1

S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
INFLUENCING
CUSTOMER BEHAVIOR
BY BRIAN TRACY
$UCCESSFUL
$ELLING
2
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Make a list of all the reasons you want
to be a major success in your field;
reasons are the fuel in the furnace of
achievement.
Deploy yourself carefully to maximum
advantage; always invest your energies
where you can get the highest return.
Decide exactly what you want in life
and then do the same things that others
have done to achieve the same results.
Take the long view. Don't let short-term
setbacks disturb you.
Discipline yourself to spend more time
with those people who represent the
highest potential payoff.
Set excellent performance as your stan-
dard and strive to achieve it each day.
Be absolutely clear about what you
want, why you want it, when you want
it and what you are willing to do to get it.
Be open to constructive criticism from
others; it's the only way you can learn
and grow.
BRIAN TRACY'S IDEAS TO LIVE BY
Dream big! There are no limits to how
good you can become or how high you
can rise except the limits you put on
yourself.
Discipline yourself to plan and orga-
nize every hour of every day before
you begin.
Get serious about your career; decide
today to be a big success in everything
you do.
You have the same mental potential as
anyone else; it is only what you choose to
do with it that determines the course of
your life.
Move out of your comfort zone. You
can only grow if you are willing to feel
awkward and uncomfortable when you
try something new.
You determine your future by the
thoughts and pictures you hold in your
mind today.
Ask yourself, "Is what I am doing right
now leading to a sale?"
3
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
W
elcome to the next step on your journey toward
becoming an outstanding sales professional!
The keys to your future are knowledge and skill. As you
learn and practice the ideas, methods and techniques in this
program, you will become more and more capable of
meeting your sales targets and achieving your personal
goals.
You can learn anything you need to for achieving any goal
you can set for yourself.
Your biggest and best sales lie ahead of you! Everything
you have accomplished up to now is only a preparation for
what you can accomplish in the future.
As you move toward becoming a member of the top 10%
in the sales profession, remember that everyone started at
the bottom. Everyone in the top 10% today was once in the
bottom 10%.
There are no limits on how far you can go, how high you can
rise, how much you can achieve except for the limits you
place on yourself!
Resolve today to pay any price, overcome any obstacle and
go any distance to become one of the best in your field.
Good luck!
Brian Tracy
4
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
T
his is a wonderful time to be alive. Leading think
ers and economists are predicting that we are en
tering into the Golden Age of mankind and you
are perfectly positioned to benefit from it.
There have never been more opportunities for you to
achieve more of your goals and dreams than there are
today except for tomorrow, and the next day, and
for the indefinite future.
You are an extraordinary person. Your brain contains more
than 100 billion cells, each connected to as many as 20,000
others. This enables you to think, learn, plan, dream and
create ideas to improve your life virtually without limita-
tion.
The starting point of your using your marvelous mind to
create a wonderful life for yourself as we enter the Golden
Age is for you to decide exactly what you want. Write it
down, set a deadline and make a plan. These actions alone
will put you in the top 3% of people in America.
Then, resolve today to become absolutely excellent at
whatever work you intend to do to achieve your goal. In-
vest in yourself. Dedicate yourself to continuous learn-
ing. Read books and listen to audio programs.
Become the very best you can possibly be.
Accept 100% responsibility for everything
you are and everything you ever will be.
You are the architect of your own destiny!
The great secret of success is that there
are no secrets of success! There are only
time-tested principles that you can learn
and practice every day. Its up to you!
Decide what you want and write it
down. Commit to personal excel-
lence and dedicate yourself to life-
long learning. Accept complete re-
sponsibility for your life and get busy.
Finally, resolve in advance that you will never
give up, that nothing will ever stop you. And if
you do, youll be right.
Welcome to the Golden Age!
