REVERSE CLOSE :
Them : “We can’t afford it”
You: “That’s exactly why you should get it.”
Them : (quietly dazed)
2. CHANGE PLACES CLOSE :
Them: (completely silent)
You: “Sir, put yourself in my shoes. I have a client that sits in front of me absolutely silent. What would you do?”
3. ASCENDING CLOSE :
Ask 6+ questions causing prospect to answer “Yes”
* “Having a great day today ?"
* “Enjoying yourself ?“
* “Is it (state approximate time of the day) ?”
* “Now, you want the best deal possible, right ?”
* “Would you like to get started right away?”
Feel free to reword the same questions.
The prospect is now in “yes” momentum, in a positive flow, his interest increasing
4. INVITATIONAL CLOSE :
You : “Do you like everything you see so far ?”
Them : “Yes”
You : “Well then, why don’t you give us a try?”
A "try" makes a purchase seem light, fun, and no big deal.
5. SANDWICH CLOSE
List price only by sandwiching line-by-line costs with services of product.
*** $2000 for services for 1 year
*** $50,000 for the car
*** $3000 for automatic so-and-so
6. WALK-AWAY CLOSE
Them : "Ok. I'm going to shop around."
You : "Great idea! However, before you make a decision, promise you will come back to me.... and I will give you the best deal in town."
This causes doubt in their mind, and makes them collect information on the competition for you.
He who asks questions controls the situation
-------------------------
** Always follow any question with a question of your own
** Turn around the objection and recenter focus on you
Handling Price Concerns :
——————————
EXAMPLE 1:
Them : “How much is it?”
You : “If it’s not exactly right for you, I won’t charge you a thing.”
Them : (quietly dazed)
You : (follow with benefits of product)
EXAMPLE 2:
Them : “How much is it?”
You : “That’s the best part!”
Retake control of the conversation.
You : “Now, I bet you want to know how much this costs.”
EXAMPLE 3 :
Them : “That’s expensive !”
You : “You’re absolutely right. It’s Armani, and it’s so refined, so exquisite, when you wear this, you will feel like one of the most exclusive women in America.”
EXAMPLE 4 :
Them : “That’s expensive !”
You : “What if we took your car as a trade-in so no cash would be required down at all?“
Them: “Still can’t afford it”
You : “How about if we also financed it for you fully?”
Them : “Ugh.. those payments”
You : “And we’d stretch those payments over 5 years…”
There’s always a way to get the sale to work if the prospect wants it badly enough.
.
A glimpse :
Cultivate the sales personality
———————————---
* Develop courage as a habit
* Keep all opinions to yourself or fully neutral
* Always compliment people
Never go into a sales pitch without answers to any and all objections
Objections to Sales Flow-Chart
—————---------------
1. List all objections your product has ever received
2. Cluster them into a maximum 6 categories
3. Provide bullet-proof answers to all
4. Compliment all customer objections (“Great question!”)
5. Reword their objection into a question
6. If someone can’t pay, offer to extend tiny payments over many years
7. Find the one thing the client must have before he buys
8. Deliver this 100% and close the sale
Treat every objection as a need for more information.
Objection Types
————————
1. Silence
SOLUTION : Wait with like silence until they divulge info
2. Excuses
SOLUTION : Patiently answer all questions
3. Malicious
SOLUTION : Soften a bad attitude with pleasantry
4. Unending Questions
SOLUTION : Compliment each & answer rapidly
5. Showing off
SOLUTION : Act impressed with their knowledge
6. Personal attacks
SOLUTION : This usually means you've been talking about your product/yourself too much. Stop and make the customer the center of attention
7. Objective
SOLUTION : To the analytical customer, provide evidence and testimonials
8. Resistance
SOLUTION : Comfort them, ensure you are not here to sell anything today. Proceed to only ask questions that day.
Some Closing Types
—————————-
FIRST: Prepare to close
*** Ask if everything makes sense to prospect so far
*** Design your close for maximum impact
1. INSTANT REVERSE CLOSE :
Them : “We can’t afford it”
You: “That’s exactly why you should get it.”
Them : (quietly dazed)
2. CHANGE PLACES CLOSE :
Them: (completely silent)
You: “Sir, put yourself in my shoes. I have a client that sits in front of me absolutely silent. What would you do?”
3. ASCENDING CLOSE :
Ask 6+ questions causing prospect to answer “Yes”
* “Having a great day today ?"
* “Enjoying yourself ?“
* “Is it (state approximate time of the day) ?”
* “Now, you want the best deal possible, right ?”
* “Would you like to get started right away?”
Feel free to reword the same questions.
The prospect is now in “yes” momentum, in a positive flow, his interest increasing
4. INVITATIONAL CLOSE :
You : “Do you like everything you see so far ?”
