1
S U C C E S S F U L S E L L I N G
$UCCESSFUL
$ELLING
THE NEW MODEL
OF SELLING
BY BRIAN TRACY
© 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.
2
S U C C E S S F U L S E L L I N G
BRIAN TRACY'S IDEAS TO LIVE BY&
Make a list of all the reasons you want Dream big! There are no limits to how
to be a major success in your field;
good you can become or how high you
reasons are the fuel in the furnace of
can rise except the limits you put on
achievement.
yourself.
Deploy yourself carefully to maximum
Discipline yourself to plan and orga-
advantage; always invest your energies
nize every hour of every day before
where you can get the highest return.
you begin.
Decide exactly what you want in life
Get serious about your career; decide
and then do the same things that others
today to be a big success in everything
have done to achieve the same results.
you do.
Take the long view. Don't let short-term
You have the same mental potential as
setbacks disturb you.
anyone else; it is only what you choose to
do with it that determines the course of
Discipline yourself to spend more time
your life.
with those people who represent the
highest potential payoff.
Move out of your comfort zone. You
can only grow if you are willing to feel
Set excellent performance as your stan-
awkward and uncomfortable when you
dard and strive to achieve it each day.
try something new.
Be absolutely clear about what you
You determine your future by the
want, why you want it, when you want
thoughts and pictures you hold in your
it and what you are willing to do to get it.
mind today.
Be open to constructive criticism from
Ask yourself, "Is what I am doing right
others; it's the only way you can learn
now leading to a sale?"
and grow.
© 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.
3
S U C C E S S F U L S E L L I N G
elcome to the next step on your journey toward
Wbecoming 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.
Brian Tracy
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!
© 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.
4
S U C C E S S F U L S E L L I N G
his is a wonderful time to be alive. Leading think
ers and economists are predicting that we are en
WELCOME
T
tering into the  Golden Age of mankind and you
are perfectly positioned to benefit from it.
TO THE
There have never been more opportunities for you to
achieve more of your goals and dreams than there are
GOLDEN
today  except for tomorrow, and the next day, and
for the indefinite future.
You are an extraordinary person. Your brain contains more
AGE
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. It s 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,
you ll be right.
Welcome to the Golden Age!
© 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.
5
S U C C E S S F U L S E L L I N G
THE NEW MODEL OF SELLING
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
The New Model of Selling:
Introduction ....................................................................................................... 10
What Do You Already Know? ........................................................................... 11
1. The Changes in Professional Selling .......................................................... 12
2. The AIDA Model of Selling........................................................................ 13
3. Differences in Selling Today....................................................................... 13
4. The Sale Continues After the Sale .............................................................. 14
5. Why the Customer Wants a Relationship First ........................................... 15
6. Why the Relationship is More Important.................................................... 15
7. The Law of Indirect Effort .......................................................................... 16
8. The New Model of Selling.......................................................................... 16
9. Why Listening Builds Trust ........................................................................ 17
10. The Friendship Factor ................................................................................. 18
11. The Key to Successful Selling .................................................................... 19
Application Exercises ........................................................................................ 20
Brian Tracy International Training Programs ......................................................... 22
Brian Tracy's FOCAL POINT Advanced Coaching & Mentoring Program .......... 23
Brian Tracy's FOCAL POINT Personal Telecoaching Program ............................. 24
© 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
S U C C E S S F U L S E L L I N G
PRESENTING BRIAN TRACY!
rian Tracy is the top sales trainer and consultant in the
world. He has been called a  Sales Guru and a  Motiva-
Btional 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.
© 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.
7
S U C C E S S F U L S E L L I N G
LEARNING TO LEARN: YOUR KEY TO THE FUTURE!
our ability to learn and apply new ideas is essential to your
long-term success. Today, continuous learning is the mini-
Ymum requirement for success and advancement in any field.
The keys to more rapid learning are:
1. Relevance  the ideas you learn must be
REASONS
relevant to your work and life at the moment  or
you'll forget them before you get a chance to use
ARE THE
them.
2. Applicability  the new ideas must be consis-
FUEL IN THE
tent with your knowledge, your needs and your
current situation so you can apply them to improve
FURNACE OF
your results.
3. Simplicity  the new methods must be easy to
MOTIVATION
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!
© 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.
8
S U C C E S S F U L S E L L I N G
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
HOW TO
asking and attempting to answer these ques-
tions in advance, you will alert your mind to
GET THE
what's coming and double the amount you
remember.
