It's been more than a decade since this book was published, and it's still as relevent today as it was when it came off the press. A great book which shares methods, techniques and strategy. I highly recommend.

I've only read this book once. I'm more of a copywriter
than a one-on-one salesperson, though I have to do that to
sell my services often enough.

The thing that stands out to me is this unoriginal thought:
Great salespeople get that way not by making huge breathroughs
in one area but by making small, incremental improvements
in dozens of areas.

Excellent book. It tries to cover nearly every aspect of what
makes a great salesperson and does an admirable job. It ends
up being long though and for that reason may be a better
reference book than a straight-through reader.

Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople is far and away the one book I would recommend to anyone involved in sales or interested in learning more about the sales profession. I always recommend this book to everyone who asks me how they can become better at sales and anyone who wants to make more money and to take control of their lives.

This hard cover book is available for what? $0.35 used here on Amazon. If you can't invest $0.35 in your life and career you are hopeless. Buy this book, study it and put it into practice. You career and your finances will take off.

What else can I say, I lOVE this book. Dog-eared and underlined it holds a prominent place in my professional library.

This is one of the most in-depth and well written books on the entire sales process I have ever read. Brian Tracy knows what he is talking about.

The chapters cover all aspects of sales,

1). The Psychology Of Selling
2). The Development Of Personal Power
3). Personal Strategic Planning For the Sales Professional
4). The Heart Of The Sale
5). The Profession Of Selling
6). Motivating People To Buy
7). Influencing The Buying Decision
8). Prospecting: Filling Your Sales Pipeline
9). How To Make Powerful Presentations
10). Closing The Sale: The Endgame Of Selling

If you read and understand this book and then use what Brian is teaching you, you will have a much better chance at being successful in the sales world.

two other sales book I highly recommend you also read are Zig Ziglar's Secrets of Closing the Sale and How to Master the Art of Selling

I recommend this book to any person who is interested on reaching difficult customers and closing important deals. Brian Tracy brings with simplicity and profound knowledge a path which facilitates the prospecting stage and brings more confidence to the closing stage.

If you are going to buy one book on sales, this ought to be it. Tracy manages to pack in an amazing amount of material with first rate practical suggestions and excellent, clear writing. Unlike many sales and marketing books, there is almost no self-serving fluff in here, and he covers all the bases.

For my personal preferences, there are two acknowledged masters of sales. The first is Zig Ziglar, the second is Brian Tracy. While I find great value in the works of Jeffrey Gitomer, Frank Rumbauskas, Tim Connor and others, all roads eventually lead back to Zig and Brian (as well as Napoleon Hill...see below).

Tracy's "The Psychology of Selling" is one of the few books I honestly classify as "essential," and I do so without reservation. Like Ziglar, Tracy wants salespeople to see the craft of selling as a series of relationships, not drive-bys. You have to learn how to sell. The biggest challenge is "un-learning" the garbage you've been fed by snake oil peddlers.

The title "Advanced Selling Strategies" is important, because "strategy" is what's often lacking. You have to do your homework. You have to build a relationship. You have to create a sense of buying urgency. You have to know when it is time to close the sale, and when that time comes, you have to know how to do it.

And you have to do this uniquely for EVERY client you sign up. Forget the "Sales Scripts That Close EVERY Sale" books. They're garbage. If you're dealing with a prospect who's not bright enough to spot a script a mile away, that prospect should not become one of your clients.

That said, here are the chapters in "Advanced Selling Strategies."

1). The Psychology Of Selling
2). The Development Of Personal Power
3). Personal Strategic Planning For the Sales Professional
4). The Heart Of The Sale
5). The Profession Of Selling
6). Motivating People To Buy
7). Influencing The Buying Decision
8). Prospecting: Filling Your Sales Pipeline
9). How To Make Powerful Presentations
10). Closing The Sale: The Endgame Of Selling

Those are the "bones" of the book, and trust me...there's plenty of meat on each of them.

If you're serious about sales...serious about being the best, serious about challenging yourself and being an achiever instead of someone who makes excuses for limited achievement...I recommend the following:

1). "The Psychology of Selling" by Brian Tract
2). "Advanced Selling Strategies" by Brian Tracy
3). "Secrets of Closing The Sale" (2003 Updated Edition) by Zig Ziglar
4). "Over The Top: Moving From Survival To Stability, From Stability To Success, From Success To Significance" by Zig Ziglar
5). "The Law Of Success In Sixteen Lessons Complete" by Napoleon Hill

Happy selling!

