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The Brian Tracy Success Library
Éxito en ventas (La biblioteca del éxito)
Éxito en las ventas
Ochenta por ciento de todas las ventas se realizan solamente por el veinte por ciento de los vendedores. Es sorprendente descubrir que esos vendedores se desempeñan solo un poco mejor que sus colegas en determinadas áreas críticas. Al brillar en estas competencias, puedes ganar dinero más rápido, tener más éxito, y obtener una mayor satisfacción profesional de la que imaginaste posible. En esta compacta y conveniente guía, el extraordinario instructor de ventas Brian Tracy revela como cualquier persona puede tener la ventaja ganadora.
Llena de estrategias comprobadas y conocimientos invaluables, este práctico libro te ayudará a llevar tus ventas a nuevas alturas.
El lector aprenderá 21 técnicas comprobadas para
• Establecer metas claras—y alcanzarlas
• Desarrollar un sentido de urgencia y hacer que cada minuto valga la pena
• Estar motivado
• Conocer los productos como la palma de la mano
• Analizar a la competencia
• Identificar las ventajas competitivas
• Desarrollar las estrategias de venta
• Encontrar y calificar las perspectivas rápidamente
• Crear buenas relaciones temprano y ganar confianza
• Entender las tres claves de la persuasión
• Dominar los elementos de una presentación efectiva
• Usar el poder de la sugestión
• Establecer una «megacredibilidad»
• Vencer las seis objeciones principales
• Pedir acción
• Aventajarse en su carrera al dar seguimiento
Ochenta por ciento de todas las ventas se realizan solamente por el veinte por ciento de los vendedores. Es sorprendente descubrir que esos vendedores se desempeñan solo un poco mejor que sus colegas en determinadas áreas críticas. Al brillar en estas competencias, puedes ganar dinero más rápido, tener más éxito, y obtener una mayor satisfacción profesional de la que imaginaste posible. En esta compacta y conveniente guía, el extraordinario instructor de ventas Brian Tracy revela como cualquier persona puede tener la ventaja ganadora.
Llena de estrategias comprobadas y conocimientos invaluables, este práctico libro te ayudará a llevar tus ventas a nuevas alturas.
El lector aprenderá 21 técnicas comprobadas para
• Establecer metas claras—y alcanzarlas
• Desarrollar un sentido de urgencia y hacer que cada minuto valga la pena
• Estar motivado
• Conocer los productos como la palma de la mano
• Analizar a la competencia
• Identificar las ventajas competitivas
• Desarrollar las estrategias de venta
• Encontrar y calificar las perspectivas rápidamente
• Crear buenas relaciones temprano y ganar confianza
• Entender las tres claves de la persuasión
• Dominar los elementos de una presentación efectiva
• Usar el poder de la sugestión
• Establecer una «megacredibilidad»
• Vencer las seis objeciones principales
• Pedir acción
• Aventajarse en su carrera al dar seguimiento
128 pages, Hardcover
First published January 1, 2015
184 people are currently reading
295 people want to read
About the author
Brian Tracy
1,398 books5,179 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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August 25, 2023
بعید میدانم کسی باشد که پایش به فضای کسبوکار باز شده باشد و وسوسه نشده باشد که با کمک معجزههای کتابهای مدیر یک دقیقهای و فروش افسانهای و بازاریابی خارقالعاده راه صدساله یک شبه برود و «موفق» بشود.
حداقل برای همنسلهای من که این جاهطلبی و عجله برای همهچیز را سریع و راحت بهدستآوردن یک ویژگی رایج است.
این وسط یکسری نویسنده و ناشر و سخنران هم هستند که از این آب گلآلود ماهی خودشان را میگیرند. نمونهی متأخرش این پکیجفروشهای اینستاگرامی هستند دیگر.
با این حال باز بعید میدانم اغلبمان آگاه نباشیم که بعید است که گوهر موفقیت به همین آسانی در دسترس باشد ولی به آن وسوسه غلبه کردن هم کار آسانی نیست.