WELCOME
TO THE
GOLDEN
AGE
5
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
INFLUENCING CUSTOMER BEHAVIOR
TABLE OF CONTENTS
Presenting Brian Tracy.............................................................................................. 6
Learning to Learn: Your Key to the Future!.............................................................. 7
How to Get the Maximum Value from this Video Learning Program ...................... 8
How to Use this Video in a Group Learning Situation ............................................. 9
Influencing Customer Behavior:
Introduction ....................................................................................................... 10
What Do You Already Know? ........................................................................... 11
1. Why Customers Buy Quickly ..................................................................... 12
2. The Most Powerful Buying Influence......................................................... 12
3. The Law of Incremental Commitment ........................................................ 13
4. The Most Powerful Buying Influence......................................................... 14
5. The Importance of Emotion in Selling........................................................ 15
6. The Use of Authority in Selling .................................................................. 16
7. How Scarcity Affects Buying Decisions ..................................................... 16
8. The Contrast Principle ................................................................................ 17
9. Buying Influences in Everyday Life ........................................................... 18
10. A Powerful Word in the Buying Conversation............................................ 19
11. Persuading People to Buy ........................................................................... 19
Application Exercises ........................................................................................ 21
Brian Tracy International Training Programs ......................................................... 26
Brian Tracy's FOCAL POINT Advanced Coaching & Mentoring Program.......... 27
Brian Tracy's FOCAL POINT Personal Telecoaching Program............................. 28
6
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
B
rian Tracy is the top sales trainer and consultant in the
world. He has been called a Sales Guru and a Motiva-
tional Superstar by such leading magazines as Selling
and Selling Power. His audio and video sales training programs
have been translated into 14 languages and are offered in 24
countries.
In the last 20 years Brian has trained more than 500,000 salespeople
personally in the United States, Canada, Europe, Asia, Australia and
New Zealand. These sales professionals have gone on to become
leaders in their industries.
Brian began his sales career at the age of 11, selling soap from door
to door. Since then, he has sold a variety of products and services
including office supplies and stationery, mutual funds and invest-
ments, advertising and promotion, automobiles and parts, residential,
commercial and industrial real estate, and training and consulting
services for many different businesses and industries.
Brian Tracy has worked closely with hundreds of companies to
develop sales methods and strategies. His original ideas and insights
regarding the sales process have translated into many millions of
dollars of additional sales for clients everywhere.
He is the author/narrator of such best-selling audio programs and
books as: The Psychology of Selling, Advanced Selling Techniques,
24 Techniques for Closing the Sale, Advanced Selling In Action,
Superior Sales Management, Advanced Selling Strategies and many
others.
In this high-powered video training version of Successful Selling,
Brian has summarized many of the best and most effective selling
ideas ever discovered.
These ideas, methods and techniques are practiced by the highest-
achieving salespeople in every field.
Brian Tracy has lived and worked in more than 80 countries on six
continents and speaks four languages. He is the Chairman of Brian
Tracy International and his business operates worldwide. He lives
with his wife Barbara and their four children in San Diego, California.
PRESENTING BRIAN TRACY!
7
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Y
our ability to learn and apply new ideas is essential to your
long-term success. Today, continuous learning is the mini-
mum requirement for success and advancement in any field.
The keys to more rapid learning are:
1. Relevance the ideas you learn must be
relevant to your work and life at the moment or
you'll forget them before you get a chance to use
them.
2. Applicability the new ideas must be consis-
tent with your knowledge, your needs and your
current situation so you can apply them to improve
your results.
3. Simplicity the new methods must be easy to
learn and use. They must not be complex or require
you to change your current habits.
4. Multi-Sensory the new ideas should ideally activate your
senses of sight, sound and movement, thereby involving your whole
brain in learning and remembering. (Video learning with workbooks,
exercises and action commitments are ideal for this.)
5. Immediacy you must be able to take and use the ideas right
after learning them so they become part of your long-term memory.
6. Repetition the "mother" of learning comes from your using
the new ideas several times until you become comfortable with
them. Otherwise you can slide back into older, less effective ways
of acting.
7. Motivation you must have personal reasons for wanting to
learn new ideas and become more effective. The higher your level of
motivation, the more you will learn, and the faster you will apply it.
Your brain is like a muscle. The more you learn, the stronger it
becomes, and the more you can learn.
Commit yourself today to becoming one of the best educated, most
skilled and most effective people in your field. There are no limits!