Them : “Yes”
You : “Well then, why don’t you give us a try?”
A "try" makes a purchase seem light, fun, and no big deal.
5. SANDWICH CLOSE
List price only by sandwiching line-by-line costs with services of product.
*** $2000 for services for 1 year
*** $50,000 for the car
*** $3000 for automatic so-and-so
6. WALK-AWAY CLOSE
Them : "Ok. I'm going to shop around."
You : "Great idea! However, before you make a decision, promise you will come back to me.... and I will give you the best deal in town."
This causes doubt in their mind, and makes them collect information on the competition for you.
He who asks questions controls the situation
-------------------------
** Always follow any question with a question of your own
** Turn around the objection and recenter focus on you
Handling Price Concerns :
——————————
EXAMPLE 1:
Them : “How much is it?”
You : “If it’s not exactly right for you, I won’t charge you a thing.”
Them : (quietly dazed)
You : (follow with benefits of product)
EXAMPLE 2:
Them : “How much is it?”
You : “That’s the best part!”
Retake control of the conversation.
You : “Now, I bet you want to know how much this costs.”
EXAMPLE 3 :
Them : “That’s expensive !”
You : “You’re absolutely right. It’s Armani, and it’s so refined, so exquisite, when you wear this, you will feel like one of the most exclusive women in America.”
EXAMPLE 4 :
Them : “That’s expensive !”
You : “What if we took your car as a trade-in so no cash would be required down at all?“
Them: “Still can’t afford it”
You : “How about if we also financed it for you fully?”
Them : “Ugh.. those payments”
You : “And we’d stretch those payments over 5 years…”
There’s always a way to get the sale to work if the prospect wants it badly enough.
.
August 1, 2022
Un libro sumamanete práctico, concreto, que va al grano y que, lejos de dar recetas mágicas, cifra su éxito en la propia formación, en el intentar una y otra vez, en buscar lo que resulta hasta encontrarlo y aplicarlo recurrentemente. Es un libro con pura calidad y que tiene su eficacia en practicar y practicar.
January 23, 2013
This book provides insight and guidance. Thank you Mr. Tracy for writing a clear guide, a very personal guide, to working as a professional sales person. If this is the topic you want to study, Brian Tracy is a master of the field, and he shares some valuable personal stories about his own experience. This book had high value for me.
Read
November 12, 2015I work in fashion retail, so most of the book wasn't relevant to me, as it was designed for sales professionals who generally have pre-written presentations, and seek out customers, rather than waiting for customers to walk into their shop. The suggestions are quite aggressive and therefore would not work in my situation. I did however learn a lot of techniques that could be used on me in the future, if I'm ever in the market for a car or insurance, so I'm glad that I will be able to detect when I'm being manipulated (although Brian Tracy INSISTS that these techniques are not manipulative, I don't think he understands the meaning of the word).
My personal cliffnotes (some verbatim from the book, others my interpretation):
* View yourself as self-employed: you are in command of training and development and continually upgrading your skills; you are in control of sales and marketing, production and quality control, and personal organisation and efficiency.
* Invest in your personal development: read, listen to audio programs, attend courses. If your company offers any training opportunities, accept them immediately. Every new skill you learn is an investment in your future.
* Ask good questions and listen carefully. Dominate the listening, rather than the talking.
* Confidently expect to succeed. This optimism will have a positive effect on everyone around you.
* Confidently ignore customer skepticism. Knee-jerk objections like "I'm just looking" are automatic. Be positive, keeping asking questions, and listen.
* Magic questions: after every encounter, ask yourself "What did I do right?" and "What would I do differently?". Think about: preparation & research (product knowledge), whether the right questions were asked, whether you understood the customer's needs, whether you listened carefully before speaking.
* Six major requirements for closing: 1. Positivity and enthusiasm. 2. Customer's requirements must be clear to you: wants and needs. 3. Customer must understand the value of your product. 4. Customer must believe and trust you after building your rapport with them. 5. Customer must desire to enjoy your product. 6. Product must be suited to the customer: her needs, capacity to pay, and circumstances.
* Don't make an offer too early: first ask questions, then respond accordingly.
* Use silence after a closing question.
* Customer buying signals (means they are apparently close to making a decision): Rapid talking; sudden friendliness; chin rubbing; questions about price and terms; chance in attitude, posture or voice.
* Rejection is not personal: failure is only feedback. When you try something that doesn't work, think of it as a learning experience.
* The customer comes first: they are a person with needs, not a source of money. Focus on what you can do for the customer, not what they can do for you.
* Keep your opinions to yourself: do not discuss politics, religion, or sex, with customers. Remain neutral and change the subject.