MAXIMUM
3. Assume the body language of rapid
learning  sit up straight, lean forward and
VALUE FROM
face the screen. Be prepared to focus and
concentrate throughout. This makes you
THIS VIDEO
more alert and increases retention.
LEARNING
4. Eliminate all distractions  put away
papers, coffee cups, cigarettes and anything
PROGRAM
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.
© 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
S U C C E S S F U L S E L L I N G
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.
HOW TO
4. Be prepared to pause the video to give
USE THIS
someone an opportunity to comment or even
disagree.
VIDEO IN
5. Conduct the "Application Exercises" by
having people fill them out personally and then A GROUP
discuss their answers with the group.
LEARNING
6. Ask each person to complete the "Action
Commitment" at the end of the exercises.
SITUATION
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.
© 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.
10
S U C C E S S F U L S E L L I N G
THE NEW MODEL OF SELLING
INTRODUCTION
In the last few years, the science of selling has changed dramatically in every area.
Top sales professionals are those who have changed, adjusted and adapted to the new
world of selling. They treat customers differently and they see themselves differently.
They recognize that sales success requires very different approaches to the customer
and the market than were necessary for success in the past.
In this session, you learn a new model of selling that has revolutionized and transformed
the careers of many thousands of salespeople worldwide.
© 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.
11
S U C C E S S F U L S E L L I N G
THE NEW MODEL OF SELLING
WHAT DO YOU ALREADY KNOW?
Test your knowledge by attempting to answer the questions below:
1. Why is selling more complex today than ever before?
2. What are the four steps in the Old Model of Selling?
3. Why are products more complicated and varied today than before?
4. Why does today's customer want a relationship first?
5. How do you apply the Law of Indirect Effort to your selling work?
6. What are the four parts of the New Model of Selling?
© 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.
12
S U C C E S S F U L S E L L I N G
THE NEW MODEL OF SELLING
1. Selling has changed dramatically over the last NOTES
few decades, primarily because customers have
changed: _________________________________
________________________________________
________________________________________
a) Customers are far more knowledgeable about
products and services available today than ever
before; _______________________________
______________________________________
b) Competition is far stronger and more deter-
mined today than it has ever been; __________
______________________________________
c) There are far more products and services
available to satisfy the customers' needs today
than ever before; ________________________
______________________________________
d) Customers are more sophisticated and
demanding than they have ever been, for even
the smallest products. ____________________
______________________________________
© 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.
13
S U C C E S S F U L S E L L I N G
2. The Old Model of Selling was based on the "Simple NOTES
Sale," called the AIDA model: ________________
________________________________________
________________________________________
a) A stood for "Attention." The first part of the old
model was getting the attention of the prospect;
______________________________________
______________________________________
b) I stood for "Interest." The salesperson aroused
interest by discussing features of the product;
______________________________________
______________________________________
c) D stood for "Desire." Desire was aroused by
discussing the benefits of the product; _______
______________________________________
______________________________________
d) A stood for "Action." After arousing interest
and desire, the salesperson asked for an action
commitment by the customer. ______________
______________________________________
3. Today, however, products are more complicated and
varied than they have ever been before: _________
________________________________________
© 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.
14
S U C C E S S F U L S E L L I N G
a) Products are complex; the customer has no way NOTES
of understanding the details of your offering;
______________________________________
______________________________________
b) Customers depend upon other factors than
product understanding to make a buying
decision. ______________________________
______________________________________
4. Sales relationships today continue after the sale:
________________________________________
________________________________________
a) Asking a customer to buy means asking the
customer to enter into a "business marriage;"
______________________________________
______________________________________
b) You ask the customer to exchange money for
promises; _____________________________
______________________________________
c) When the customer buys, he or she becomes
dependent on you and your company. ________
______________________________________
© 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.
15
S U C C E S S F U L S E L L I N G
5. Because of the novelty or complexity of what NOTES
you sell, the customer wants a relationship first:
________________________________________
________________________________________
a) The customer puts more faith in a relationship
than in the product; ______________________
______________________________________
b) The customer must be confident in the relation-
ship before he or she can consider your offering.
______________________________________
______________________________________
6. The relationship is more important to the customer
than the product or service you are selling: ______
________________________________________
________________________________________
a) Your product or service is available elsewhere,
so the customer is under no pressure to buy from
you; __________________________________
______________________________________
b) The customer seeks security, safety in buying;
______________________________________
______________________________________
© 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.