اینها را نگفتم که این کتاب برایان تریسی را تماموکمال توی این طبقه بگذارم ولی بههرحال تریسی در بهترین حالت خودش فروشندهی خوبیست و این را میشود به سادگی از موفقیتش در بازاریابی و فروش خودش و محتوایش برای سالها و آنهم در در ابعاد جهانی فهمید. ولی بصیرت قابل توجه این است که هرچه آدم بیشتر ببینید، بهگمانم بیشتر تصدیقش میکنید این است که آدمهایی زیادی هستند که فن و مهارتی را بلدند ولی آدمهای خیلی کمی هستند که معلمی و آموزش را بهخوبی بدانند یا ارادهی واقعی برای آموزش و راهنمایی دیگران داشته باشند.
بههرحال، خواندن این کتاب چندان چیز دندانگیری عایدتان نمیکند جز تکوتوک توصیههای خوب و درست دربارهی «اخلاق فروشندگی» و رویکرد فروشندگی آنهم البته کموبیش محدود به فروش محصولات و خدمات بهاصطلاح B2B به سازمانها و نهادهای بزرگ.
ولی چون حجم کتاب کم و جمعوجور است و خواندنش وقت زیادی نمیگیرد، خالی از فایده هم نیست اگر حواسمان باشد در دام فروش یک دقیقهای و معجزهوار نیفتیم.
ترجمه معمولی ولی قابلقبول است و جایی برای اعتراض نمیگذارد که احتمالا بخشیش مرهون زبان ساده و سرراست برایان تریسی است که بخش مهمی از هنر فروشندگیش هم هست.
حداقل برای همنسلهای من که این جاهطلبی و عجله برای همهچیز را سریع و راحت بهدستآوردن یک ویژگی رایج است.
این وسط یکسری نویسنده و ناشر و سخنران هم هستند که از این آب گلآلود ماهی خودشان را میگیرند. نمونهی متأخرش این پکیجفروشهای اینستاگرامی هستند دیگر.
با این حال باز بعید میدانم اغلبمان آگاه نباشیم که بعید است که گوهر موفقیت به همین آسانی در دسترس باشد ولی به آن وسوسه غلبه کردن هم کار آسانی نیست.
اینها را نگفتم که این کتاب برایان تریسی را تماموکمال توی این طبقه بگذارم ولی بههرحال تریسی در بهترین حالت خودش فروشندهی خوبیست و این را میشود به سادگی از موفقیتش در بازاریابی و فروش خودش و محتوایش برای سالها و آنهم در در ابعاد جهانی فهمید. ولی بصیرت قابل توجه این است که هرچه آدم بیشتر ببینید، بهگمانم بیشتر تصدیقش میکنید این است که آدمهایی زیادی هستند که فن و مهارتی را بلدند ولی آدمهای خیلی کمی هستند که معلمی و آموزش را بهخوبی بدانند یا ارادهی واقعی برای آموزش و راهنمایی دیگران داشته باشند.
بههرحال، خواندن این کتاب چندان چیز دندانگیری عایدتان نمیکند جز تکوتوک توصیههای خوب و درست دربارهی «اخلاق فروشندگی» و رویکرد فروشندگی آنهم البته کموبیش محدود به فروش محصولات و خدمات بهاصطلاح B2B به سازمانها و نهادهای بزرگ.
ولی چون حجم کتاب کم و جمعوجور است و خواندنش وقت زیادی نمیگیرد، خالی از فایده هم نیست اگر حواسمان باشد در دام فروش یک دقیقهای و معجزهوار نیفتیم.
ترجمه معمولی ولی قابلقبول است و جایی برای اعتراض نمیگذارد که احتمالا بخشیش مرهون زبان ساده و سرراست برایان تریسی است که بخش مهمی از هنر فروشندگیش هم هست.
November 30, 2023
Más enfocado al vender de puerta en puerta pero tiene todo lo básico para aplicarlo en otros campos más actuales.
