Quotations by Brian Tracy

Suggest that the product is already popular and being used by a great number of people. [2004] - Brian Tracy

If the prospect says, "Well, I have to think it over," you can respond by saying, "Well, Mr. Prospect, I appreciate that, but you promised you would tell me one way or the other if this applied to your situation or not." [2004] - Brian Tracy

Buyer Personality Types: 1. The Apathetic Buyer (5$): never buy anything. 2. The Self-Actualizing Buyer (5%): know exactly what he wants, exactly the features and benefits he is seeking, and exactly what price he is wiling to pay. 3. The Analytical Buyer (25%): accountants, engineers, bankers, financiers, loan officers, computer specialists. Slow down and be exact. 4. The Relater Buyer (25%): teachers, personnel administrators, psychologists, nurses, social workers. Concerned about how people might react or respond to their choices. They need to be liked. 5. The Driver/Director Type (25%): entrepreneurs, hard-driving salespeople, sales managers. Get straight to the point. 6. The Socializer Buyer (25%): supervisors, managers, executives, orchestra conductors, senior administrators, presidents. Achievement-oriented. As soon as you reach an agreement of any kind, write it down and get a copy off to them. [2004] - Brian Tracy

It will often take three or four visits just to reach the point where the relationship is strong enough that you can talk business seriously. [2004] - Brian Tracy

Many sales are delayed far longer than they need to be because salespeople are reluctant to ask for the order and bring the transaction to a close. [2004] - Brian Tracy

The planned presentation is twenty times more powerful than the spontaneous presentation. Use three-part presenting. These three parts are the product feature, the product benefit, and then the customer benefit, which is the real reason the customer will buy. [2004] - Brian Tracy

Always delay discussion of pricing until the end of the presentation, when the prospect clearly wants to enjoy the benefits that your product or service offers. [2004] - Brian Tracy

Salespeople must become comfortable with silence. This is critical to selling success. [2004] - Brian Tracy

Use closed-ended questions to bring a conversation to a conclusion. "Are you ready to make a decision today? Is this what you are looking for? Do you want to get started right away?" [2004] - Brian Tracy

Experienced salespeople present one feature or benefit and then ask for feedback. They make sure that they understand what the customer is thinking at each state of the sales presentation. [2004] - Brian Tracy