Brian Tracy

Listening Wins Sales

This article is written by Brian Tracy to promote his Communicate With Power program.

Listening Wins Sales

By: Brian Tracy

There are books, articles and multi-day courses on listening. There are audio/video-learning programs that include hours of instruction and a variety of exercises. They are all valuable and helpful, but what they teach can be distilled down into a key skill. Your mastery of these skills, through discipline and practice, is all you need to become an excellent listener, with all that that entails.

Listen Attentively When Others Speak

Listening Power

This article is written by Brian Tracy to promote his Communicate With Power program.

Listening Power

By: Brian Tracy

The art of good conversation centers very much on your ability to ask questions and to listen attentively to the answers. You can lace the conversation with your insights, ideas, and opinions, but you perfect the art and skill of conversation by perfecting the art and skill of asking good, well-worded questions that direct the conversation and give other people an opportunity to express themselves.

Ask Open-Ended Questions

Do What You Do Best; Delegate the Rest

This article is written by Brian Tracy to promote his Communicate With Power and Double Your Productivity Double Your Time Off programs.

Do What You Do Best; Delegate the Rest

By Brian Tracy

There is a strong likelihood that the things you do best are those for which you would pay another person your hourly rate. Another way of stating this is, "delegate any tasks that can be performed by a person earning less than your hourly rate—or your desired hourly rate."

Delegate to a Person with Demonstrated Competence

Leaders Are Made, Not Born

This article is written by Brian Tracy to promote his Communicate With Power program.

Leaders Are Made, Not Born

By: Brian Tracy

The Key Leadership Abilities

Your ability to negotiate, communicate, influence, and persuade others to do things is absolutely indispensable to everything you accomplish in life. The most effective men and women in every area are those who can quite competently organize the cooperation and assistance of other people toward the accomplishment of important goals and objectives.

Everyone is Different

The Key to Sales Success

This article is written by Brian Tracy to promote his Communicate With Power program.

The Key to Sales Success

By: Brian Tracy

Learn to Listen Well

A vital key to sales success is listening. The ability to listen well is absolutely indispensable for success in all human relationships. The ability to be a good listener in a sales conversation is the foundation of the new model of selling. It leads to easier sales, higher earnings and greater enjoyment from the sales profession.

Being A Good Talker is Not Enough

The Acid Test of Listening

This article is written by Brian Tracy to promote his Communicate With Power and Customers For Life programs.

The Acid Test of Listening

By: Brian Tracy

Paraphrase Your Customer's Words

The customer is only sure that you have been listening when you paraphrase what the prospect has said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it.

Question for Clarification

The Friendship Factor

This article is written by Brian Tracy to promote his Communicate With Power program.

The Friendship Factor

By: Brian Tracy

The Communication Process

The ancient Greeks taught that all conversation involved three ingredients: Ethos, or the character of the speaker; Pathos, connecting with the emotions; and Logos. The logos discussed by the Greeks refers to the factual content of a message, the words used. It refers to the argument that you present on behalf of your point of view. (However, we know that the facts themselves, although they are important, are not as powerful or as influential as the emotions are.)

The Selling Process

Building Long-Term Relationships

This article is written by Brian Tracy to promote his Communicate With Power program.

Building Long-Term Relationships

By: Brian Tracy

If you could take everything we know about communications, put it all in a large pot, boil it and distill it down into its critical essence, it is about the importance of relationships in successful selling. Building and maintaining long-term selling relationships is the key behavior and skill of the top ten percent of the money earners in sales, in every field, selling every product and service.

The Reason for Success

Most of your success in life will depend on your ability to get along well with other people, and on the quality of your relationships. Psychologist Sidney Jourard, found that 85 percent of a person's happiness in life comes from happy interactions with other people. The reverse holds true as well: 85 percent of a person's unhappiness or problems in life comes from difficulties in getting along with others.

Sell to Lots of People

The Power of Pausing

This article is written by Brian Tracy to promote his Communicate With Power program.

The Power of Pausing

By: Brian Tracy

All the top salespeople ask good questions and listen carefully to the answers. One of the most important skills of listening is simply to pause before replying. When the prospect finishes talking, rather than jumping in with the first thing that you can think of, take three to five seconds to pause quietly and wait.

Becoming a Master of the Pause

Boosting the Customer's Self-Esteem

This article is written by Brian Tracy to promote his Communicate With Power program.

Boosting the Customer's Self-Esteem

By: Brian Tracy

Listening Builds Self-Esteem

It has been said that, "Rapt attention is the highest form of flattery." When you listen intently to another person and it is clear that you genuinely care about what that other person is saying, his or her self-esteem goes up. His or her feeling of personal value increases. He or she feels more worthwhile and important as a human being. You can actually make another person feel terrific about himself or herself by listening in a warm, genuine, caring way to everything he or she has to say.

Be A Negative Optimist

This article is written by Brian Tracy to promote his Communicate With Power program.

Be A Negative Optimist

By: Brian Tracy

The most important quality for success in entrepreneurship and in life is the quality of optimism. Optimists have an unrealistic expectation of success. As a result, they are willing to try far more things without becoming discouraged. In addition, because of their unrealistically positive attitude, they are willing to persist much longer than the average person. Optimism is a wonderful quality as long as you have it under control.

Temper Your Optimism

Three Skills to Improve Conversation

This article is written by Brian Tracy to promote his Communicate With Power program.

Three Skills to Improve Conversation

By: Brian Tracy

One key to becoming a great conversationalist is to pause before replying. A short pause, of three to five seconds, is a very classy thing to do in a conversation. When you pause, you accomplish three goals simultaneously.

The Benefits of Pausing

First, you avoid running the risk of interrupting if the other person is just catching his or her breath before continuing. Second, you show the other person that you are giving careful consideration to his or her words by not jumping in with your own comments at the earliest opportunity. The third benefit of pausing is that you will actually hear the other person better. His or her words will soak into a deeper level of your mind and you will understand what he or she is saying with greater clarity. By pausing, you mark yourself as a brilliant conversationalist.

Ask Questions

Motivating Your Team

If you have staff or team members, you know just how important it is that you capture their best efforts and commitment.

And that leads you to thinking about how you can motivate your team.

Although I believe that motivation comes from forces within the person, as a manager you can later the system of incentives - the carrot and the stick - to help the employee to motivate themselves.

In this article Brian Tracy  written to promote Communicate With Power provides some advice on how you can help to motivate others by earning their respect.

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The Key to Motivation
By: Brian Tracy

Your Real Goal

Your goal is to become a transformational leader, the kind of person that motivates and inspires people to perform at levels far beyond anything that they had previously thought possible.

Keep People In the Know