September 7, 2018
sales success by brian tracy
"some people are just a little better in certain ways, consistently over time." <- that is the key to success
the highest paid sales people have an easy ability to enter into friendly relationships with a great number of diverse people and establish high levels of rapport and trust in the process. personality is 80% of sales success.
the vince lombardi approach to sales success - become brilliant on the basics, the fundamentals
7 key result areas of sales
1 - prospecting
2 - building rappoty and trust - understand and empathize with the needs and problems of the prospect
3 - identifying needs
4 - presenting
5 - answering objections
6 - closing the sale/asking for action
7 - getting resales, referrals, and reviews
the new model of sales
1 - build trust (40% of the process)
2 - identifying needs accurately (30%)
3 - present (20%)
4 - ask for a buying decision (10%)
the critical variable in a sales conversation is a "transfer of enthusiasm"
the only way to have sales success is to have an unrelenting positive expectation
practice visualization in your sales endeavors - ask, "what would I be doing right after I achieved whatever I want to achieve?" whether it be a prospecting call, anthing
the #1 reason some people are more successful than others is that they are absolutely clear about 1) who they are, 2) what they want, and 3) how to get what they want
think in terms of minutes, not hours, days, or weeks
developing an idea of your best customer
1 - demographics - literally, demonstrable measurables of your prospects/customers. how old are they? what income do they earn? where do they live? etc. measurables
2 - psychographics - emotional and mental environment. their fears, desires, hopes, dreams, needs, problems, goals, and pains
3 - ethnographics - how your customers use the product. what role does your product play in their life? how does it fit into their day to day life? and how can your improve upon that? (get them to see themselves using your product during their day, how it can fit into their lives)
what problem or pain does your prospect have that they will pay to take away?
*key to sales/marketing success* - identify your competitors and then develop a list of - all of the things that make your product better than theirs. (and also list how *could* your product be better, and work on making that a reality). then make sure you answer "what that means for you as a prospective customer" so that it is more powerful/focused on them, not you. that will give you your USPs, unique selling propositions, or marketing message, or competitive advantage, or whatever you want to call it
another way to develop USPs is ask - why do customers buy my product? (if you need, you can call up your last 10 customers and ask)
what kind of person would most appreciate the value of your product and buy it immediately? <- this is who you're trying to attract
always develop excellent competitor knowledge - their USPs, their marketing and sales methods, before you develop your own
in regard to calling up your last 10 customers and asking why they bought, you can also call your last 10 non customers up and ask them why they didnt buy
differentiation (the solidification and improvement of those USPs you developed earlier) is the key to sales and marketing success.
your product must be superior in 4 ways
1 - quality
2 - gets results faster
3 - cheaper
4 - easier to use/more convenient
4 key concepts of a successful sales strategy
1 - specialization
2 - differentiation
3 - segmentation
4 - concentration
^ those can probably be condensed into 2 keys - 1) specialization and 2) differentiation since segmentation and concentration and really forms of specialization
people dont buy products and services, they buy results, benefits, positive change, and improvement
list the benefits that a customer would enjoy if they bought your product and then prioritize. what benefits are they really looking for? how could you give those to them?
define your product in 5 ways
1 - what problem does it solve for the customer?
2 - what need does it fill for the customer?
3 - what goal does it help them achieve?
4 - what pain does it take away?
5 - what improvement in quality of life does it offer?
implement the 100 call method. get the fear of rejection and hostility out of your mind. make 100 prospecting calls asap! dont worry about any other result than getting the 100 calls made. once you do that, you will be close to fearless thereafter.