16
S U C C E S S F U L S E L L I N G
NOTES
c) Relationships lie at the core of all successful
selling today. ___________________________
______________________________________
7. The Law of Indirect Effort  says that you get
things more indirectly than directly from people:
________________________________________
________________________________________
a) If you focus exclusively on the sale, rather than
on the relationship, you will end up with neither;
______________________________________
______________________________________
b) If you focus intensely on the relationship, the
sale will take care of itself;________________
______________________________________
c) If the relationship is strong enough, small details
or differences in price won't matter; _________
______________________________________
d) If the relationship is weak, small details and
price differences will become the main topics of
discussion. _____________________________
______________________________________
8. The New Model of Selling divides the process into
four parts: ________________________________
________________________________________
© 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.
17
S U C C E S S F U L S E L L I N G
a) Trust  establishing a high level of trust with the
NOTES
client is fully 40% of the sales process; ______
______________________________________
b) Needs  taking time to be absolutely clear
about the customer's needs and problems is fully
30% of the sales process; _________________
______________________________________
c) Presentation  showing that your product or
service will satisfy the customer's needs is only
20% of the new model of selling; ___________
______________________________________
d) Closing the Sale  when you have built trust,
clarified needs, and presented professionally,
the closing is easy. It only represents 10% of the
process. _______________________________
______________________________________
9. The key rule in selling: Listening builds trust:
________________________________________
________________________________________
a) When you ask questions and listen carefully to
the answers, you build trust;_______________
______________________________________
b) When you focus on needs and on understanding
the customer's situation, you build trust; ______
______________________________________
© 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.
18
S U C C E S S F U L S E L L I N G
NOTES
c) When you present your product or service, one
point at a time, and listen carefully to reactions,
you build trust; _________________________
______________________________________
d) When you ask politely for a decision and
listen carefully to the answer, you build trust.
______________________________________
______________________________________
10. The Friendship Factor is the most important part of
selling and of all business relationships: ________
________________________________________
a) A person cannot buy from you until he or she is
convinced that you are his or her friend and acting
in her or his best interest; _________________
______________________________________
b) The more time you invest in a relationship,
the greater the relationship you develop;
______________________________________
______________________________________
c) The amount of caring in a relationship is a key
part of friendship; _______________________
______________________________________
d) Respect is an important part of a friendly
relationship between two people. ___________
______________________________________
© 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.
19
S U C C E S S F U L S E L L I N G
11. The key to successful selling is relationships: NOTES
________________________________________
________________________________________
a) All top salespeople are relationship experts;
______________________________________
______________________________________
b) Building and maintaining quality relationships
is more important than any single aspect of
selling. ________________________________
______________________________________
When you practice the New Model of Selling  focusing
on building and maintaining high levels of trust and a qual-
ity relationship with your customer  you will find it easier
to make sales and get referrals than ever before.
Not only that, the focus on relationships reduces the stress
that both the salesperson and the customer feel when one is
trying to persuade the other to act in a way that may not be
in his or her best interest.
All the highest-paid salespeople use the New Model of Sell-
ing in everything they do.
© 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.
20
S U C C E S S F U L S E L L I N G
THE NEW MODEL OF SELLING
APPLICATION EXERCISES
1. Give three ways in which selling has changed dramatically in the last few
years.
2. What are the four parts of the AIDA method of selling?
3. Why are products today more complicated and varied than ever before?
4. In what way do sales relationships continue after the sale?
5. Why is the relationship so important to the prospective customer?
6. How can you apply the Law of Indirect Effort to your sales work?
© 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.
21
S U C C E S S F U L S E L L I N G
7. Why is trust such an important element in modern sales?
8. What is the single most powerful factor in building trust, and how can you
use it more effectively?
9. Explain how you use the Friendship Factor in your sales work.
10. What can you do each day to build higher quality relationships with your
prospects and customers?
11. What one thing are you going to do immediately as a result of what you
have learned in this session?
© 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.
22
S U C C E S S F U L S E L L I N G
Brian Tracy Learning Programs
PSYCHOLOGY MILLION DOLLAR HABITS
Is your income growing as fast as you
OF ACHIEVEMENT
deserve? Even if your answer is yes,
The methods and techniques revealed in
you could surely be earning more. This
this program are tested and proven by
program gives you 12 power practices
high achievers everywhere. Guaranteed
to double and triple your income.
to put success within your reach!
