He mentions at the beginning the movie ‘Jaws’ so I guess this is filmed around 1975-1980. So all those people in the audience would have paid $100 each to sit in this training session. There’s probably 200 people which amounts to $20,000 total which was a lot of money then, yes…..and we are seeing it for nil, with compliments from RU-vid.
Thank you very much big man . You are amazing .I learned many things from you . When I was in My country I red your books which were very help full for me . Now I'm living in uk but still I listen to your video .I would like to meet you one day .
I love Brian Tracy but some of these tactics are sleazy as hell and would not get a sale from me. People do not want to be made to feel they were manipulated into buying a product they do not need. If a product is really good, they don't need a slick talking salesman to sell it. And this is from someone that has purchased Brian's products and not regretted it at all....
Brian Tracys books changed my life for the better! I read him,listen to him when i need some advice on sales, attracting abundance and changing my thoughts into positive
What a GREAT video!!! I've been in Sales for over 25/30 yrs....... BUT one thing abt me is that, I made a decision to ALWAYS keep learning. I love Sales and LOVE the Company I work for....
1. 00:09:09 Telephone Appointment close 2. 00:15:00 Approach close 3. 00:16:50 Demonstration close 4. 00:19:10 Hot Button close 5. 00:22:07 Trial close 6. 00:23:25 Power of Suggestion close 7. 00:24:30 Ascending close 8. 00:27:00 Invitational close 9. 00:28:23 Price close 10. 00:31:53 Sudden Death close 11. 00:33:36 Sharp Angle close 12. 00:34:19 Instant Reverse close 13. 00:36:35 Change Places close 14. 00:39:30 Secondary close 15. 00:40:17 Alternative close 16. 00:41:08 Assumption close 17. 00:41:41 Take Away close 18. 00:43:46 Puppy dog close 19. 00:47:08 Ben Franklin close 20. 00:49:59 Summary close 21. 00:51:25 Order Sheet close 22. 00:53:18 Relevant Story close 23. 00:54:33 Door Knob close 24. 00:56:14 Referral close
Wow. That's awesome and it will skyrocket my sales from today. Actually I have 1 client with 50% payment due. No new clients. Will check next month and update you guys. Brian Tracy is the best go-to person to learn about sales. He has techniques for everyone.
Since he didn't mention the internet, is talking about sending offers via the mail and looking at the hair of the people in the audience i wouly guess its from the 80s.
So many contradictory comments by Brian... "Sometimes people don't know why [they won't buy]." And a section or two later during Door Knob Close: "Mr. Prospect [...] Why didn't you buy tonight? -- And they tell you." 🤦 They tell you IF you're lucky... "The only pressure should be the pressure of silence." Yet he doesn't seem to notice the pressure we feel when someone leads us down the yes-oriented questions path like, 'Do you want to make more money? Do you value higher education? Don't you want your life to be easier? Well buy my product because it'll make you smarter, you'll make more money and your life will be THAT much easier, if you just make 3 easy installments of $599 -- don't you want to have the easy life sooner rather than later?' Logically, yes; but what are the chances this really is the perfect solution for me? Most of this ignores why the prospect would want what you're selling; or more to the point, what do they risk losing if they continue to drag their feet & delay addressing this problem before it becomes a major problem that costs them more time/money/happiness, or causes a large debt/time wasted correcting the problem's fallout/continued or greater misery being stuck with their problem. How many people naturally talk as fast as he does..? Everybody spots a fast talker & knows they're trying to pull something -- how many telemarketers or salespeople have talked so fast that you know some of what they're saying is true but it just doesn't quite cover all the bases/concerns? Their answer can be smooth but you still just don't know whether it's right for you? If you want to get hung up on or ignored, talk fast and don't explore all the prospect's concerns, even the ones they can't quite put into words. So much is assumed on him getting yes to his logical questions, and you certainly can find success memorizing all these tricks to trap people, but it's just simply not true that a high percentage of people come to these logical conclusions as often as he describes because there's very little in here designed to pull out of the prospect what they feel are the deal-killers: what do they lose by saying yes? What have I just agreed to by saying yes I want more money? Ooooof course, there's the catch! I KNEW this was going to cost me more than it's really worth! We buy things that we care about; how strongly we FEEL about it. Not whether someone used good reasons on us as to why we should buy it. If that person is someone we already know AND trust, that helps eliminate fears of wasting time/money/energy on it, but for salespeople that would require us to only work on referrals from happy buyers we've already personally sold. How many of those do you have when starting out? Not nearly enough, right? The key is discovering the prospect's own deal-killers without them feeling like you're drilling them for answers, you're not trapping them by trying to get them to answer yes to ridiculous questions, & summarizing or paraphrasing what's important to them or how they feel in an effort to understand exactly what they're looking at from their perspective; THEN you're just sharing with them what it'll really cost them should they decide not to to use what you're offering, and it's up to them what they'd like to do: keep their problem & deal with how it explodes later, or spend a little now to have that problem mitigated or eliminated, and much less of a headache. Things done well: - RV & lunch with the view: the subtle message is if you don't buy with me, look at the relaxation & enjoyment you'll miss out on. - Another rep works 2-3 weeks calling happy customers & addressing their concerns BEFORE going for his ask: 'Do you have any other concerns? Great, now I bet you know others who've probably had this same issue; who do you feel I could TRULY help, just like I've helped you?' He works the next 6 months of referrals because they FELT he cared and handled ALL their concerns -- there's NO problem he wouldn't help with, and they have a trusted professional they can now count on. So yes, that's SO rare nowadays that I WANT you helping the people I care about. - FIND OUT why prospect won't buy, BUT DON'T DO IT ALL WITH QUESTIONS. In fact, you'll need to do it with very few questions, so choose wisely. One or two open-ended questions may feel to the prospect like you truly care, but when they catch on to the sense that you're trying to sell them something they really don't feel they want, their walls come up twice as strong. He does surprisingly well with making observations like, "it seems.." which he demostrates a few times during this video. He's on the right track there..