good questioning is the key to prospecting success, accurately identifying needs
the #1 benefit and the #1 fear - there is generally one thing that a prospect wants from a product and one thing that will keep them from buying. identify those for each customer is 80-95% of sales success
the 1st job of selling is establishing trust
be like a doctor of sales
1 - examination - find their needs, painpoints, and goals
2 - diagnosis - summarize the situation as realistically as possible
3 - prescription - refer them a course of action
3 keys to persuasion
1 - reciprocity - giving something of value to them in advance of asking for something else ; also see: emotional reciprocity, make them feel good . physical reciprocity is thank you cards and other resources that will help them achieve their relevant goals
2 - commitment and consistency - get them to say yes to things that lead to saying yes to the bigger thing, essentially getting them to admit they need the product
3 - social proof - showing that other people they respect/admire/identify with are doing the same thing you want them to do
formula for effective presentations
1 - show - what the product does to improve the life of the prospect
2 - tell - how the prospect will benefit and how others similar to them have benefited
3 - ask - questions to be sure that everything is staying relevant to them
presentation technique - "because of [product feature], you can [product benefit], which means [customer benefit]
anecdotal selling - tell as many stories as you can of other people using the product and getting the promised benefits because the prospect will see themselves as the customer in that store, place themselves in their shoes
5 elements of megacredibility
1 - the salesperson's tangibles and intangibles - their appearance and their emotional quality/personality
2 - company reputation
3 - social proof of product benefits
4 - authority - 3rd person and authoritative references
5 - the product's promised benefits/value compared to price
(as a side note, it is interesting how author and authority as so close together... maybe someone with "authority" is one who writes their own story or who helps shape our story as a whole)
list whatever the biggest fear people have before they buy your product or service, and then do whatever you can to remove it so they don't have to experience it
objections are a sign of interest and consideration! they are considering it, but there is something stopping them. they'd like the benefits, but they need some of the potential pain removed before they're willing to commit
list answers to this - "we could sell to everyone we talked to if our prospects just didn't say....." and then work on removing those things
treat objections as questions. if they say "well, the price is too high." say, "that's a great question. 'why is the price so high?' well, it's because xyz value or xyz reason."
5 closing techniques
1 - the preference close - "which do you prefer? option a or option b?"
2 - the invitational close - "would you like to get started now?"
3 - directive close/assumptive close - "for us to get started, you'll just need to perform xyz action."
4 - authorization close - "if you'll just authorize this order, we'll get started straight away."
5 - secondary close/minor point close - asking a question that assumes the main sale
make the customer happy they bought from you
4 levels of customer service
1 - satisfaction - minimum requirement from survival
2 - exceeding their expectations - minimum requirement for growth
3 - delighting them - making them very happy
4 - amazing them - making them raving fans
4 keys to effective follow up after the sale
1 - get things moving asap after the sale
2 - keep the customer informed as much as possible
3 - send a token of appreciation as quickly as possible, obviously in relation to size of purchase
4 - always leave every interaction with them on a positive note
focus on getting the 2nd sale every time, at least keep it in the back of your head
ask for referrals
the most important part of customer service is speed! followed closely by getting the result they're looking for
practice the golden rule applied to selling - dont use any sales technique you wouldnt appreciate being used on you
"based on your expereince with us, would you refer us to others?
"on a scale of 1-10, how likely are you to refer us to others?" "what could we do to get a 10?"
7 things to motivate yourself and to keep yourself performing as best you can all day long
1 - make a decision to become excellent in whatever you do
2 - strengthen your weakest key skills
3 - associate with true winners and positive people
4 - get into excellent physical shape/health
5 - practice positive visualization
6 - use positive self talk, affirmations, afformations, etc
7 - be action oriented - use an actions list if need be but get focused on taking the actions you need to take to achieve your goals!
"some people are just a little better in certain ways, consistently over time." <- that is the key to success
the highest paid sales people have an easy ability to enter into friendly relationships with a great number of diverse people and establish high levels of rapport and trust in the process. personality is 80% of sales success.
the vince lombardi approach to sales success - become brilliant on the basics, the fundamentals
7 key result areas of sales
1 - prospecting
2 - building rappoty and trust - understand and empathize with the needs and problems of the prospect
3 - identifying needs
4 - presenting
5 - answering objections
6 - closing the sale/asking for action
7 - getting resales, referrals, and reviews
the new model of sales
1 - build trust (40% of the process)
2 - identifying needs accurately (30%)
3 - present (20%)
4 - ask for a buying decision (10%)
the critical variable in a sales conversation is a "transfer of enthusiasm"
the only way to have sales success is to have an unrelenting positive expectation
practice visualization in your sales endeavors - ask, "what would I be doing right after I achieved whatever I want to achieve?" whether it be a prospecting call, anthing
the #1 reason some people are more successful than others is that they are absolutely clear about 1) who they are, 2) what they want, and 3) how to get what they want
think in terms of minutes, not hours, days, or weeks
developing an idea of your best customer
1 - demographics - literally, demonstrable measurables of your prospects/customers. how old are they? what income do they earn? where do they live? etc. measurables
2 - psychographics - emotional and mental environment. their fears, desires, hopes, dreams, needs, problems, goals, and pains
3 - ethnographics - how your customers use the product. what role does your product play in their life? how does it fit into their day to day life? and how can your improve upon that? (get them to see themselves using your product during their day, how it can fit into their lives)
what problem or pain does your prospect have that they will pay to take away?
