The Profit Wizard Resources

Well I had to think pretty hard (although not really for long), to decide which book I would review first in this Review Site. -I had to think hard, because I have been influenced by so many books. But when I asked myself which books I had referred to most over the past ten years there was no competition.

Advanced Selling Strategies has been a business ‘bible’ for me for a long time. I was first introduced to Brian Tracy’s audio products (which I will review later), in the early ninties when I was working for Prudential Insurance company. I didn’t get this book until sometime later, I think I was working as a independent Insurance agent by then. It was also referred tofrequently, some years later when I was doing door-to-door security system sales.

Before we look at the book itself, I want to address who would benefit from this book: I can confidently recommend this for anyone who is wanting a career in sales. But more importantly to the audience of this particular blog, I strongly recomend it to anyone who has a business. Why? -Because if you have a business then you are selling something. Even if you are not the one doing the selling you must know how effective selling works so that you can set up the systems for selling, to get the most out of your sales force (or even your direct sales copy).

So let’s look at the book…

I have highlighted this book so much that there are few unmarked pages left. Of particular importance is the first chapter The Psychology of Selling, this chapter sets much of the scene for the rest of the book and taps into Brian’s philosophy of sales which is outlined in his audio program of the same name. For those of you that haven’t been exposed to this philosophy, I feel it is very important. Particularly for those that have been exposed to the “old philosophies” of selling.

I have a number of Tom Hopkin’s books, and I have actually met Tom. I like a lot of the stuff Tom offers, but I feel that Brian’s philosophy ties the selling process together in a much more effective method, reflecting today’s sophisticated customers. (No I have not yet met Brian Tracy, but look forward to doing so sometime in the future).

A couple of my favourite chapters include:

• The Heart of the Sale:  where Brian talks about the old/new models of selling; The benefits of listening in a presentation; pre-empting objections; and building a long term relationship.
• The Profession of Selling: this chapter had the most impact on me early in my selling career. I ralised that selling was a profession and what the difference it made when you have this attitude, as opposed to when you are just “working” at selling.
• Closing the Sale: The Endgame of Selling: Closing techniques are a staple of selling books. However Brian’s philosophy is quite different to most I have read. Brian believes that if you have done all of the earlier parts correctly then the closing should be the easiest, most effortless part of the whole process. This is a great boon for many people who stutter when it comes to this point of the sales process. There are things that must be done… But pressure is not one of them.

I honestly cannot recommend this book enough. It has both the tactics and more importantly the strategy to sell more effectively. There are the small things, as well as the big picture. -And it is this “Big Picture” view that makes this book such an important reference for business owners. It will help you to set up your business’ system for selling, and then giving a copy to each of your sales staff, will help you to bring it all together.

I will go as far as to say that if you purchase this book, and don’t see value in it, I will buy it off you for your purchase price. (-I have friends who will value this book as a present).

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