Author Brian Tracy has been writing and selling sales related books for many years. He has covered every aspect of selling in his books. His latest book, Unlimited Sales Success 12 Simple Steps for Selling More Than You Ever Thought Possible, provides some great insights and tips for people entering the professional sales arena.
He co-authored the book with his son Michael and describes the book as a condensed version of their experiences in selling millions of dollars of products and services. One of the strongest groups of tips offered in the book includes the seven secrets to success in selling.
The secrets to success include getting serious about your work, identifying your limiting skill to success, choosing your friends carefully, deciding to live forever, practicing creative visualization, practicing positive self-talk and get going and keep going.
Tracy starts off by telling readers that five percent of self-made millionaires are salespeople who started at the bottom and worked their way up to becoming wealthy. He also begins with seven new realities that salespeople face today including having more sellers than buyers, a more complex sales environment — along with the facts that selling requires greater focus and clarity, successful salespeople need preparation, customers have become more demanding, success requires multiple skills and getting the sale closed has gotten harder.
Tracy offers a different take on the traditional 80/20 rule. Traditionally, 80 percent of the sales are made by 20 percent of the salespeople. His take is that 80 percent of success is emotional and mental versus technical and physical.
The book covers all aspects of selling these days. From the psychology of selling, to closing and getting referrals and re-sales, the book offers insights and suggestions to overcoming fear to forgetting to ask for the sale.
There is also a section on time management for sales professionals. Having had first-hand experience at consultative selling for technology and software companies, I know how easy it is to let bad habits that waste time take control of one’s day. Effective time management is a must for anyone to be successful in sales.
Other topics of interest include:
- Personal sales planning
- Building relationships
- Consultative sales
- Identifying needs of customers
- Tips for effective sales presentations
- Overcoming purchasing objections from customers
- Closing the sale
I love, love, love Brian Tracy and his brand. I’ve read and reviewed many of his books. His personal story, sales experience and professional tips and techniques are some of the best offered. This book does a great job of addressing most of the issues involved with sales for someone just entering the profession. Those more seasoned sales professionals may find it lacking anything new for them.
One point that may be a letdown for some readers is that there is very little covered about social media and the sales professional. That is such a hot topic for salespeople these days that it would have been nice to get Tracy’s tips for successful use of social media. Or, some mention of how social media affects building relationships these days or how social media can help or hurt someone’s reputation.
While it is kind of difficult to determine how much his son contributed to the writing, the writing style is typical of a Brian Tracy book. It is easy to read, filled with positive tones and will get the reader excited about trying the techniques offered.