[[Brian Tracy - The Psychology of Selling|The Psychology of Selling]]
## type of buyers
| Buyer Personality | Description | Patterns to Look For |
|-------------------------|-----------------------------------------------------------|-----------------------------------------------------------|
| **The Assertive Buyer** | Decisive and goal-oriented, values efficiency. | Direct communication, quick decision-making, dislikes wasting time. |
| **The Amiable Buyer** | Values relationships and trust, seeks personal connection.| Warm, prefers friendly conversation, asks about personal experiences with the product. |
| **The Expressive Buyer**| Enjoys creative ideas, enthusiastic about innovations. | Talks about trends, interested in how the product makes a statement. |
| **The Analytical Buyer**| Prefers detailed information and data, values accuracy. | Asks for specifications, data, and examples of past success. |
| **The Skeptical Buyer** | Cautious, questions claims, needs evidence. | Skeptical of too-good-to-be-true claims, asks for proof and testimonials. |
| **The Relator Buyer** | Emphasizes long-term relationships, values loyalty. | Seeks assurance of ongoing support, interested in company values and culture. |
| **The Director Buyer** | Focuses on control and direction, makes quick decisions. | Wants to lead the conversation, looks for efficiency and effectiveness. |
| **The Thinker Buyer** | Reflective and methodical, takes time making decisions. | Deliberates carefully, interested in all possible options and outcomes. |
#sales #brian-tracy #buyer-personalities
## mess
Don’t mention product in first message
Only mention top benefits
First message should break prospect activity and grab attention
Statement should generate this reaction:
How do you do that? Really?
Rejection -
That’s ok most people in your indutstry reactednliked this and now they became our best customer and reocmmend us to their friend
Don’t sell on the phone - if you can sell in person “I need to show u something first”
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Brian Tracy's "The Psychology of Selling" is a cornerstone in sales literature, offering a comprehensive guide to improving sales effectiveness through understanding buyer psychology. Here's a concise breakdown of the key steps Tracy emphasizes:
1. **Set Clear Goals**: Define what you want to achieve in your sales career, including income targets and the number of sales you aim to make.
2. **Develop a Positive Self-Concept**: Believe in your value, your product, and your right to sell. Your self-concept in sales influences your performance.
3. **Commit to Excellence**: Aim to be in the top 10% of your field. This commitment to continuous improvement sets the foundation for success.
4. **Know Your Product**: Deep product knowledge builds confidence and allows you to address customer concerns effectively.
5. **Know Your Customer**: Understand your customer's needs, desires, and decision-making processes. Tailor your sales approach to match their specific situation.
6. **Develop a Unique Selling Proposition (USP)**: Identify and communicate what makes your offering unique and why it's the best choice for the customer.
7. **Practice Creative Selling**: Use creativity in your sales approach to stand out and address customer needs in innovative ways.
8. **Use the Power of Suggestion**: Influence customer perception and decision-making subtly through the power of suggestion.
9. **Focus on Customer Needs**: Always prioritize the customer's needs and how your product can meet them. Selling is more about listening than talking.
10. **Ask for the Sale**: Many salespeople falter here. Be direct and confident in asking for the sale after presenting your value proposition.
11. **Handle Objections Effectively**: View objections as requests for more information and opportunities to further clarify the value of your product.
12. **Aim for Referrals**: After closing a sale, ask for referrals. Satisfied customers can be your best source of new business.
13. **Continuously Learn and Adapt**: The sales environment is always changing. Stay informed about your industry, market trends, and sales techniques.
Brian Tracy's approach is about blending the understanding of psychology with practical sales strategies, emphasizing personal development, customer focus, and the importance of goal setting. Implementing these steps can significantly impact your sales effectiveness and career growth.
#sales #selling