Quotations by Brian Tracy

The more you give of yourself to others without expectation of return, the more good things there are that will come back to you from the most unexpected sources. [2004] - Brian Tracy

The habit of faith requires that you simply believe that there is a higher power in the universe and that this power wants the very best for you. [2004] - Brian Tracy

The final habit for you to develop in becoming a truly excellent person is the habit of practicing an "attitude of gratitude" in every part of your life. Virtually every successful person I have met attributes their success to other people, to their spouses, their children, their parents, their co-workers, their friends, associates, and customers. [2004] - Brian Tracy

The single most important skill for success is the ability to sell. Every other skill can be hired away from someone else. Selling is the only field in our society where you can start with little skill or training, come from any background, and be making a great living in a matter of three to twelve months. [2004] - Brian Tracy

Top people are usually willing to help other people who want to succeed. [2004] - Brian Tracy

The seven key result areas of selling are prospecting, building rapport, identifying needs, presenting, answering objections, closing the sale, and getting resales and referrals. [2004] - Brian Tracy

A full 80 percent of sales are never closed before the fifth meeting or closing attempt. These numbers turn out to be valid especially when you are trying to get your prospect to change from buying from one company to buying from your company. Only about 10 percent of salespeople make more than five calls or attempts to close the sale. [2004] - Brian Tracy

When they say to you, "Let me think it over," they are announcing to you that the interview is over and that you have lost your entire investment of time and energy in this prospect. [2004] - Brian Tracy

Customers will only buy from people they like. We call this the "friendship factor." [2004] - Brian Tracy

Enthusiasm accounts for 50 percent or more of all sales ability. [2004] - Brian Tracy

The commitment to goal setting has been the number one reason for the success of the top people. You need a goal that is realistic, but challenging. Take your highest income year to date and increase that amount by 25 to 50 percent. [2004] - Brian Tracy

Make it a game with yourself to make your ten prospecting calls before noon each day. Set this as your daily activity target, and then discipline yourself to follow through on your plan. [2004] - Brian Tracy

"mental rehearsal" is a peak-performance technique used by all top athletes, including sales athletes. Professional salespeople warm up as well by mentally rehearsing so that they can perform at their very best when they get face-to-face with their customer. [2004] - Brian Tracy

People are sensitive to other people in their work or home environment. Whenever someone considers making a purchase, he or she thinks about how other people may respond to that purchase decision. No one wants to be criticized. If there is a chance that the prospect will be criticized by his boss or spouse for making a particular purchase, he will refrain from making that purchase altogether. [2004] - Brian Tracy

The two major reasons that people buy or don't buy, respectively, are desire for gain and fear of loss. Your first task is to help your prospect understand how much better his life or work would be with your product compared to the way it is now. People are much more motivated to buy if they feel they are going to lose something by not buying, than they are in anticipation of the benefits they will enjoy if they do buy. [2004] - Brian Tracy

People decide emotionally and then justify logically. [2004] - Brian Tracy

Value selling is repeating and explaining the values and benefits that the prospect will receive if he buys what you are selling. Always focus on greater value rather than lower price. [2004] - Brian Tracy

Question skillfully and listen carefully. The more you ask questions and listen patiently and attentively to the answers, the more the customer will open up and talk to you. [2004] - Brian Tracy

Freudian slip: if you allow a person to talk bout himself freely, eventually he will slip. [2004] - Brian Tracy

Today, people do not want to be sold. The moment a prospect feels that he is being pushed to make a buying decision, he shuts down and loses interest. [2004] - Brian Tracy