* Action exercises: 1. What do your best customers have in common? 2. Identify your major competitors and determine 3 advantages your product has over theirs. 3. Confront your fear of rejection over and over again. 4. Do what you are afraid to do: act as if it were impossible to fail. Make a habit of this. 5. Expect the best in every sales situation.
* Make a list of every objection that a qualified/experienced customer could give you to avoid making a buying decision. Once you have a list of every question, criticism, or complaint that you've heard or can imagine (may include price, quality, capability, competitive, reputation, newness), organise the objections by priority. What are the most common? Which ones stand most in the way of your making a sale? Now write a bulletproof answer for each of your major objections. What could you say that would remove the objection as an obstacle for your customer to proceed with the purchase? Consider: interpreting the objection a a question (if not already one); compliment the objection (i.e. that's a good point), be polite and respectful; don't make it difficult to object - if a customer is not comfortable voicing an objection you won't get the chance to respond the objection and make a sale; listen carefully to the objection - do not assume you have heard it before, instead ask for further clarification; use the words "feel", "felt", and "found", when answering objections.
* Don't take criticism personally -- malicious customers are unhappy for reasons other than your existence. Remain calm, confident, positive, and polite.
* Be proud of the price of your product -- your product is of good quality and in high demand.
* Before discussing price, focus on the value, benefits, or features of your product -- the price will appear more reasonable when presented after a glowing review.
* Sell past the sale: instead of discussing the purchase, talk about ownership and enjoyment of the product.
* After building a raport, invite your customer to come back with their friends (a variation of "referrals")
* When asking for feedback, use the right words, e.g. instead of "How is everything?", ask "Is there anything I can improve on?"
* Ask questions with affirmative answers before asking a final closing question. (The closing question can have a negative answer e.g. "Do you have any other questions or concerns?")
* Closing suggestions: Which of the two do you prefer?
* Think about your income in terms of hourly rate (as opposed to monthly or yearly) and ensure that every hour pays for itself. For self-employed salespeople: Determine how much you want to earn in a year by dividing that goal by 2000 (the number of hours in a sales year), and then commit to earning that amount each hour.
* Be prepared: this will give you confidence, making you calmer, more relaxed, and more positive, which will leave a positive impression on customers.
My personal cliffnotes (some verbatim from the book, others my interpretation):
* View yourself as self-employed: you are in command of training and development and continually upgrading your skills; you are in control of sales and marketing, production and quality control, and personal organisation and efficiency.
* Invest in your personal development: read, listen to audio programs, attend courses. If your company offers any training opportunities, accept them immediately. Every new skill you learn is an investment in your future.
* Ask good questions and listen carefully. Dominate the listening, rather than the talking.
* Confidently expect to succeed. This optimism will have a positive effect on everyone around you.
* Confidently ignore customer skepticism. Knee-jerk objections like "I'm just looking" are automatic. Be positive, keeping asking questions, and listen.
* Magic questions: after every encounter, ask yourself "What did I do right?" and "What would I do differently?". Think about: preparation & research (product knowledge), whether the right questions were asked, whether you understood the customer's needs, whether you listened carefully before speaking.
* Six major requirements for closing: 1. Positivity and enthusiasm. 2. Customer's requirements must be clear to you: wants and needs. 3. Customer must understand the value of your product. 4. Customer must believe and trust you after building your rapport with them. 5. Customer must desire to enjoy your product. 6. Product must be suited to the customer: her needs, capacity to pay, and circumstances.
* Don't make an offer too early: first ask questions, then respond accordingly.
* Use silence after a closing question.
* Customer buying signals (means they are apparently close to making a decision): Rapid talking; sudden friendliness; chin rubbing; questions about price and terms; chance in attitude, posture or voice.
* Rejection is not personal: failure is only feedback. When you try something that doesn't work, think of it as a learning experience.
* The customer comes first: they are a person with needs, not a source of money. Focus on what you can do for the customer, not what they can do for you.
* Keep your opinions to yourself: do not discuss politics, religion, or sex, with customers. Remain neutral and change the subject.
* Action exercises: 1. What do your best customers have in common? 2. Identify your major competitors and determine 3 advantages your product has over theirs. 3. Confront your fear of rejection over and over again. 4. Do what you are afraid to do: act as if it were impossible to fail. Make a habit of this. 5. Expect the best in every sales situation.
* Make a list of every objection that a qualified/experienced customer could give you to avoid making a buying decision. Once you have a list of every question, criticism, or complaint that you've heard or can imagine (may include price, quality, capability, competitive, reputation, newness), organise the objections by priority. What are the most common? Which ones stand most in the way of your making a sale? Now write a bulletproof answer for each of your major objections. What could you say that would remove the objection as an obstacle for your customer to proceed with the purchase? Consider: interpreting the objection a a question (if not already one); compliment the objection (i.e. that's a good point), be polite and respectful; don't make it difficult to object - if a customer is not comfortable voicing an objection you won't get the chance to respond the objection and make a sale; listen carefully to the objection - do not assume you have heard it before, instead ask for further clarification; use the words "feel", "felt", and "found", when answering objections.
