Essential Sales Prospecting Checklist

How to Successfully Sell by Spending More Time with Better Prospects

A 13-step guide for beginners (and unsatisfied, tenured salespeople)
Prioritize which prospects will have the maximum return on YOUR time
Prevent wasting time on unqualified prospects

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the essential sales prospecting checklist by Brian Tracy

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Sales Training Programs by Brian Tracy

During my 30+ years providing sales training programs, courses and books to Fortune 500 companies and businesses all over the world, I found that one thing is for certain: No matter how passionate a salesperson you may be, no matter how likable you are, if you can’t close the sale, your efforts yield nothing.

Early in my career, I struggled with closing leads.Then, I discovered what worked, and learned how to sell very well - turning more prospects into customers than ever before.

I experienced profound success -- breaking every record in my company and increasing my income twenty fold. Now, I pass my decades of proven experience to others as a sales trainer and success expert down to you.

Sales Techniques to Help
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In order for you to join the top 20 percent of salespeople, you’ll need to be good at closing. Here are some tips and ideas that illustrate what you need to do to close sales more often:

All sales skills, including closing, are learned and learnable. If you can drive a car, you can learn how to close the sale.
你的个性是比你的连续更重要ct knowledge and your selling skills. So focus on continuous improvement, and become a well-read professional.
Be proud of your prices, and always justify the price with sound reasons. Then, minimize price resistance by comparing the price with more expensive articles.

For more in-depth information on this and other sales training ideas, I highly recommend you see my blog post,7 Cold Calling Tips to Improve Your Closing Rate.

salesperson dials phone, uses cold calling tips to improve closing rate

7 Cold Calling Tips to Improve
Your Closing Rate

Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer.

Read This Blog Now

Featured Sales Training Videos

I also publish a series of online sales training videos to help take your professional skills to the next level.
Here’s one of my most popular selections, which features 6 tips to improve your selling process:

My Most Popular Sales Training Programs and Courses

Learn How to Increase Your Income by Improving Your Consultative Selling and Closing Techniques

High Performance Selling
$297
- 15 CDs OR 30 digital audio files + 1 Digital DVD
- Become a high-performance seller with my most reasonably-priced sales program
- The perfect all-inclusive program for the salesperson looking to find their edge
Learn More
21st Century Sales Training
$997
- 24 part virtual training course, plus a 230-page workbook with exercises
- My newest and best-selling sales training for advanced salespersons
- Over 2,500 copies sold!
Learn MoreBest Value
The Art of Closing the Sale
$22.95
- 75 minutes of audio
- Learn step-by-step how to ask for sale… and get it!
- Master the psychology of closing and learn how to handle ANY objection
Learn More

How to Improve Your Sales Process

Professional selling has three stages. They are prospect, present, and follow up. These phases make up the “sales funnel.” Here’s how to keep your funnel full while keeping your pipeline flowing with prospects:

If you’re not satisfied with your results, analyze your performance in these prospect, present, and follow up areas, and see where you can improve to have biggest impact on your revenue
The way to increase sales is to increase the quality or quantity of your activity in one or more of these areas.
Use the “80/20 rule.” Spend 80% of your time prospecting and presenting, and spend only 20% of your time following up with potentially high-value customers.

For more in-depth information on this and other tips, I highly recommend you see my blog post,How to Handle Objections And Use Closing Techniques

salesman goes through sales process to turn leads into customers

Sales Process: Handle Objections
And Use Closing Techniques

The fact is that objections are good. Objections indicate interest. Successful sales have twice as many objections as unsuccessful sales.

Read This Blog Now

Popular Courses Featuring the Sales Process

Learn How to Strengthen Your Pipeline and Optimize Your Funnels

Negotiate the Best Deal
$22.95
- 73 minutes of audio
- Did you know everything in life is negotiable? If not, you need this CD!
- Learn great negotiation tools that enable you to win at the negotiation table every time!
Learn More
Sales Success Made Simple
$197
- 14 CDs, 114 page workbook with free sales skills assessment, plus 3 months of Brian Tracy University
- Every component of successful selling explained in one training kit
- Learn the real secrets to landing more clients, closing more sales, and dramatically increasing your income
Learn MoreBest Value
Selling Higher Priced Products Against Lower-Priced Competition
$22.95
- 69 minutes of audio
- The key skills you need to sell more, faster and easier in tough markets
- Learn how to separate your product from the competition and give your client great reasons to buy that have nothing to do with cost!
Learn More

How to Sell A Product or Service for Maximum Profit

Your ability to sell can give you a high income and lifelong job security. With that said, here are some basic business fundamentals that will teach you how to sell more products and services:

Get written testimonial letters from your satisfied customers, highlight the best sentence, and show these letters to every prospect.
Be prepared. Dress well. Your sales pitch will be useless if you give off a negative first impression.
Plan every pitch or presentation in advance. The best salespeople know how to keep their prospects involved and active.

