Book Notes:

The Art of Closing the Sale

Brian Tracy

Introduction

“Let me think about it” basically means “Goodbye forever” in polite speak - don’t passively accept or give in to this - figure out how to avoid or address it firmly

“The biggest single obstacle to great success in selling is your ability to get a prospect to take action.”

Remove this obstacle & you win at sales

If you’re confident in your ability to close, you’ll be more aggressive in prospecting in the first place = more leads

Your self-confidence will also affect how your prospects see you, and it will boost your sales (virtuous cycle)

And these sales skills are definitely learnable

Chapter 1: Developing a Powerful Sales Personality

“Becoming excellent at closing sales is an inside job.”

In sales, your personality is 80% of your success

It’s more important than product knowledge, sales skills, and even your actual product/service

Develop “mental fitness” with good habits & training

“...the more you like yourself, the more you like other” -- and people prefer to buy from someone who likes them because then they trust you and like you back

Remember: we’re all self-employed, even if we’re technically not - take ownership and 100% responsibility as if you work for yourself / as if the company is yours no matter what

Take responsibility for your own professional learning & development especially

Excuses are “fatal to success”