* Don't take criticism personally -- malicious customers are unhappy for reasons other than your existence. Remain calm, confident, positive, and polite.
* Be proud of the price of your product -- your product is of good quality and in high demand.
* Before discussing price, focus on the value, benefits, or features of your product -- the price will appear more reasonable when presented after a glowing review.
* Sell past the sale: instead of discussing the purchase, talk about ownership and enjoyment of the product.
* After building a raport, invite your customer to come back with their friends (a variation of "referrals")
* When asking for feedback, use the right words, e.g. instead of "How is everything?", ask "Is there anything I can improve on?"
* Ask questions with affirmative answers before asking a final closing question. (The closing question can have a negative answer e.g. "Do you have any other questions or concerns?")
* Closing suggestions: Which of the two do you prefer?
* Think about your income in terms of hourly rate (as opposed to monthly or yearly) and ensure that every hour pays for itself. For self-employed salespeople: Determine how much you want to earn in a year by dividing that goal by 2000 (the number of hours in a sales year), and then commit to earning that amount each hour.
* Be prepared: this will give you confidence, making you calmer, more relaxed, and more positive, which will leave a positive impression on customers.
October 23, 2024
I thought this book provided some really useful how-to advice on sales in general and closing in particular. It felt slightly more relevant to the selling of tangible things rather than intangible. But as someone who sells and delivers intangible services I can see how much of the advice can be applied
April 7, 2023
i have read several sales & business books but this one was one of those not boring books when I'd expected the worst. literally would read more of his books.
October 21, 2010
I like reading sales books; they keep me fired up and they always have good ideas for handling objections when you're trying to persuade someone. At the end of the day, all persuasion is sales, so these books are like life coaching.
September 7, 2017
I thought it was amazing at first, but then when I got to the real meat of it all, I realized it's pretty much just a book filled with manipulative phrases and suggestions to get someone to agree to buying something without knowing they agreed.
January 2, 2016
Pretty good book. Lots of gold nuggets of advice as well as some good techniques
April 12, 2018
This is another classic from Brian Tracy! The first chapter alone provided enough value to justify the cost of this book. This is one I will reread and refer back to often.
February 6, 2021
Uggghhhhhhhhhh sales 😑😬
It’s a very good manual for increasing sales. I just happen to hate sales! Essentially everything I’m hearing is translated to how to scam people out of their money to buy things they don’t need.
But I seem to have landed myself in sales??? :p reselling used goods, specifically, and yes I DO believe it’s better than the alternative (retail). Yes I do believe that buying the clothes I sell on Poshmark (btw.... use code theeverycloset for $15 credit if you download Poshmark. It’s just a free $15! For you and for me! Only if you’re gonna download it anyway)
Okay so I will break this down - here are all the amazing reasons to buy the clothes I (or my fellow Poshers) sell on Poshmark:
-ability to search for specific brands, cuts, styles, colours, etc. I’ve spent weeks before searching the mall for a mustard coloured cardigan when the entire time I could have gone on Poshmark and had my pick from 20 previously owned mustard cardigans for a fraction of the price and delivered to my door? What was I doing!?
-better for the environment! Producing new clothes is bad for the environment. Throwing perfectly good clothes into the landfill is bad for the environment. Brands can tell me their sneakers are made from recycled materials all they want but nothing leaves a smaller carbon footprint than buying used - it simply can’t be beat!
-uhhh money ! Not only do most Poshmark sellers only carry fairly new condition items with few flaws, but due to the fact that they were owned by someone else first, these clothes cost anywhere from 40-80% off retail price. Most items are basically as good as new, so why would I spend more?
-The money I DO spend on Poshmark goes toward individual, small business owners instead of to giant corporations who employ kids from Bangladesh to make the clothes for $4 a day. I prefer the small business owners!
-Poshmarks return policy is iron clad - benefitting the seller and the buyer! If you open a box and see flaws that you didn’t expect - 100% refund and return, no cost to you and Poshmark pays for the return shipping label. Most Poshers do also provide measurements so you can compare them to your own items that fit.
