Quotations by Brian Tracy
If a prospect asks you a question, rather than answering automatically, pause, take a breath, and say, "That is a good question. May I ask you something first?" In other words, you acknowledge the question. But you then ask a question of your own and take back control of the conversation. When you do this a couple of times, it will become so natural and automatic that the prospect will never know what happened. And you will be back in control. [2004] - Brian Tracy
Quality is never the primary reason for buying anything. People buy things emotionally, but quality is always based on logic. The only time you can use quality as an argument is when you are comparing your product at a higher price to another product at a lower price. [2004] - Brian Tracy
A whopping 95 percent of the first impression that you make on a customer is determined by your clothes. [2004] - Brian Tracy
People don't buy products; they buy benefits. They buy solutions to their problems. They buy ways to satisfy their needs. [2004] - Brian Tracy
In every sale, there is a key benefit that the prospect is seeking. This is the one thing that the prospect must be convinced of before he can buy. Your job is to uncover this key benefit and then to convince the customer that he will enjoy this benefit if he buys your product or service. At the same time, there is a key objection to every sale, the major reason that the customer will hesitate or decide not to buy. It is absolutely essential that you uncover this key objection and find a way to answer it to the customer's satisfaction. [2004] - Brian Tracy
Read, study, and memorize your product information. Find out what your competitors are selling, what they emphasize, and how much they charge. Become an expert in your market. [2004] - Brian Tracy
Spend more time with better prospects. Fish for whales, not minnows. [2004] - Brian Tracy
Customers buy a particular product or service because they feel that it is superior in some way to anything else available. Sometimes it is lower price. Sometimes it is a particular feature or benefit. Sometimes it is because they like the salesperson better than the representative of another company. Sometimes the competitive advantage is that you are the first person who has explained to them how much they could improve their lives or work with your product. [2004] - Brian Tracy
Many people will write you a testimonial letter if you ask for it. But sometimes they are so busy that they don't get around to it. In this case ofter to write the letter yourself and ask them to type it onto their own letterhead and sign it. It is amazing how many customers will do this if you ask. [2004] - Brian Tracy
Introduce yourself and ask, "I need about two minutes of your time. Is this a good time to talk?" In the first thirty seconds, the prospect decides whether or not he is going to listen to you. The first fifteen to twenty-five words out of your mouth set the tone for the rest of the conversation. [2004] - Brian Tracy
Sending things in the mail is usually a complete waste of time and money, unless you are selling from a distance. When the prospect asks if you could mail something, respond by saying, "I would love to mail it to you, but you know how undependable the mail can be today. Why don't I drop it off to you personally on Tuesday afternoon when I'm in the area? Will you be available at that time?" [2004] - Brian Tracy
When the prospect agrees to meet with you at a specific time, you have made your fist sale, the sale that makes the real sale possible. You then confirm by repeating the time, day, and date of the meeting, plus you give the prospect your telephone number in case something comes up. [2004] - Brian Tracy
Face-to-face with the Prospect: First, she wants to be sure that you have something important to communicate. Go straight to the result or benefit of what you sell in your first sentence. Second, she wants to be sure that you are talking to the right person. Third, at least initially, the prospect wants to be assured that your visit will be short. Fourth, the prospect wants to be sure that she will be placed under no obligation if she meets with you. Fifth, the prospect wants to be sure that you will not use high pressure. [2004] - Brian Tracy
Your chances of making a sale once you get face-to-face with the prospect increase by ten or twenty times over a telephone discussion. Before you go off to a prearranged appointment, always call to reconfirm. This is a mark of top professionals. Never expect people to call you back. Smile into the phone when you speak. Stand up when you speak to the prospect. [2004] - Brian Tracy
Long hair, short sales record. [2004] - Brian Tracy
Keep your desk clean. You should only have one thing on your desk at a time. People who work from a clean desk are two or three times as productive as those who work from a cluttered desk. When you work from a clean desk, you can focus and concentrate on one thing at a time. [2004] - Brian Tracy
When you meet a prospect for the first time, offer your hand, look the prospect directly in the eye, and say, "How do you do?" [2004] - Brian Tracy
When a person's arms are folded, it usually means his mind is closed. [2004] - Brian Tracy
When you sit next to a prospect, always have the individual sit on your left. [2004] - Brian Tracy
People do not make important business or family decisions in the living room; they make them in the kitchen or at the dining room table. [2004] - Brian Tracy