Brian Tracy - Influencing Customer Behavior.pdf - @Sales - Dark.Dragon

S U C C E S S F U L S E L L I N G

$UCCESSFUL

INFLUENCING

CUSTOMER BEHAVIOR

BY BRIAN TRACY

$ELLING

S U C C E S S F U L S E L L I N G

B RIAN T RACY ' S I DEAS TO L IVE B Y …

Make a list of all the reasons you want

to be a major success in your field;

reasons are the fuel in the furnace of

achievement.

Dream big! There are no limits to how

good you can become or how high you

can rise except the limits you put on

yourself.

Deploy yourself carefully to maximum

advantage; always invest your energies

where you can get the highest return.

Discipline yourself to plan and orga-

nize every hour of every day before

you begin.

Decide exactly what you want in life

and then do the same things that others

have done to achieve the same results.

Get serious about your career; decide

today to be a big success in everything

you do.

Take the long view. Don't let short-term

setbacks disturb you.

You have the same mental potential as

anyone else; it is only what you choose to

do with it that determines the course of

your life.

Discipline yourself to spend more time

with those people who represent the

highest potential payoff.

Move out of your comfort zone. You

can only grow if you are willing to feel

awkward and uncomfortable when you

try something new.

Set excellent performance as your stan-

dard and strive to achieve it each day.

Be absolutely clear about what you

want, why you want it, when you want

it and what you are willing to do to get it.

You determine your future by the

thoughts and pictures you hold in your

mind today.

Be open to constructive criticism from

others; it's the only way you can learn

and grow.

Ask yourself, "Is what I am doing right

now leading to a sale?"

S U C C E S S F U L S E L L I N G

W elcome to the next step on your journey toward

The keys to your future are knowledge and skill . As you

learn and practice the ideas, methods and techniques in this

program, you will become more and more capable of

meeting your sales targets and achieving your personal

goals.

You can learn anything you need to for achieving any goal

you can set for yourself.

Brian Tracy

Your biggest and best sales lie ahead of you! Everything

you have accomplished up to now is only a preparation for

what you can accomplish in the future.

As you move toward becoming a member of the top 10%

in the sales profession, remember that everyone started at

the bottom . Everyone in the top 10% today was once in the

bottom 10%.

There are no limits on how far you can go, how high you can

rise, how much you can achieve except for the limits you

place on yourself!

Resolve today to pay any price, overcome any obstacle and

go any distance to become one of the best in your field.

Good luck!

becoming an outstanding sales professional!

S U C C E S S F U L S E L L I N G

ers and economists are predicting that we are en

tering into the “Golden Age” of mankind and you

are perfectly positioned to benefit from it.

There have never been more opportunities for you to

achieve more of your goals and dreams than there are

today — except for tomorrow, and the next day, and

for the indefinite future.

You are an extraordinary person. Your brain contains more

than 100 billion cells, each connected to as many as 20,000

others. This enables you to think, learn, plan, dream and

create ideas to improve your life virtually without limita-

tion.

The starting point of your using your marvelous mind to

create a wonderful life for yourself as we enter the Golden

Age is for you to decide exactly what you want. Write it

down, set a deadline and make a plan. These actions alone

will put you in the top 3% of people in America.

Then, resolve today to become absolutely excellent at

whatever work you intend to do to achieve your goal. In-

vest in yourself. Dedicate yourself to continuous learn-

ing. Read books and listen to audio programs.

Become the very best you can possibly be.

Accept 100% responsibility for everything

you are and everything you ever will be.

You are the architect of your own destiny!

The great secret of success is that there

are no secrets of success! There are only

time-tested principles that you can learn

and practice every day. It’s up to you!

Decide what you want and write it

down. Commit to personal excel-

lence and dedicate yourself to life-

long learning. Accept complete re-

sponsibility for your life and get busy.

Finally, resolve in advance that you will never

give up, that nothing will ever stop you. And if

you do, you’ll be right.

W ELCOME

TO THE

G OLDEN

A GE

Welcome to the Golden Age!

T his is a wonderful time to be alive. Leading think

S U C C E S S F U L S E L L I N G

I NFLUENCING C USTOMER B EHAVIOR

T ABLE OF C ONTENTS

Presenting Brian Tracy .............................................................................................. 6

Learning to Learn: Your Key to the Future! .............................................................. 7

How to Get the Maximum Value from this Video Learning Program ...................... 8

How to Use this Video in a Group Learning Situation ............................................. 9

Influencing Customer Behavior:

Introduction ....................................................................................................... 10

What Do You Already Know? ........................................................................... 11

1. Why Customers Buy Quickly ..................................................................... 12

2. The Most Powerful Buying Influence ......................................................... 12

3. The Law of Incremental Commitment ........................................................ 13

4. The Most Powerful Buying Influence ......................................................... 14

5. The Importance of Emotion in Selling ........................................................ 15

6. The Use of Authority in Selling .................................................................. 16

7. How Scarcity Affects Buying Decisions ..................................................... 16

8. The Contrast Principle ................................................................................ 17

9. Buying Influences in Everyday Life ........................................................... 18

10. A Powerful Word in the Buying Conversation............................................ 19

11. Persuading People to Buy ........................................................................... 19

Application Exercises ........................................................................................ 21

Brian Tracy International Training Programs ......................................................... 26

Brian Tracy's FOCAL POINT Advanced Coaching & Mentoring Program .......... 27

Brian Tracy's FOCAL POINT Personal Telecoaching Program ............................. 28

Brian Tracy - Influencing Customer Behavior.pdf

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