Brian Tracy

The Psychology of Selling

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Soliloquios Literarioshas quoted3 months ago
The mark of superior people is that they set high standards for themselves, and they refuse to compromise their standards. They imagine that everyone is watching them, even when no one is watching. You can tell the character of a person by what he does and how he carries himself when he is alone.
Soliloquios Literarioshas quoted3 months ago
You determine your values, vision, mission, purpose, and goals for yourself, your family, and your work
Soliloquios Literarioshas quoted3 months ago
There are several ways that you can detect your area of special talent. First, it is something that you enjoy doing. When you are not doing it, you think about it and about getting back to it.

Second, it is something that absorbs your attention completely. When you are doing what you are uniquely suited to do, you lose track of time. You often forget to eat, drink, or rest when you are doing what you are meant to do.

Third, you love to learn about it and become better at it throughout your life. You are hungry for books, audio programs, and courses that give you ideas to be even better in your area of special talent.

Fourth, you love to talk about it, discuss it, hear about it, and associate with people who are doing what you are ideally suited to do yourself.
Soliloquios Literarioshas quoted3 months ago
Practice the Universal Maxim of Emanuel Kant, the Dutch philosopher. He said, “Conduct your life as though your every act were to become a universal law for all people.”
Soliloquios Literarioshas quoted3 months ago
David McClelland of Harvard, author of The Achieving Society, observed that the major difference between success and failure in life is your choice of a “reference group.”
Soliloquios Literarioshas quoted3 months ago
What we have found is that a change in your reference group, moving from one company to another, or starting to associate with successful people, can transform your life and your results. But as Zig Ziglar said, “You can’t fly with the eagles if you keep scratching with the turkeys.”

Human beings are very much like chameleons. We take on the attitudes and behaviors of the people with whom we associate. We become like these people. We adopt their opinions. The power of suggestion, especially the outlooks and view of other people, exerts an enormous influence on how we think and feel about ourselves, and how we behave on a day-to-day basis.
Soliloquios Literarioshas quoted3 months ago
Jack Welch, president of General Electric, said that the most important principle in leadership is the “reality principle” and that this principle is based on the need to seek the truth, wherever it might lead. “Deal with the world as it is,” he said, “not as you wish it would be.”
Soliloquios Literarioshas quoted3 months ago
Successful people will always help other people to be successful. People who are extremely busy with their own lives and work will always find time to help you, if you genuinely want to be successful.
Soliloquios Literarioshas quoted3 months ago
He was critical of himself, especially with regard to his dress and grooming. If he did not feel that he looked like a top salesperson, he would continue to make changes until he did. Only then would he go off to work
Soliloquios Literarioshas quoted3 months ago
Time management experts say that you will increase your productivity by 25 percent, or gain two extra hours per day, by the very act of planning your day in advance. Your list becomes the key to your time and life management system.
Soliloquios Literarioshas quoted3 months ago
This exercise forces you to think about what is really important, rather than what is merely urgent or busywork. Once you have determined your highest priority task, you know where to start and what to work on
Soliloquios Literarioshas quoted3 months ago
The final question you ask in setting priorities is, what is the most valuable use of my time, right now?

Again, ask this question every hour. There is always a single answer to this question. Your job is to make sure that, whatever you are doing, it is the most valuable use of your time at that moment
Soliloquios Literarioshas quoted3 months ago
Increase Your Value. Each person starts off in life with a limited amount of practical knowledge that he can use for the benefit of other people. As you learn, you become more valuable. The more knowledge you acquire that can be applied to practical purposes, the greater will be your rewards and the more you will be paid
Soliloquios Literarioshas quoted3 months ago
If you are not continually learning and growing, the knowledge you have is actually diminishing. The incompetent person of tomorrow is the person who has stopped learning today. The illiterate person is the person who is no longer learning, growing, and increasing his value every single day. The person who does not read is no better than the person who cannot read
Soliloquios Literarioshas quoted3 months ago
Once you have your list of ten goals, go over the list and ask yourself, Which one goal on this list, if I were to achieve it within twenty-four hours, would have the greatest positive impact on my life?”

The answer to that question becomes your major definite purpose. This becomes the organizing principle or focal point for your life.
Soliloquios Literarioshas quoted3 months ago
The Greek philosopher Epictetus once said, “Circumstances do not make the man; they simply reveal him to himself.”

Adversity shows you what you are made of. As my friend Charlie Jones says, “It’s not how far you fall, but how high you bounce, that counts.”

You can always tell how successful you are going to be by how quickly you bounce back. Your degree of resilience is the mark and measure of your character. Your ability to take the hard work and rough shocks of selling, and to keep on keeping on, is the ultimate determinant of your success.
Soliloquios Literarioshas quoted3 months ago
Not long ago, a college student sent out a thirty-nine-point questionnaire to all the presidents of Fortune 500 companies. Eighty-three of those presidents completed the questionnaire and sent it back. This is an extraordinary number of responses from such a busy group of people.

The student went through the questionnaires to find out what these business leaders considered to be the reasons for their success. Perhaps the most common piece of advice from these top people, repeated over and over again, was, “Never stop learning and getting better.” This applies to you as well
Soliloquios Literarioshas quoted3 months ago
Don’t be wishy-washy or vague. Decide exactly what it is you want in life. Set it as a goal and then determine what price you are going to have to pay to get it. Most people never do this
Soliloquios Literarioshas quoted3 months ago
Here is a simple seven-step formula for setting and achieving goals. I teach it everywhere I go, and it has often been life changing for my seminar participants.

First, decide exactly what you want. If you want to increase your income, be specific about the exact amount that you want to earn.

Second, write it down. A goal that is not in writing is merely a fantasy. It has no power or energy behind it. It is like a cartridge with no powder or like cigarette smoke in the air.

Third, set a deadline on your goal. Your subconscious mind loves deadlines. It requires a “forcing system” to activate all its powers.

If it is a large enough goal, set subdeadlines. If it is a ten-year goal, set a goal for each year, and then for each month of the coming year. Continually measure your progress against your goal and your deadlines.

Fourth, make a list of everything you can think of that you can possibly do to achieve your goal. When you think of new activities, add them to your list. Keep working at it until your list is complete.

The more individual steps you write down on your list, the more excited you become about achieving your goal and the more motivated you will be. Henry Ford said, “Any goal, no matter how large, can be achieved if you break it down into enough small steps.”

Fifth, organize the list by sequence and priority. When you organize by sequence, you decide what has to be done before something else has to be done. You determine what comes first, what comes second, and so on.

When you organize by priority, you determine the most important item on your list, and then the second most important, then the third, fourth, and so forth.

Once you have a list of steps, organized by sequence and priority, you have a plan. A person with a goal and a plan will run circles around a person with only a wish and a hope.

Sixth, take action on your goal, whatever it is. The primary reason that people succeed greatly is because they are action oriented. The primary reason that people fail is because they do not take action. Failures always have an excuse to procrastinate, until finally their energy and desire are gone and they are back to where they started.

Seventh, do something every day that moves you toward your most important goal, whatever it is at that time. Do this 365 days per year. Develop the discipline of working on your goals daily so that it is as normal and as natural to you as breathing in and breathing out.
Soliloquios Literarioshas quoted3 months ago
All truly successful, highly paid people, including salespeople, love what they do. You must learn to love your work and then commit yourself to becoming excellent in your field. These two go together, like a hand in a glove.
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