*key to sales/marketing success* - identify your competitors and then develop a list of - all of the things that make your product better than theirs. (and also list how *could* your product be better, and work on making that a reality). then make sure you answer "what that means for you as a prospective customer" so that it is more powerful/focused on them, not you. that will give you your USPs, unique selling propositions, or marketing message, or competitive advantage, or whatever you want to call it
another way to develop USPs is ask - why do customers buy my product? (if you need, you can call up your last 10 customers and ask)
what kind of person would most appreciate the value of your product and buy it immediately? <- this is who you're trying to attract
always develop excellent competitor knowledge - their USPs, their marketing and sales methods, before you develop your own
in regard to calling up your last 10 customers and asking why they bought, you can also call your last 10 non customers up and ask them why they didnt buy
differentiation (the solidification and improvement of those USPs you developed earlier) is the key to sales and marketing success.
your product must be superior in 4 ways
1 - quality
2 - gets results faster
3 - cheaper
4 - easier to use/more convenient
4 key concepts of a successful sales strategy
1 - specialization
2 - differentiation
3 - segmentation
4 - concentration
^ those can probably be condensed into 2 keys - 1) specialization and 2) differentiation since segmentation and concentration and really forms of specialization
people dont buy products and services, they buy results, benefits, positive change, and improvement
list the benefits that a customer would enjoy if they bought your product and then prioritize. what benefits are they really looking for? how could you give those to them?
define your product in 5 ways
1 - what problem does it solve for the customer?
2 - what need does it fill for the customer?
3 - what goal does it help them achieve?
4 - what pain does it take away?
5 - what improvement in quality of life does it offer?
implement the 100 call method. get the fear of rejection and hostility out of your mind. make 100 prospecting calls asap! dont worry about any other result than getting the 100 calls made. once you do that, you will be close to fearless thereafter.
good questioning is the key to prospecting success, accurately identifying needs
the #1 benefit and the #1 fear - there is generally one thing that a prospect wants from a product and one thing that will keep them from buying. identify those for each customer is 80-95% of sales success
the 1st job of selling is establishing trust
be like a doctor of sales
1 - examination - find their needs, painpoints, and goals
2 - diagnosis - summarize the situation as realistically as possible
3 - prescription - refer them a course of action
3 keys to persuasion
1 - reciprocity - giving something of value to them in advance of asking for something else ; also see: emotional reciprocity, make them feel good . physical reciprocity is thank you cards and other resources that will help them achieve their relevant goals
2 - commitment and consistency - get them to say yes to things that lead to saying yes to the bigger thing, essentially getting them to admit they need the product
3 - social proof - showing that other people they respect/admire/identify with are doing the same thing you want them to do
formula for effective presentations
1 - show - what the product does to improve the life of the prospect
2 - tell - how the prospect will benefit and how others similar to them have benefited
3 - ask - questions to be sure that everything is staying relevant to them
presentation technique - "because of [product feature], you can [product benefit], which means [customer benefit]
anecdotal selling - tell as many stories as you can of other people using the product and getting the promised benefits because the prospect will see themselves as the customer in that store, place themselves in their shoes
5 elements of megacredibility
1 - the salesperson's tangibles and intangibles - their appearance and their emotional quality/personality
2 - company reputation
3 - social proof of product benefits
4 - authority - 3rd person and authoritative references
5 - the product's promised benefits/value compared to price
(as a side note, it is interesting how author and authority as so close together... maybe someone with "authority" is one who writes their own story or who helps shape our story as a whole)
list whatever the biggest fear people have before they buy your product or service, and then do whatever you can to remove it so they don't have to experience it
objections are a sign of interest and consideration! they are considering it, but there is something stopping them. they'd like the benefits, but they need some of the potential pain removed before they're willing to commit
list answers to this - "we could sell to everyone we talked to if our prospects just didn't say....." and then work on removing those things
treat objections as questions. if they say "well, the price is too high." say, "that's a great question. 'why is the price so high?' well, it's because xyz value or xyz reason."