For more in-depth coaching on this and other tips about how to sell a product or service more effectively, I highly recommend you see my blog post,The Top 3 Negotiation Skills of Persuasive People.

two businessmen shaking hands use negotiation skills to make deal

The Top 3 Negotiation Skills Of
Persuasive People

Some people are good at negotiating in their own interest, and some people are not. Which one of these types of people do you want to be?

Read This Blog Now

Featured Programs: How to Sell with More Confidence

Discover How to Fearlessly Sell Anything with My Online Sales Training Courses

21 Great Ways to Become a Sales Superstar
$22.95
- 76 minutes of audio
- A concise overview of how to improve in the 2 key result areas of sales - get more prospects and close more sales
- Buy this CD now to increase your sales and boost your income!
Learn More
The Psychology of Selling
$197
- 6 CDs, 2 DVDs, 3 reports and a 30 page workbook
- Increase sales and double your income in the next 12 months or less
- Leverage human psychology to break through barriers and thrive as a salesperson
Learn MoreBest Value
The Power of Charm
$22.95
- 1 hour of audio
- Learn how to be more popular, personable and attractive to everyone you meet
- Discover insights that will make you a better spouse, parent, salesperson, manager or business professional
Learn More

Sales Motivation for the Modern Salesperson

By becoming absolutely excellent in your chosen profession of selling, you can achieve all your goals and fulfill all your dreams. Here’s a quick dose of sales motivation to keep you on the right track:

You have within you, right now, the ability to be more, do more, and have more than you ever have in your life. By learning and practicing elite sales tactics, you can reach the stars.
Realize your value. Salespeople are the most vital people in any business. Without them, the biggest most successful companies would shut down.
一旦你达到“巡航altitude” and get into the top 10% of money earners in your field, you can pull back on the throttle and still main.

These are just a few sales motivation truths and ideas to help you stay positive and confident. For more inspiration, I highly recommend you see my blog post,30 Motivational Sales Quotes to Inspire Success.

motivational mountaintop is metaphor to inspire sales success

30 Motivational Sales Quotes To
Inspire Success

Salespeople have one of the hardest jobs in the world to do. They deal with rejection on a daily basis. Making a sale comes down to powering through call after call.

Read This Blog Now

View all of Brian's Sales Training blog posts

Personal and Team Sales Motivation Programs

Stay Positive and Motivated and Make the Quantum Leap to the Top 10% of Salespeople

Motivating Salespeople to Peak Performance
$60
- 30 minute video
- Research has shown that the quality of the Sales Manager determines the success of the entire company
- Learn how to increase you sales team's productivity by 2-3 times, boost your staff's self-esteem and more!
Learn More
Customer For Life
$22.95
- 67 minutes of audio
- Do you want to learn how to fill your sales pipeline with repeat business and referrals?
- Learn the easiest way to keep customers coming back for more
Learn MoreBest Value
Superior Sales Management
$22.95
- 71 minutes of audio
- How to find, manage, motivate and build a high-performance sales team
- Perfect for sales executives and leadership
Learn More

Essential Sales Prospecting Checklist

How to Successfully Sell by Spending More Time with Better Prospects

Get this FREE Checklist

0

Total Downloads

Sales Training Programs by Brian Tracy

Sales Techniques to Help你关闭更多的线索

7 Cold Calling Tips to ImproveYour Closing Rate

Featured Sales Training Videos

My Most Popular Sales Training Programs and Courses

High Performance Selling

21st Century Sales Training

The Art of Closing the Sale

How to Improve Your Sales Process

Sales Process: Handle ObjectionsAnd Use Closing Techniques

Popular Courses Featuring the Sales Process

Negotiate the Best Deal

Sales Success Made Simple

Selling Higher Priced Products Against Lower-Priced Competition

How to Sell A Product or Service for Maximum Profit

The Top 3 Negotiation Skills OfPersuasive People

Featured Programs: How to Sell with More Confidence

21 Great Ways to Become a Sales Superstar

The Psychology of Selling

The Power of Charm

Sales Motivation for the Modern Salesperson

30 Motivational Sales Quotes ToInspire Success

Personal and Team Sales Motivation Programs

Motivating Salespeople to Peak Performance

Customer For Life

Superior Sales Management

Sales Techniques to Help
你关闭更多的线索

7 Cold Calling Tips to Improve
Your Closing Rate

Sales Process: Handle Objections
And Use Closing Techniques

The Top 3 Negotiation Skills Of
Persuasive People

30 Motivational Sales Quotes To
Inspire Success