Although this book was written over ten years ago, Advanced Selling Strategies is still Brian Tracy's best work on selling and perhaps, the best book period on the subject of selling that is on the bookshelves today.

I started in phone sales back in 1993. Using the techniques Brian discloses, I went from tied for last place - 68th out of 68 people in March 1993 to 3rd out of 75 people doing about $100/day in sales to doing over $1,500/day in sales one month later in April 1993! His techniques work.

The magic of Brian is that he helps bring out the inner power that lies dormant inside all of us while providing powerful sales techniques. His sales techniques are low key, friendly and non threatening to the prospect.

Brian shows you how to change you self image as a sales person. Not just the hookey-pookey rah-rah positive stuff, but how to see yourself as a consultant rather than a sales person as well as how to see yourself as a success.

Using the phrase, "I'm not trying to sell you anything." Has worked wonders in opening doors for me. Other phrases like, "That is an interesting question, why did you say that?" "How exactly do you mean?" "Why did you ask that?" Surprisingly are non threatening and get the prospect to open up.

And I really benefitted from the 20 idea method for unleashing creativity. Spending an hour a day, every morning reading has made a major impact on my sales not to mention listening to tapes in my car and watching videos at home.

Brian's mental techniques of practice, drill, rehearse along with affirmations and visualization helped me probably more than anything. I agree with Brian that with affirmations and visualization, your future in sales is UNLIMITED!!!

Funny how whenever I stop for any reason, the results stop as well. Sort of like going to the gym. Or put another way, if you don't u se it, you'll lose it. A daily mental aerobics program of affirmations and visualizations will make you and keep you mentally fit and breaking sales records.

Goal setting gets beat to death by almost every trainer, but nobody does it as well as Brian. Teach it properly that is.

Lastly, this book and these skills will help every salesperson regardless of the type of sales you do.

Along with Advanced Selling Strategies I also recommend The Psychology of Selling and Be A Sales Superstar also by Brian Tracy.

Although this book was written over ten years ago, Advanced Selling Strategies is still Brian Tracy's best work on selling and perhaps, the best book period on the subject of selling that is on the bookshelves today.

I started in phone sales back in 1993. Using the techniques Brian discloses, I went from tied for last place - 68th out of 68 people in March 1993 to 3rd out of 75 people doing about $100/day in sales to doing over $1,500/day in sales one month later in April 1993! His techniques work.

The magic of Brian is that he helps bring out the inner power that lies dormant inside all of us while providing powerful sales techniques. His sales techniques are low key, friendly and non threatening to the prospect.

Brian shows you how to change you self image as a sales person. Not just the hookey-pookey rah-rah positive stuff, but how to see yourself as a consultant rather than a sales person as well as how to see yourself as a success.

Using the phrase, "I'm not trying to sell you anything." Has worked wonders in opening doors for me. Other phrases like, "That is an interesting question, why did you say that?" "How exactly do you mean?" "Why did you ask that?" Surprisingly are non threatening and get the prospect to open up.

And I really benefitted from the 20 idea method for unleashing creativity. Spending an hour a day, every morning reading has made a major impact on my sales not to mention listening to tapes in my car and watching videos at home.

Brian's mental techniques of practice, drill, rehearse along with affirmations and visualization helped me probably more than anything. I agree with Brian that with affirmations and visualization, your future in sales is UNLIMITED!!!

Funny how whenever I stop for any reason, the results stop as well. Sort of like going to the gym. Or put another way, if you don't u se it, you'll lose it. A daily mental aerobics program of affirmations and visualizations will make you and keep you mentally fit and breaking sales records.

Goal setting gets beat to death by almost every trainer, but nobody does it as well as Brian. Teach it properly that is.

Lastly, this book and these skills will help every salesperson regardless of the type of sales you do.

Along with Advanced Selling Strategies I also recommend The Psychology of Selling and Be A Sales Superstar also by Brian Tracy.

Brian Tracy details the psychological aspects and the nitty gritty of the three steps to effective consultative selling: (1) build rapport and credibility, (2) diagnose problem, and (3) prescribe / present solution.