LEARNING TO LEARN: YOUR KEY TO THE FUTURE!
REASONS
ARE THE
FUEL IN THE
FURNACE OF
MOTIVATION
8
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
1. Prepare to learn give yourself ample time to prepare
for a learning session. Sit comfortably. Relax. Take several
deep breaths and calm your mind. Only then is your mind
ready to absorb new ideas.
2. Learn "on purpose" review the ques-
tions at the beginning of the workbook. By
asking and attempting to answer these ques-
tions in advance, you will alert your mind to
what's coming and double the amount you
remember.
3. Assume the body language of rapid
learning sit up straight, lean forward and
face the screen. Be prepared to focus and
concentrate throughout. This makes you
more alert and increases retention.
4. Eliminate all distractions put away
papers, coffee cups, cigarettes and anything
else that could take your attention away
from what you're learning.
5. Make notes of key ideas as the video plays, write
down the key points not covered in the workbook. Also,
write down the ideas that jump into your mind as you watch.
These can be invaluable.
6. Pause the video if you suddenly have a good idea,
stop the video to write it down or to share it with the others.
The video program is designed to stimulate your imagina-
tion, and one good idea could change everything you're
doing.
7. Complete the "Application Exercises" this is the
most important part of learning: thinking about and dis-
cussing what you just learned and how you can apply it
immediately to what you're doing.
HOW TO
GET THE
MAXIMUM
VALUE FROM
THIS VIDEO
LEARNING
PROGRAM
9
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
1. Review the seven previous recommendations and be sure
everyone goes through each step.
2. Go around the group and ask each person to answer the
questions that precede the workbook outline of the video.
3. Encourage discussion. People learn by talk-
ing, arguing and disagreeing with others. The
more discussion, the greater the learning.
4. Be prepared to pause the video to give
someone an opportunity to comment or even
disagree.
5. Conduct the "Application Exercises" by
having people fill them out personally and then
discuss their answers with the group.
6. Ask each person to complete the "Action
Commitment" at the end of the exercises.
7. Have each person share their action com-
mitment aloud with the group. Encourage dis-
cussion and development of each action commitment into a
specific, measurable, time-bounded activity.
Virtually anything you could ever want to be, have
or do is achievable with learning and hard work.
Your most valuable asset can be your willingness
to persist longer than anyone else.
Nature is neutral; if you do the same things that other
successful people have done, you will inevitably
enjoy the same success they have.
Do something to move yourself toward your major
goal every day.
HOW TO
USE THIS
VIDEO IN
A GROUP
LEARNING
SITUATION
10
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
INFLUENCING CUSTOMER BEHAVIOR
INTRODUCTION
Why is it that people buy or refuse to buy? Why is it that some people buy quickly,
and some people take forever to buy, or never buy at all?
Many years of research in motivational psychology have been devoted to uncovering
some of the key reasons why people behave the way they do, especially in sales
situations.
All successful salespeople and all successful sales organizations have found ways to
tap into these underlying motivations that cause people to act and react to commer-
cial messages and sales proposals.
The more you know about how and why people do the things they do, the faster and
easier it will be for you to turn prospects into customers and then to get the referrals
and resales that will make you a top producer in your field.
In this session, you will learn some of the most powerful influence strategies and
techniques ever discovered in professional selling.
11
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
INFLUENCING CUSTOMER BEHAVIOR
WHAT DO YOU ALREADY KNOW?
Test your knowledge by attempting to answer the questions below:
1. Why do some customers buy faster than others?
2. What are the primary buying influences that trigger purchasing behavior?
3. Why is reciprocity such a powerful buying influence?
4. How do you uncover your prospect's "buying strategy?"
5. Why are people inordinately influenced by the buying behavior of others?
6. What role do emotions play in the buying decision?
7. How do you add the power of authority to your product or service description?
12
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
INFLUENCING CUSTOMER BEHAVIOR
1. Why do some customers buy faster or slower than
others? __________________________________
________________________________________
a) Each customer has deep subconscious needs that
need to be satisfied before a purchase decision is
made; _________________________________
______________________________________
b) Buying influences are like triggers that bring
about rapid buying decisions; ______________
______________________________________
c) The use of these triggers short-circuits the
decision-making process. _________________
______________________________________
2. The first and most powerful buying influence is
reciprocity: _______________________________
________________________________________
a) We like to repay others when they do something
for us; ________________________________
______________________________________
NOTES
13
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
b) We want to reciprocate for the kindnesses or
favors of others; _________________________
______________________________________
c) Emotional reciprocity: "If you make me feel
good, I'll make you feel good;" _____________
______________________________________
d) Physical reciprocity: "If you do something
nice for me, I'll do something nice for you;"
______________________________________
______________________________________
e) When you do something for someone else, you
put him or her under a sense of obligation;
______________________________________
______________________________________
f) Always look for ways to do favors or kindnesses
for your prospects; _______________________
______________________________________
g) Send "thank-you" cards on every occasion to
build goodwill with your prospects. _________
______________________________________
3. Commitment and consistency are key buying influ-
ences and emotional triggers: _________________
________________________________________
NOTES
14
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
a) The Law of Incremental Commitment applies
to all customers in sales activities; __________
______________________________________
b) People strive to remain consistent with what
they have done and said in the past; _________
______________________________________
c) Uncover the prospect's "buying strategy" if you
want to sell your product or service. _________
______________________________________
4. Social proof is one of the most powerful of all
buying influences: _________________________
________________________________________
a) People are inordinately influenced by other
people similar to them who have bought your
product or service; _______________________
______________________________________
b) The customer wants to know, "Who else
that I know and respect has bought this
product?" ______________________________
______________________________________
c) The customer feels that, if other people
similar to him have bought the product, it
must be okay; __________________________
______________________________________
NOTES
15
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
d) Testimonial letters, lists and photos prove to
the customer that it is a safe buying decision.
______________________________________
______________________________________
5. Liking: how much the customer likes you is a
major buying influence in any buying transaction:
________________________________________
________________________________________
a) Emotions positive or negative distort
valuations; _____________________________
______________________________________
1. Positive emotions cause your product or
service to be seen in a better light; ________
___________________________________
2. Negative feelings cause the product or
service to be seen in a negative light. ______
___________________________________
b) Salespeople with high self-esteem are much
more likeable to their customers; ___________
______________________________________
c) The Friendship Factor, based on time, caring
and respect, is a key buying influence; _______
______________________________________
NOTES
16
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
d) The more the person likes you, the more he or
she will want to buy from you. _____________
______________________________________
6. A major buying influence is that of Authority:
________________________________________
________________________________________
a) We are strongly influenced by people who are
known and respected for their expertise;
______________________________________
______________________________________
b) Buyer behavior is influenced by third-party
endorsements in the form of publications, radio
and television; __________________________
______________________________________
c) Buying behaviors are influenced by symbols of
success such as cars, clothes and accessories.
______________________________________
______________________________________
7. The relative scarcity of a product or service has a
powerful influence on the customer's decision to
take action: _______________________________
________________________________________
NOTES
17
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
a) Scarcity implies value, desirability; _________
______________________________________
b) Scarcity increases the urgency to make a
buying decision; ________________________
______________________________________
c) Always suggest or imply that the quantity of
your product or service is limited. ___________
______________________________________
8. The contrast principle is a key factor influencing
buying decisions: __________________________
________________________________________
________________________________________
a) People contrast or compare the prices of items
against other items; ______________________
______________________________________
b) Present the higher-priced item first, then the
lower-priced item; _______________________
______________________________________
c) The second item presented seems less expensive,
by contrast. ____________________________
______________________________________
NOTES
18
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
9. These buying influences are used in every sales
effort, even when you go to the supermarket:
________________________________________
________________________________________
a) As you shop, a person gives you a sample of
a product to taste. This automatically triggers
a desire to reciprocate and a feeling of
obligation; _____________________________
______________________________________
b) You eat the sample and begin the process of
incremental commitment toward the product;
______________________________________
______________________________________
c) You see others around you tasting or buying
the product. This triggers the influence of
social proof; ____________________________
______________________________________
d) The person offering the product is nice and
friendly. This triggers the emotion of liking;
______________________________________
______________________________________
NOTES
19
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
e) The product is offered in a store that you
patronize. This lends the product the authority
and prestige necessary to get you to buy it;
______________________________________
______________________________________
f) There is a special offer on the product at this
price. This triggers the buying influence of
scarcity; _______________________________
______________________________________
g) You contrast and compare it with other products
and conclude it is a good deal. _____________
______________________________________
10. A powerful word in the buying conversation is the
word "because:" ___________________________
________________________________________
a) Any reason following the word "because" seems
logical, persuasive; ______________________
______________________________________
b) "You will like this because..." ______________
______________________________________
11. The word "recommend" is very persuasive in the
sales conversation: _________________________
________________________________________
NOTES
20
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
a) Instead of asking people to buy, make
recommendations; _______________________
______________________________________
b) "What I recommend for you ..." ____________
______________________________________
Small changes in the way you present ideas and informa-
tion can have extraordinary effects on the way your cus-
tomer reacts to your product or service.