It’s win win win win win and you usually get a cute package and thank you note 📝
But...... yesterday someone told me she would order an item from me once she “paid a bill” and all my instincts screamed WHAT? DONT BUY FROM ME THEN! BUILD UP ENOUGH EXTRA MONEY FIRST THEN GET CLOTHES, SUCH A LOW PRIORITY, PLEASE DONT SPEND MONEY YOU NEED IN MY POSHMARK CLOSET
So.... I hate sales :p no way in hell does anyone NEED the Coach boots in my closet - no matter how discounted they are. And I can’t bring myself to use any of the methods in this guide because if anyone ever says “I can’t afford it” I cannot physically bring myself to continue to try to sell them things as frivolous as clothing.
But if you don’t have this particular Hangup then yes, great choice to read!
It’s a very good manual for increasing sales. I just happen to hate sales! Essentially everything I’m hearing is translated to how to scam people out of their money to buy things they don’t need.
But I seem to have landed myself in sales??? :p reselling used goods, specifically, and yes I DO believe it’s better than the alternative (retail). Yes I do believe that buying the clothes I sell on Poshmark (btw.... use code theeverycloset for $15 credit if you download Poshmark. It’s just a free $15! For you and for me! Only if you’re gonna download it anyway)
Okay so I will break this down - here are all the amazing reasons to buy the clothes I (or my fellow Poshers) sell on Poshmark:
-ability to search for specific brands, cuts, styles, colours, etc. I’ve spent weeks before searching the mall for a mustard coloured cardigan when the entire time I could have gone on Poshmark and had my pick from 20 previously owned mustard cardigans for a fraction of the price and delivered to my door? What was I doing!?
-better for the environment! Producing new clothes is bad for the environment. Throwing perfectly good clothes into the landfill is bad for the environment. Brands can tell me their sneakers are made from recycled materials all they want but nothing leaves a smaller carbon footprint than buying used - it simply can’t be beat!
-uhhh money ! Not only do most Poshmark sellers only carry fairly new condition items with few flaws, but due to the fact that they were owned by someone else first, these clothes cost anywhere from 40-80% off retail price. Most items are basically as good as new, so why would I spend more?
-The money I DO spend on Poshmark goes toward individual, small business owners instead of to giant corporations who employ kids from Bangladesh to make the clothes for $4 a day. I prefer the small business owners!
-Poshmarks return policy is iron clad - benefitting the seller and the buyer! If you open a box and see flaws that you didn’t expect - 100% refund and return, no cost to you and Poshmark pays for the return shipping label. Most Poshers do also provide measurements so you can compare them to your own items that fit.
It’s win win win win win and you usually get a cute package and thank you note 📝
But...... yesterday someone told me she would order an item from me once she “paid a bill” and all my instincts screamed WHAT? DONT BUY FROM ME THEN! BUILD UP ENOUGH EXTRA MONEY FIRST THEN GET CLOTHES, SUCH A LOW PRIORITY, PLEASE DONT SPEND MONEY YOU NEED IN MY POSHMARK CLOSET
So.... I hate sales :p no way in hell does anyone NEED the Coach boots in my closet - no matter how discounted they are. And I can’t bring myself to use any of the methods in this guide because if anyone ever says “I can’t afford it” I cannot physically bring myself to continue to try to sell them things as frivolous as clothing.
But if you don’t have this particular Hangup then yes, great choice to read!
February 23, 2025
⭐ 4 Stars – Practical, Insightful, but a Bit Dry! ⭐
🔥 The Art of Closing the Sale by Brian Tracy is a solid, no-nonsense guide to mastering sales techniques that can be applied across all business ventures. Whether you’re in traditional sales, online marketing, or running multiple businesses like me, this book provides actionable advice to help increase conversions, close deals, and refine the art of persuasion.
I listened to this as an audiobook, and while the content was highly valuable, the delivery felt a bit stiff and dry at times. However, the practical tips and sales psychology insights made it absolutely worth the listen. 🎧✨
💡 Key Takeaways That Stood Out:
✔️ Closing a sale requires confidence, preparation, and a well-thought-out strategy.
✔️ Sales isn’t just about persuasion—it’s about understanding human behavior and decision-making.
✔️ The best salespeople know how to handle objections smoothly and turn them into opportunities.
✔️ Trust and rapport are essential—customers buy from people they feel connected to.
✔️ Always be closing, but do it in a way that feels natural and not overly aggressive.
✔️ Includes useful techniques and scripts to navigate different sales scenarios effectively.
💀 And let’s talk about its application. While this book focuses on traditional sales, its principles translate well into various business ventures, including online marketing and product-based sales. It’s less about high-pressure tactics and more about relationship-building, understanding the customer’s needs, and guiding them toward the right purchase.
Brian Tracy is an expert in his field, and the book is filled with practical wisdom and actionable strategies. The only drawback? The tone can feel a little stiff, lacking the personality and engagement factor that might make it easier to digest. However, the advice is timeless and incredibly valuable for anyone looking to improve their sales skills.
⚡ Why 4 Stars Instead of 5?