Brian describes several critical success factors in selling. The critical success factors in any profession is the minimal set of factors that need to be accomplished well to be successful in that profession. For effective selling, mastering the following critical success factors is required: (1) prospecting (2) getting appointments (3) qualifying (4) problem identification and clarification (5) presenting (6) answering objections (7) closing (8) follow-through and delivery and (9) resales and referrals.

Brian discusses unique aspects related to selling to large accounts. You will undoubtedly become a more effective salesperson by practicing the techniques discussed here.

Brian Tracy details the psychological aspects and the nitty gritty of the three steps to effective consultative selling: (1) build rapport and credibility, (2) diagnose problem, and (3) prescribe / present solution.

Brian describes several critical success factors in selling. The critical success factors in any profession is the minimal set of factors that need to be accomplished well to be successful in that profession. For effective selling, mastering the following critical success factors is required: (1) prospecting (2) getting appointments (3) qualifying (4) problem identification and clarification (5) presenting (6) answering objections (7) closing (8) follow-through and delivery and (9) resales and referrals.

Brian discusses unique aspects related to selling to large accounts. You will undoubtedly become a more effective salesperson by practicing the techniques discussed here.

Becoming a successful salesperson isn't dependent on inherent talent, says Brian Tracy. Eighty percent of the success of top sales people is due to their attitude. In this book, Brian Tracy has advice for adopting the right attitude, and for all three steps of the selling process including finding your customers, presenting your product and closing the sale.

The best salespeople see themselves as self-employed. They know that they are responsible for their own careers. They see themselves as problem-solvers and strategic thinkers. They try to solve problems that their customers have. They also practice the Golden Rule, selling unto others as they would have others sell unto them. They are honest and ethical with customers.

This book is crammed with advice for improving your attitude towards selling, prospecting for customers, presenting products to customers and closing your sales. An invaluable resource.

Becoming a successful salesperson isn't dependent on inherent talent, says Brian Tracy. Eighty percent of the success of top sales people is due to their attitude. In this book, Brian Tracy has advice for adopting the right attitude, and for all three steps of the selling process including finding your customers, presenting your product and closing the sale.

The best salespeople see themselves as self-employed. They know that they are responsible for their own careers. They see themselves as problem-solvers and strategic thinkers. They try to solve problems that their customers have. They also practice the Golden Rule, selling unto others as they would have others sell unto them. They are honest and ethical with customers.

This book is crammed with advice for improving your attitude towards selling, prospecting for customers, presenting products to customers and closing your sales. An invaluable resource.

I've been searching for a book on how to apply NLP in Network Marketing (aka Multi-Level Marketing) for many years... But unfortunately there were none written on this subject... And so I wrote one myself! But before I embarked on it, I made certain I've read every book on NLP and Sales as well as all the recommended Network Marketing books.

And in my research, I've found Tracy's Advanced Selling Strategies to be one of the best books ever written on sales! This book is also a great complement to "The Unfair Advantage" by Duane Lakin.

James Leong
Author of The World's First Book on
Network Marketing with NLP,
"MLM Persuasion Mastery: How
Master Networkers Change Beliefs
and Behavior"

I've been searching for a book on how to apply NLP in Network Marketing (aka Multi-Level Marketing) for many years... But unfortunately there were none written on this subject... And so I wrote one myself! But before I embarked on it, I made certain I've read every book on NLP and Sales as well as all the recommended Network Marketing books.

And in my research, I've found Tracy's Advanced Selling Strategies to be one of the best books ever written on sales! This book is also a great complement to "The Unfair Advantage" by Duane Lakin.

James Leong
Author of The World's First Book on
Network Marketing with NLP,
"MLM Persuasion Mastery: How
Master Networkers Change Beliefs
and Behavior"

This book is wonderful. I am completely new to sales as a career, and this book makes everything easier to understand and breaks principles down in to common sense bites. My husband is in sales, a bit more seasoned, and I have even recommended him reading this book!!! I also have the Tom Hopkins and Zig books, but this one is far superior!

Brian Tracy offers everything you need to become a champion in selling. You will learn the attitunal skills and selling skills. You will learn consultative selling skills and closing skills. Best of all, this book was written by a man who has been and still is a great salesman. However, the ability to sell and teach is unique and Brian has this quality.

Also recommend The Pyschology of Selling by Brian Tracy, a great companion to this book.

Brian Tracy's very detailed, thoughtful pro selling book is a "salesman's best friend", and along with books from others such as Schiffman and Gitomer, is essential for successful salesmanship.