You must be continually looking for better ways to present
product or service offerings, using the buying influences
and decision triggers that have been discovered over the
years.
You will soon be able to take a negative prospect and turn
him or her into a customer with a few simple questions,
statements and actions.
NOTES
21
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
INFLUENCING CUSTOMER BEHAVIOR
APPLICATION EXERCISES
1. What are the deep subconscious needs that must be satisfied before a cus-
tomer can make a buying decision?
2. Explain the buying influence of "reciprocity" and how you can use it in a
sales situation.
3. What happens when you do something nice for a prospect or a customer?
4. How does the "Law of Incremental Commitment" work in a sales situation?
5. Give three ways that you can use the power of "social proof" to accelerate a
buying decision.
22
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
6. Why is "liking" such a powerful influence factor in the buying decision?
7. Explain the "Friendship Factor" and how it influences a buying decision.
8. Why is it that a "scarce" product or service appears more desirable to the
customer?
9. How can you use "The Contrast Principle" to influence a buying decision?
10. Give two examples of how these buying influences are used by other com-
panies to sell their products or services.
11. What one thing are you going to do differently as a result of what you have
learned in this session?
23
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
NOTES AND OBSERVATIONS
24
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
NOTES AND OBSERVATIONS
25
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
NOTES AND OBSERVATIONS
26
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Invest in your future today! Call 1-800-542-4252 or fax to 858-481-2445
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(6 CDs/ workbook) ..........Reg. $75.00
ACCELERATED
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Brian Tracy takes you through a
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(6 CDs/ workbook) ..........Reg. $85.00
BREAKING THE SUCCESS
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Todays most successful people realize
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THE ULTIMATE
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Brian's newest program! In this pro-
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goals, faster than you ever have
before.
(7 CDs/ workbook) ..........Reg. $75.00
Brian Tracy Learning Programs
27
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
Double Your Productivity!
Double Your Time Off!
For Entrepreneurs, Top Salespeople, Self-Employed Professionals
BY BRIAN TRACY
Advanced
Coaching
and
Mentoring
BRIAN TRACYS
POINT
ADVANCED COACHING & MENTORING PROGRAM
FOCAL
A
ll top professionals
have a coach! Learn
how to move to the
next level of income
and success in your
business and personal
life.
You learn how to:
Develop a Personal
Strategic Plan that ser-
ves as a blueprint for
your business and per-
sonal life;
Increase your in-
come by 25% to 50%
each year by focusing
on your highest value
added tasks;
Set and achi eve
goals in every part of
your life;
Organize your fin-
ancial life so that you
make more money,
keep more of it, invest
it more intelligently
and build your own
financial fortress;
Get complete con-
trol over your time
and your life;
Increase your per-
sonal freedom and have
more time for yourself
and your family;
Simplify your life
by eliminating all low-
value, no-value activi-
ties that keep you from
working on your "Crit-
ical Success Factors;"
Identify your areas
of excellence and de-
velop plans to become
outstanding in your
key result areas;
Develop higher lev-
els of self-discipline,
self-control and per-
sonal organization;
Double your in-
come and simultane-
ously double your free
time.
