A short presentation on sales extracted from a very good and useful book "The Psychology of Selling" written by famous guru Brian Tracy. Will upload more from this book in due course for the readers.

1. THE INNER GAME OF SELLING.
Brian Tracy’s “The Psychology of Selling”.

2. VISUALIZE TO BUILD.
• “Visualize this thing that you want.
• See it, feel it, believe in it.
• Make your mental blueprint,
• And begin to build”.
Robert Collier.

3. WHY SALES / BUSINESSES ARE
ESSENTIAL ?
• Nothing happens until a sales takes place.
• Without sales, our entire society would come
to a grinding halt.

4. WHY SALES / BUSINESSES ARE
ESSENTIAL ?
• The only real creators
of wealth in our
society are Businesses.
• Businesses produce all
products and services.
• Businesses create all
profits and wealth.
• Businesses pay all
salaries and benefits.

5. WHY SALES / BUSINESSES ARE
ESSENTIAL ?
• The health of the business community in any
city, state or nation is the key determinant of
the quality of life and standard of living of the
people in that geographical area.
• So What ? -------------

6. YOU ARE IMPORTANT.
• Salespeople are the most
vital people in any
business.
• Without sales, the biggest
and most sophisticated
companies shut down.
• There is a direct
relationship between the
success of the sales
community and the
success of the entire
country.

7. Sales was:
• Considered to be a
second-rate occupation.
• Many people were
embarrassed to tell
others that they were in
sales.
• NOW ! It is changing
quickly.
• Today the very best
companies have the
very best salespeople.

8. Now Sales ?
• Many young people are
coming out of college and
immediately seeking
positions in sales with large
companies.
• More CEOs of Fortune 500
companies have come up
through the ranks from sales
than from any other part of
the company.

9. Now Sales ?
• Eg: Carly Fiorena –
President & CEO of
Hewlett Packard –
Stanford’s Medieval
Histroy, sales at AT & T.
• Pat Mulcahy –
President of Xerox –
from sales.

10. High Income & Job Security.
• You can be proud to be a
sales professional.
• Your ability to sell can
give you a high income
and lifelong job security.
• No matter how many
changes take place in the
economy, there will
always be a need for top
salespeople.

11. Most Important Skill ?
• The single most important skill for success is the
ability to sell.
• Every other skill can be hired away from someone
else.
• But the ability to sell is the Key Factor
determining a company’s success or failure.
• In Sales – there is NO ceiling on your income.
• Selling is the only field in our society where you
can start with little skill or training, come from
any background, and be making a great living in a
matter of short period.

12. 80 / 20 Rule in Selling.
The top 20% of
salespeople make
80% of the money,
and the bottom
80% only make
20% of the money.
Pareto’s
Principle.

13. 80 / 20 Rule in Selling.
• Getting into the top 20% - never have to worry
about money.
• Findings: The people in the top 20%, on
average, earn sixteen times the average
income of the people in the bottom 80%.

14. Distinguishing Factors.
• What are the distinguishing factors of these
people / organizations that make such an
incredible difference possible ?
• The conclusion is that: they have developed
the “Winning Edge” in their fields.

15. WINNING EDGE CONCEPT.
• This principle says,
“Small differences in ability can lead to
enormous differences in results.”
The difference between the top performers and the
average or mediocre performers is not a huge
difference in talent or ability. Often, it is just a few small
things done consistently and well, over and over again.

16. WINNING EDGE CONCEPT.
Eg: Win by a Nose in horse race – 10 times the prize money of
the horse that loses by a nose.( i.e. 1,000 % difference.)

17. Winner Takes All.
• In a competitive market –
Salespeople have a
disadvantage over horses.
There are NO consolation
prizes.
• Sometimes it is only a
small technicality that
causes a customer to buy
from one salesperson
rather than another.

18. Winner Takes All.
• But in selling it is a
“Winner Takes All”
transaction. The
salesperson who
loses the sale gets
nothing, no matter
how many hours he
or she has invested in
developing the sale.

19. Become a Little Bit Better.
• In selling, you only have to be a little bit better
and different in each of the key result areas of
selling for it to accumulate into an extraordinary
difference in income.
• At first move slightly ahead of the crowd,
• Using your additional skills get better and better at selling, the
better you become, the better results you get.
• In a few months or a year – earning 5 or 10 times as
much as others who are still performing at average
levels.