What impressed me most about this book is the experience that comes through; Tracy is an authentic, proven sales professional who reveals hundreds of techniques that are crucial for successful salesmanship.

If I was a sales manager, I'd require all new sales reps to read this book, and make elements of it the foundation for sales training programs.

As a sales trainer, I recommend this book to all my clients worldwide, as it's very detailed, advanced, non-gimmicky, and intelligent. Unlike other books, this doesn't have the old-school cliche'd "rely on different phrases" substitute for salesmanship; instead Tracy offers us a rare, advanced glimpse into the inner workings of a true sales professional.

This one's a winner and a must-read, I still periodically re-read it myself and pick up new insights I use in my own sales processes.

Terrific book, this is one of the top 10 on sales I'd recommend to anyone who wants to become more successful (regardless of experience!) in their salesmanship.

Nice work - thanks, Brian!

The rules in selling have changed. Customers are smarter now and the old methods no longer work. In this 430 page bible on selling, Brian Tracy takes his 30 years of sales experience and shows you the sales ideas, methods and techniques used by top salespeople everywhere.

In a key chapter, Tracy explains the 7 mental laws of sales success. According to Tracy, "When you organize your life and activities in harmony with these laws your career will take off."

Also recommend Be A Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets.

Brian Tracy offers all the sales tools you will ever need in this outstanding book Advanced Selling Strategies: The proven system of sales ideas, methods and techniques used by top salespeople.

Even though thousands of sales books have been written, consultant, author and trainer Brian Tracy believes that the selling process can be simplified and broken down into three key elements:

1) Prospecting. This is the beginning of the sales process and the most important. If you have enough qualified prospects in the front end of your sales pipeline, you'll almost inevitably get enough completed sales out of the other end of the pipeline.

2) Presenting. Your ability to establish rapport and trust, identify the true needs or problems of the prospect, and then showing your prospect that your product or service is the ideal solution to their needs is your key to sales success.

3) Closing. In golf they say, "You drive for show but you put for dough." In sales, you prospect and present for show, but you close for dough. Your ability to overcome the final objections and get your customer to take action on your offer is the critical part of modern selling.

In Advanced Selling Strategies, you will learn all about Prospecting, Presenting and Closing. You will also learn much more like gap analysis, beating the competion and how to lead the field.

Although I have many good books on selling, if I had to choose just one, if I had to throw the rest away and keep only one, Advanced Selling Strategies by Brian Tracy would be the one I would keep.

This book, if you use it properly, will turn you into a sales champion.

I purchased Brian Tracy's "The Psychology of Selling" and "How To Sell Well" programs many years ago. Brian is not just a author/writer pumping out material. Brian Tracy is a man who has been there. He has done it. Tracy speaks from experience and shares his experience with us all.

Did you ever think how great it would be to spend a day with a successful sales person and learn the ropes? Now you can. Brian shares all.

Unlike other programs that still perpetuate 1950's type gimmicky sales methods, Tracy offers the modern way to sell. Brian will show you how to partner with your customers. Create win/win realtionships. How to prospect and fill your sales pipeline, how to motivate people to buy and much more.

I recommend Brian Tracy's Advanced Selling Strategies to anyone who is in sales and wants to reach their best.

I am a person very new to sales. I have just bought this book and after reading it I can say that the ground rules it gives for succesful salepeople are extremely interesting and I am grateful it will help me start my career on the right foot. However this book is needlesly long and repetitive throughout. Most parragraphs could have been cut down to half their lenght and could have added to the books impact. Otherwise this is a great read.

I am 3/4 into reading this book and I have already learnt quite a few things, especially useful is the comparison between Old and New ways of selling, basically old way involves lots of talking and new way involves lots of listening. Other innovative ideas include presenting an idea (a product, a service) as an improvement to the client's current process, that rejection is not personal because the client may not know you long enough to dislike you, that when you talk your client's mind may wonder, but if you ask questions then your client's mind is focused on answering the questions.

However the book is riddled with theories like "Seven ways the top salesmen see themselves", "Seven mental laws of selling", "Law of Concentrations", "Law of Believe", "Law of Cause and Effect" which can be a turn-off.

Nonetheless I believe in the practice that if I can learn one thing then I would have recouped my investment. I must have recouped my investment 5 times with this one.