✔️ Content? Fantastic.
✔️ Actionable advice? Absolutely.
✔️ Engagement factor? A little too dry for my taste.
If you can push past the somewhat formal delivery, the techniques and strategies inside are incredibly valuable—especially for entrepreneurs, online business owners, and content creators looking to increase sales.
🔥 Final Verdict:
If you own a business, sell online, or want to improve your ability to close deals, The Art of Closing the Sale is a must-read. It’s practical, to the point, and packed with great advice—even if it lacks some flair in delivery.
💖 Would I recommend? Yes, especially for entrepreneurs and anyone in business. Just be prepared for a straightforward, no-frills approach.
🔥 The Art of Closing the Sale by Brian Tracy is a solid, no-nonsense guide to mastering sales techniques that can be applied across all business ventures. Whether you’re in traditional sales, online marketing, or running multiple businesses like me, this book provides actionable advice to help increase conversions, close deals, and refine the art of persuasion.
I listened to this as an audiobook, and while the content was highly valuable, the delivery felt a bit stiff and dry at times. However, the practical tips and sales psychology insights made it absolutely worth the listen. 🎧✨
💡 Key Takeaways That Stood Out:
✔️ Closing a sale requires confidence, preparation, and a well-thought-out strategy.
✔️ Sales isn’t just about persuasion—it’s about understanding human behavior and decision-making.
✔️ The best salespeople know how to handle objections smoothly and turn them into opportunities.
✔️ Trust and rapport are essential—customers buy from people they feel connected to.
✔️ Always be closing, but do it in a way that feels natural and not overly aggressive.
✔️ Includes useful techniques and scripts to navigate different sales scenarios effectively.
💀 And let’s talk about its application. While this book focuses on traditional sales, its principles translate well into various business ventures, including online marketing and product-based sales. It’s less about high-pressure tactics and more about relationship-building, understanding the customer’s needs, and guiding them toward the right purchase.
Brian Tracy is an expert in his field, and the book is filled with practical wisdom and actionable strategies. The only drawback? The tone can feel a little stiff, lacking the personality and engagement factor that might make it easier to digest. However, the advice is timeless and incredibly valuable for anyone looking to improve their sales skills.
⚡ Why 4 Stars Instead of 5?
✔️ Content? Fantastic.
✔️ Actionable advice? Absolutely.
✔️ Engagement factor? A little too dry for my taste.
If you can push past the somewhat formal delivery, the techniques and strategies inside are incredibly valuable—especially for entrepreneurs, online business owners, and content creators looking to increase sales.
🔥 Final Verdict:
If you own a business, sell online, or want to improve your ability to close deals, The Art of Closing the Sale is a must-read. It’s practical, to the point, and packed with great advice—even if it lacks some flair in delivery.
💖 Would I recommend? Yes, especially for entrepreneurs and anyone in business. Just be prepared for a straightforward, no-frills approach.
April 15, 2023
The book taught me some useful sales skills in an easy to follow way. The examples are interesting and illustrative, but not in detail perhaps for privacy reasons. Some useful tips I have picked up:
- Be completely quiet after asking a closing question. Whoever breaks the silence loses the game. The person who asks the question has the control. It is why it is good to answer a question with a question. (How soon can I get these products? -> How many do you want?
- There are never more than 6 types of objections, such as prices, competitive offerings, quality issues. Prepare answers to each type of objections and develop a bulletproof.
- Determine whether the customer's response is an objection or a condition. Objection is a problem that requires a solution. (like saying I can't afford it. But it is only now but not in the future) But condition is outside our control. (like the person genuinely has no money or his company is going bankrupt.)
- Sidestep the price question: if the prospect asks: how much is it? You can answer: it's the best part. There is no charge if you don't like it. Or if you don't like it, you can get a refund.
- Give a sandwich close: Benefit A + price + Benefit B. This way keeps the customer focused on the value the product brings. Every customer is gonna find a product expensive if they don't see the benefits in it.
- Practice 80/20 rule. 80% of the time on 20% of the prospects that bring 80% of the business.
- Be completely quiet after asking a closing question. Whoever breaks the silence loses the game. The person who asks the question has the control. It is why it is good to answer a question with a question. (How soon can I get these products? -> How many do you want?
- There are never more than 6 types of objections, such as prices, competitive offerings, quality issues. Prepare answers to each type of objections and develop a bulletproof.
- Determine whether the customer's response is an objection or a condition. Objection is a problem that requires a solution. (like saying I can't afford it. But it is only now but not in the future) But condition is outside our control. (like the person genuinely has no money or his company is going bankrupt.)
- Sidestep the price question: if the prospect asks: how much is it? You can answer: it's the best part. There is no charge if you don't like it. Or if you don't like it, you can get a refund.