5 closing techniques
1 - the preference close - "which do you prefer? option a or option b?"
2 - the invitational close - "would you like to get started now?"
3 - directive close/assumptive close - "for us to get started, you'll just need to perform xyz action."
4 - authorization close - "if you'll just authorize this order, we'll get started straight away."
5 - secondary close/minor point close - asking a question that assumes the main sale
make the customer happy they bought from you
4 levels of customer service
1 - satisfaction - minimum requirement from survival
2 - exceeding their expectations - minimum requirement for growth
3 - delighting them - making them very happy
4 - amazing them - making them raving fans
4 keys to effective follow up after the sale
1 - get things moving asap after the sale
2 - keep the customer informed as much as possible
3 - send a token of appreciation as quickly as possible, obviously in relation to size of purchase
4 - always leave every interaction with them on a positive note
focus on getting the 2nd sale every time, at least keep it in the back of your head
ask for referrals
the most important part of customer service is speed! followed closely by getting the result they're looking for
practice the golden rule applied to selling - dont use any sales technique you wouldnt appreciate being used on you
"based on your expereince with us, would you refer us to others?
"on a scale of 1-10, how likely are you to refer us to others?" "what could we do to get a 10?"
7 things to motivate yourself and to keep yourself performing as best you can all day long
1 - make a decision to become excellent in whatever you do
2 - strengthen your weakest key skills
3 - associate with true winners and positive people
4 - get into excellent physical shape/health
5 - practice positive visualization
6 - use positive self talk, affirmations, afformations, etc
7 - be action oriented - use an actions list if need be but get focused on taking the actions you need to take to achieve your goals!
May 17, 2020
Genial
Muy útil y práctico. Recomendado para quienes quieren llevar sus ventas al siguiente nivel.
El libro me gustó mucho para solo tener 120 páginas.
Muy útil y práctico. Recomendado para quienes quieren llevar sus ventas al siguiente nivel.
El libro me gustó mucho para solo tener 120 páginas.
March 5, 2021
It's a complete guide to being a good salesman and building a career in the business.
It's like Brian Tracy gives all his wisdom into this book. I call it a guide because it should be re-read again and again like some sort of motivation and reminder of how to be the best salesman in your team, your office, your company, & your industry.
It's like Brian Tracy gives all his wisdom into this book. I call it a guide because it should be re-read again and again like some sort of motivation and reminder of how to be the best salesman in your team, your office, your company, & your industry.
July 12, 2022
Un libro esquemático, conciso, claro, con ejercicios y un constante llamado a la acción. No tiene desperdicio. Finalmente el éxito en las ventas viene dado por las acciones que tomamos y eso el autor lo subraya constantemente. Es una joya de su rubro porque sabe sintetizar y llevar a un recorrido orgánico los elementos más importantes para ser el mejor vendedor.
August 21, 2020
Excelente libro sobre ventas y como mejorar nuestro trato hacia nuestros clientes.
Además de mostrarnos grandes técnicas de venta, nos regala algunas ideas de mejora personal para tener más éxito en ventas.
Además de mostrarnos grandes técnicas de venta, nos regala algunas ideas de mejora personal para tener más éxito en ventas.
This entire review has been hidden because of spoilers.
October 14, 2023
"Tus expectativas determinan tu actitud. Y tú actitud determina cómo tratarás a otras personas, y cómo ellas te responderán".
Muchos consejos sencillos para adaptar a la estrategia de ventas personal, aptitudes y actitudes correctas para generar ese plus en nuestros clientes.