20. Characteristics of Top Salespeople.
• First – no one is born with these
qualities.
• Second – all of these qualities are
learnable through practice.
• Starting from nothing (eg:
immigrants ).
• The reasons have more to do with
what is going on inside of them
than with what is going on outside.
• It is what goes on inside the mind of
the salesperson that makes all the
difference.

21. Success is Mental.
• A study made at Harvard Uni on 16,000
salespeople and found that ------
• The basic qualities that determine success or
failure in selling were all mental.
• The deeper the foundation, the taller the
building.
• The deeper your foundation of knowledge and
skill, the greater the life that you will be able
to build.

22. Use More of Your Potential.
• The average salesperson uses only a small % of
his potential for effectiveness in selling.
• Follow the leaders, compare yourself to the top
people.
• Remember: No One is Better than You, and No
One is Smarter than You.
• If someone is doing better than you, it just means
that he/she has discovered the “Cause and Effect
Relationships” in selling success before you have.

23. BERTRAND RUSSELL
( British Philosopher )
“The very best proof that
something can be done
is
that someone else has already
done it.”

24. Find Out.
• Remember: Everyone starts at the
bottom and works his/her way
up.
• If someone is doing better than
you, find out how he/she got from
the bottom to where he is today.
• The very best way to find this out
is ----- to go and ask him / her.
• Top people are usually willing to
help other people who want to
succeed.

25. SELF-CONCEPT.
• Bundle of beliefs that you
have about yourself.
• The way you see yourself,
the way you think about
yourself in every area of
your life.
• If you have a High, Positive
Self-concept, then
prospecting is not a problem
for you.

26. Self Concept.
• Your self concept is the “Master Programme”
of your subconscious computer.
• Self Concept α Performance and
Effectiveness.
• You always perform on the outside in the manner
consistent with your self-concept. ( your Inner
Programming.)

27. • Compensation Behaviours. ( Urge to Extra-
spending.)
More than 10 %
• Your Self-concept level of Income.
COMFORT ZONE.
• Scrambling Behaviours.( working longer, harder,
smarter, better to get back into Comfort Zone.)
Less than 10 %
Self-concept for the Amount of Money .
Can never earn 10 % more or less than your self-
concept level of income.

28. Setting a Goal for Self-Concept.
• Important to be realistic.
• Should not be demotivating instead of
motivating.
“A goal that is vastly beyond anything you
have ever accomplished before is ignored by
your self-concept.”

29. POSITIVE SELF-CONCEPT.
• Self Esteem – how much you like yourself.
• A person who really likes himself has high self-
esteem and therefore a “Positive Self-Concept”.
• The more you like yourself, the more you like
other people / customers.
• The more you like your customers, the more your
customers like you, and the more they are willing
to buy from you and to recommend you to their
friends.

30. POSITIVE SELF-CONCEPT.
• High Self-Esteem Bosses build High Self-
Esteem sales people and employees.

31. KEY RESULT AREAS OF SELLING.
• 7 KRAs.
1. Prospecting.
2. Building Rapport.
3. Identifying Needs.
4. Presenting.
5. Answering Objections.
6. Closing the Sale.
7. Getting Re-sales & Referrals.

32. KEY RESULT AREAS OF SELLING.( contd.)
• Everyone who is good in any one of these
areas was once poor at it.
• Every professional in the top 10% started in
the bottom 10%.
• It is simply a matter of learning and practice.
• If you fear taking action in a particular skill area –
because you are not good at it – yet.
• Making mistakes, feeling awkward, angry & frustrated.
That’s normal and natural for you to avoid that activity.

33. TIPS TO IMPROVE.
• Master the Skills – in all Key Result Areas of
Selling.
• Get Better at What You Do –
the better you get in any area, the more
positive your self-concept becomes in that area.
the more confidence you have in your
ability, the happier you feel when you are doing
the part of your job, and the better results you
will get.

34. TIPS TO IMPROVE.
• Face Your Fears – Fear and Self-doubt have
always been the greatest enemies of human
potential.
Many people doubt their ability to excel in a particular
area, and even though it is not true, it becomes true.
“Belief creates the actual fact.” –
William James ( Harvard )

35. The Great Discovery.
• Happy people think – Happy Thoughts,
• Successful people think – Successful Thoughts,
• Loving people think – Loving Thoughts,
• Wealthy people think – Wealthy Thoughts.
They become what they think about most of the
time.
You become what you say to yourself most of
the time.