- Give a sandwich close: Benefit A + price + Benefit B. This way keeps the customer focused on the value the product brings. Every customer is gonna find a product expensive if they don't see the benefits in it.
- Practice 80/20 rule. 80% of the time on 20% of the prospects that bring 80% of the business.
October 27, 2024
Here are the key takeaways from "The Art of Closing the Sale" by Brian Tracy :
1. Believe in What You're Selling: If you don't genuinely think your product is great, your customers won't either. Confidence in what you're offering is a big part of making the sale.
2. Build Trust First: Closing the sale is a lot easier if you've already built a connection with the customer. Spend time understanding their needs and showing that you get where they're coming from.
3. Don't Fear Objections: Objections aren't deal-breakers; they're just part of the process. See them as chances to explain your product's value even more.
4. Ask for the Sale: It sounds simple, but many salespeople miss out because they never directly ask the customer to buy. You've got to be bold and just go for it.
5. Stay Persistent: Don't be discouraged if you hear "no" at first. Following up and staying consistent can turn things around.
6. Keep a Positive Attitude: Sales can be tough, but keeping your spirits up will help you push through rejection and stay motivated.
7. Always Keep Learning: Tracy emphasizes improving your skills continuously. Whether it's through reading, workshops, or practicing new techniques, always be on the lookout for ways to get better.
The book is all about boosting your sales game by mastering the basics and keeping at it.
1. Believe in What You're Selling: If you don't genuinely think your product is great, your customers won't either. Confidence in what you're offering is a big part of making the sale.
2. Build Trust First: Closing the sale is a lot easier if you've already built a connection with the customer. Spend time understanding their needs and showing that you get where they're coming from.
3. Don't Fear Objections: Objections aren't deal-breakers; they're just part of the process. See them as chances to explain your product's value even more.
4. Ask for the Sale: It sounds simple, but many salespeople miss out because they never directly ask the customer to buy. You've got to be bold and just go for it.
5. Stay Persistent: Don't be discouraged if you hear "no" at first. Following up and staying consistent can turn things around.
6. Keep a Positive Attitude: Sales can be tough, but keeping your spirits up will help you push through rejection and stay motivated.
7. Always Keep Learning: Tracy emphasizes improving your skills continuously. Whether it's through reading, workshops, or practicing new techniques, always be on the lookout for ways to get better.
The book is all about boosting your sales game by mastering the basics and keeping at it.
March 9, 2025
Deseo vincular mis conocimientos sobre creación literaria con las ventas; por esa razón en esta etapa estoy leyendo libros sobre el tema. El título fue recomendación de Amazon y lo compré.
Como la mayoría de libros de esta vertiente, contiene altas dosis motivacionales.
Sin embargo, la parte sustantiva dedicada a las técnicas de cierre de ventas podrían ser útiles.
Lo único que se necesita es estructurar la prospección, presentación y cierre de acuerdo al producto o servicio que se brinde.
Definitivamente el libro no ofrece soluciones para cada persona, pero sí contiene una lista de actividades a realizar después de cada capítulo. Infiero que, de realizarlo, uno podría tener un plan de acción de ventas de nuestros productos.
Sin embargo será imprescindible poner en práctica las técnicas que menciona para saber si funcionan o no.
Como la mayoría de libros de esta vertiente, contiene altas dosis motivacionales.
Sin embargo, la parte sustantiva dedicada a las técnicas de cierre de ventas podrían ser útiles.
Lo único que se necesita es estructurar la prospección, presentación y cierre de acuerdo al producto o servicio que se brinde.
Definitivamente el libro no ofrece soluciones para cada persona, pero sí contiene una lista de actividades a realizar después de cada capítulo. Infiero que, de realizarlo, uno podría tener un plan de acción de ventas de nuestros productos.
Sin embargo será imprescindible poner en práctica las técnicas que menciona para saber si funcionan o no.
May 4, 2019
It's an amazing book about selling. I consider this book a MUST in the sales industry. He goes straight to the point after the first chapter which talks about the mindset you must have(The most important thing on every area of life) There's a lot of techniques that you can start doing right away, and after each chapter, he leaves action exercises which are super useful. This book is very practical, and it will improve your sales skills if you put what's in the book into practice.
September 4, 2020
Contado desde sus experiencias, en este libro, Brian Tracy nos lleva paso a paso y de forma detallada para conocer algunas objeciones y reacciones de los futuros compradores.
Nos muestra una gran variedad de cierres en ventas, identificando posibles objeciones y dudas que podemos usar a nuestro favor para cerrar la venta.
Un excelente libro guía sobre identificación de objeciones qué nos muestra una gran variedad de cierres para poder vender todo lo que nos propongamos.