Muchos consejos sencillos para adaptar a la estrategia de ventas personal, aptitudes y actitudes correctas para generar ese plus en nuestros clientes.
November 15, 2023
Creo que se podría sintetizar en la mitad de páginas, da consejos que como mucho le resultarían útiles a mi sobrino de 8 años.
Se acerca al aprobado porque hay partes en las que se nota que el autor sabe de lo que habla pero sobran cientos de páginas de coaching barato.
Se acerca al aprobado porque hay partes en las que se nota que el autor sabe de lo que habla pero sobran cientos de páginas de coaching barato.
December 14, 2017
Required reading for success in sales
Brian Tracy is a master at breaking down the right techniques for sales success. Read it over and over again.
Brian Tracy is a master at breaking down the right techniques for sales success. Read it over and over again.
August 6, 2019
Brain Tracy work in this book is quite remarkable, this book covers all aspects of a sale.
September 29, 2019
I recommend for all new sales professionals
Excellent read and tutorial for those embarking on the sales professional journey! I highly recommend for all new sales professionals.
Excellent read and tutorial for those embarking on the sales professional journey! I highly recommend for all new sales professionals.
June 10, 2020
Powerful book recommended for people starting into selling or trying to improve habits and skills.
January 19, 2021
Excelente
Me gusta porque es sencillo, fácil de entender y de aplicar en el dia a dia, te mantiene siempre motivado.
Me gusta porque es sencillo, fácil de entender y de aplicar en el dia a dia, te mantiene siempre motivado.
March 9, 2021
Excelente!
Es un libro muy completo! Practico. Tiene una lectura muy amena. Es súper recomendado para los que están en ventas o los que se inician!
Es un libro muy completo! Practico. Tiene una lectura muy amena. Es súper recomendado para los que están en ventas o los que se inician!
June 19, 2021
Muy buen libro.
Digerible. In line ideal y especial para in a persona she esta esperando an ventas. Te convertiras an electric major vendedor.
Digerible. In line ideal y especial para in a persona she esta esperando an ventas. Te convertiras an electric major vendedor.
December 20, 2021
Un libro muy recomendable, me encanto
February 13, 2022
Escuchado en audiolibro. Libro muy ligero de “autoayuda” empresarial pero sus defectos son sus aciertos porque da algunas ideas buenas y fáciles de aplicar.
October 7, 2023
Práctico
April 9, 2024
Un poco desfasado de la actualidad
April 18, 2024
Un libro lleno de información para entender las ventas en general. Como se hacen, la lógica detrás de ellas y cómo implementar técnicas.
June 8, 2024
Grwat book fir Salesman
Concise and organized approach fir success in sales given in the book . Very useful action plan given at the end of every chapter. Thanks.
Concise and organized approach fir success in sales given in the book . Very useful action plan given at the end of every chapter. Thanks.
January 18, 2019
Not the best from Brian.
Read
December 16, 2019Un excelente libro de ventas!
May 26, 2015
Honestly, I picked this book up at Barnes and Noble because it was short. But this little book packs a punch and covers just about every sales fundamental. There is a lot of great information in a succinct way. Brian gets right to the point. Sales is not like riding a bicycle, you must constantly refresh your knowledge and focus, and this book is a perfect primer or tune up. He is a relationship guy, and he thankfully he doesn't espouse cheesy closing techniques.
March 20, 2015
Ok, but nothing special.
March 24, 2015
Brian Tracy is remarkable! This book is an astounding 'action plan' for the man who wants to DRAMATICALLY IMPROVE his sales ability. I bought it bc I hope to someday be in the top 20% of my field.
January 4, 2018
Good advice for sales from start to finish
January 19, 2019
Es un excelente resumen de cómo ser un gran vendedor
November 6, 2019
Muy buen libro
EXCELENTE guía para personas como yo que trabajamos y vivimos del maravilloso mundo de el campo de las ventas directas. Lo recomiendo.
EXCELENTE guía para personas como yo que trabajamos y vivimos del maravilloso mundo de el campo de las ventas directas. Lo recomiendo.
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