Who should attend?
T
hi s speci al Ad-
vanced Coaching
and Mentoring Program
and/or telecoaching is
specifically designed
for Successful Entre-
preneurs, Top Sales-
people and Self-Em-
ployed Professionals.
In addition, you must
have control over your
time and activities so
that you can imple-
ment the strategies you
decide upon during
the program.
How does it work?
Y
ou meet with Brian
Tracy and a small
group of other success-
ful people four times
per year, once every
three months. You
learn a new series of
strategies, methods
and techniques at each
session. You then de-
velop personal action
plans which you im-
plement over the next
90 days. In addition,
you receive written
material for self-study
and participate in on-
going teleconferences.
To enroll or for more
information call:
462 Stevens Ave., Suite 202
Solana Beach, CA 92075
858/481-2977 x17
Fax 858/481-2445
[email protected]
www.briantracy.com
28
S U C C E S S F U L S E L L I N G
1997 by Brian Tracy. All rights reserved. The contents, or parts thereof, may not be reproduced in any form for any purpose without the written permission of Brian Tracy.
The Premier Personal Telecoaching and Mentoring Program in the World!
Unlock Your Full Potential!
Advanced
Telephone
Coaching
L
earn how to increase
your income, develop
your strengths, organize
your time and improve
every area of your life!
Work with a personal
coach for 12 intensive
weeks, including work-
books, audio, exercises
and personal accounta-
bility. Your results will
explode!
You learn how to:
1. Unlock Your Full
Potential You can dra-
matically improve the
overall quality of your
life far faster than you
might have thought pos-
sible.
2. Double Your Product-
ivity Paradoxically,
the answer is not to work
longer hours, but rather
to take more time off
while achieving more in
the time you do work.
3. Simplify Your Life
This is a wonderful time
to be alive. But it is not
without its challenges.
Simplify your life, there-
by significantly reducing
your stress and leaving
you free to enjoy life to
the fullest.
4. Tap Your Most Pre-
cious Resource You
have within you, right
now, untapped reser-
voirs of potential so great
that, in your entire life,
you will never be able to
do even a small fraction
of what you are truly
capable of doing.
5. Pract i ce Personal
Strategic Planning
The largest and most
successful companies in
the world use the pro-
cess of strategic planning
to increase their return
on equity. Now the same
process is made available
to you.
6. Supercharge Your
Business and Career
Todays rapid rate of
change is presenting us
with unparalleled oppor-
tunities in our businesses
and our careers. By apply-
ing the FOCAL POINT
tools you will reap re-
wards greater than you
ever dreamed possible.
7. Improve Your Family
and Personal Life
Fully 85 percent of your
happiness will come
from good relationships
with other people, in
your family and your
personal life, as well as
your work.
8. Achieve Financial In-
dependence One of
your primary responsi-
bilities to yourself and
the people in your life is
to achieve financial inde-
pendence, to reach the
point where you never
have to worry about
money again.
9. Enjoy Superb Health
and Fitness Have you
decided how long you
intend to live? If you say
that you want to live to
be eighty or ninety, you
now have a FOCAL
POINT. Learn the critical
success factors of health
and fitness.
10. Become Everything
You are Capable of Be-
coming "To have
more, you must first be
more." To achieve more in
your outer world, you
must go to work on your
inner world, on develop-
ing yourself. The choice is
yours.
11. Make a Difference
in Your Community
There has never been
and never will be anyone
just like you. You are
unique. FOCAL POINT
is the key to answering
this question: What kind
of difference do I want to
make with my life?
12. Spiritual Develop-
ment and Inner Peace
Aristotle once wrote that
the common denomina-
tor of humankind is
the desire to be happy.
Rightly understood,
spiritual development is
the key to inner peace,
prosperity, happiness,
and personal fulfillment.
Every week you work
one-on-one with a
personal coach who
will help you make a
quantum leap in your
income, personal per-
formance and life sat-
isfaction.
For more information
contact:
Victor Risling at
858/481-2977 x17 or
[email protected]