Nos muestra una gran variedad de cierres en ventas, identificando posibles objeciones y dudas que podemos usar a nuestro favor para cerrar la venta.
Un excelente libro guía sobre identificación de objeciones qué nos muestra una gran variedad de cierres para poder vender todo lo que nos propongamos.
This entire review has been hidden because of spoilers.
June 24, 2021
Good Books, but take a lot of time for me to finish this due to my Reading Block. But surely it is good for someone to close sales and for me who not it sales business try to learn this, perhaps i can get rid every seller and saves my money from the equipment i dont need. 😂
Overall it was so good, i just dont realize it earlier. Maybe sometimes i will read it again. Especially types of closing sales. 💪🏻
Overall it was so good, i just dont realize it earlier. Maybe sometimes i will read it again. Especially types of closing sales. 💪🏻
July 15, 2024
I have been a fan of Brian Tracy since the 1980's when I purchased my first of his audiobook programs. He's an excellent communicator and speaks slowly enough to make sure you have time to really process and contemplate what he is speaking of. He has a knack for emphisizing key points in such a way that they stick in your memory. Personally, it's been a while since I read this, but I do recall it helped me considerably at that time.
February 25, 2019
Great book! If you're new to sales, this will be like drinking out a garden hose. The close is the most important aspect of the sale, but Tracy touches on other parts that are critical as well. If you're seasoned in sales and the material out there, you will still find golden nuggets within these pages that will surely boost your income as it did mines. Thanks, Brian!
January 9, 2018
How to get past some of the common objections that typically end a cold call. Manuerving around a dead end to find value for the customer. Excellent examples that apply both to in person and field sales. Good for SDR's.
February 9, 2018
Some good strategies and tips and of course a whole lot of repetitive angles found in other sources but more importantly reading it sets the tone, builds confidence, momentum and adds to the overall database from which to draw from during the work day. Keeps those ideas fresh in the mind.
June 18, 2018
Practical advice. Great book.
Easy to read. Goes over really what should be common sense practices in selling but why don't we use them? I'll be reading this book again and again. Invaluable insights if you want to be your best at selling.
Easy to read. Goes over really what should be common sense practices in selling but why don't we use them? I'll be reading this book again and again. Invaluable insights if you want to be your best at selling.
August 20, 2018
Un libro orientado al vendedor persona persona
Aunque el libro no es malo es un libro que no funciona mucho para las personas que vendemos por Internet aunque al final el libro deja grandes ideas y acciones realizar.
Aunque el libro no es malo es un libro que no funciona mucho para las personas que vendemos por Internet aunque al final el libro deja grandes ideas y acciones realizar.
February 11, 2019
Profundidad en los ejemplos
Me gusta la forma en como desglosa y enumera los ejemplos, sin embargo hay puntos que son explicadosde forma somera, ademas de tambien plantear un limite a la persuación.
Me gusta la forma en como desglosa y enumera los ejemplos, sin embargo hay puntos que son explicadosde forma somera, ademas de tambien plantear un limite a la persuación.
April 7, 2019
The two parts which talk about the different types of close are really good.
The reverse angle close, heroes and villains close, order sheet close and 100 call method were some of my favorites.
The other parts were a repetition of his Sales Superstars book.
The reverse angle close, heroes and villains close, order sheet close and 100 call method were some of my favorites.
The other parts were a repetition of his Sales Superstars book.
August 12, 2019
Brian Tracy is a great author when it comes to sales training. I always appreciate his books as they usually include actionable tips to help you with your career and life. I liked this book and took several good tidbits that I will try to use daily.
November 13, 2019
Mejor libro de lo que esperaba
Es un muy buen libro, sobretodo en personas que no tienen mucho conocimiento de ventas como yo, describen varias tecnicas de venta, en teoría muy útil y que falta que lo ponga en practica para ver cuales funcionan.
Es un muy buen libro, sobretodo en personas que no tienen mucho conocimiento de ventas como yo, describen varias tecnicas de venta, en teoría muy útil y que falta que lo ponga en practica para ver cuales funcionan.
December 26, 2019
79% of self made millionaires do this
Bringing the sales conversation to a close is difficult, however with these time tested skills you can do it artfully and make a lot of money at the same time.
Bringing the sales conversation to a close is difficult, however with these time tested skills you can do it artfully and make a lot of money at the same time.
December 28, 2020
Secret of Happy sales person
If you’re in sales, you can’t afford to skip this book. I just read it on my kindle but it’s so precious that I am going to buy hardcopy too. Each tip needs to be practiced several times. Thanks Brian.
If you’re in sales, you can’t afford to skip this book. I just read it on my kindle but it’s so precious that I am going to buy hardcopy too. Each tip needs to be practiced several times. Thanks Brian.
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