(6 CDs) ..........................Reg. $75.00
(6 CDs/workbook) ..........Reg. $75.00
THE POWER OF
THE PSYCHOLOGY
CLARITY
OF SELLING
In this program, you will learn how to
Learn how to develop a powerful sales
develop absolute clarity regarding who
personality, how to best approach the
you are and what you really want. You
prospect, how to handle objections,
will learn how to achieve your most
winning closing techniques and 10
important goals faster and easier than
keys to success in selling.
you can imagine today.
(6 CDs/workbook) ..........Reg. $85.00
(6 CDs/workbook) ..........Reg. $75.00
HOW TO MASTER
ACCELERATED
YOUR TIME
LEARNING TECHNIQUES
Brian Tracy gives you a step-by-step Brian Tracy takes you through a
approach to making the best use of series of techniques that train you to
use the full range of your intelli-
every minute of every day. Gain at
gence and expand your brain
least two extra hours every day with
capacity up to 400%.
the techniques in this program.
(6 CDs/workbook) ..........Reg. $85.00
(6 CDs)..............................Reg. $75.00
BREAKING THE SUCCESS
24 TECHNIQUES FOR
BARRIER
CLOSING THE SALE
Today s most successful people realize
Learn the effect of constrained enthusi-
the value of becoming unstoppable.
asm, four things you must do before
Learning these principles will make
closing the sale, the best time to close,
your life easier and dramatically
where selling confidence comes from
increase your energy and stamina.
and much, much more.
(6 CDs) ..........................Reg. $75.00
(60-minute video)..........Reg. $80.00
THE ULTIMATE
THE SCIENCE OF
GOALS PROGRAM
SELF-CONFIDENCE
Brian's newest program! In this pro-
Think of all the things you could
gram you will learn the 21 most
do if you enjoyed superior levels
important techniques ever discovered
of self-confidence. Learn how to to help you accomplish more of your
overcome the fear of failure and goals, faster than you ever have
before.
get on the fast-track to success!
(7 CDs/workbook) ..........Reg. $75.00
(6 CDs)..............................Reg. $75.00
Invest in your future today! Call 1-800-542-4252 or fax to 858-481-2445
CHOOSE ANY:
Special Package Subtotal . .
NAME COMPANY NAME
1 program ........................$75 each
CA residents add 7.75% tax
2 programs ......................$65 each
STREET ADDRESS
3, 4 or 5 programs ..........$60 each
Shipping & Handling
CITY STATE ZIP CODE
$5 plus $1 for each item . . .
6, 7, 8 or 9 programs ......$55 each
All 10 programs ..............$49 each
TOTAL . . . . . . . . . . . . . . . . .
PHONE EMAIL
METHOD OF PAYMENT: CHECK MASTERCARD VISA AMEX DISCOVER
X
CARD NUMBER EXP. DATE SIGNATURE
© 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.
23
S U C C E S S F U L S E L L I N G
Double Your Productivity!
Double Your Time Off!
For Entrepreneurs, Top Salespeople, Self-Employed Professionals
BY BRIAN TRACY
ll top professionals Simplify your life
Advanced
A have a coach! Learn by eliminating all low-
how to move to the value, no-value activi-
next level of income ties that keep you from
Coaching
and success in your working on your "Crit-
ical Success Factors;"
business and personal
and
How does it work?
life.
Identify your areas
ou meet with Brian
of excellence and de-
You learn how to:
YTracy and a small
velop plans to become
Mentoring
Develop a Personal
group of other success-
outstanding in your
Strategic Plan that ser-
ful people four times
key result areas;
ves as a blueprint for
per year, once every
Develop higher lev-
your business and per-
three months. You
els of self-discipline,
sonal life;
learn a new series of
self-control and per-
strategies, methods
Increase your in-
sonal organization;
and techniques at each
come by 25% to 50%
Double your in- session. You then de-
each year by focusing
come and simultane- velop personal action
on your highest value
ously double your free
plans which you im-
added tasks;
time.
plement over the next
Set and achieve
90 days. In addition,
goals in every part of
Who should attend?
you receive written
your life;
his special Ad- material for self-study
Organize your fin- T vanced Coaching and participate in on-
and Mentoring Program going teleconferences.
ancial life so that you
and/or telecoaching is
make more money,
To enroll or for more
specifically designed
keep more of it, invest
information call:
for Successful Entre-
it more intelligently
preneurs, Top Sales-
and build your own
BRIAN TRACY S
people and Self-Em-
financial fortress;
FOCAL POINT
ployed Professionals.
Get complete con-
ADVANCED COACHING & MENTORING PROGRAM
In addition, you must
trol over your time
have control over your
462 Stevens Ave., Suite 202
and your life;
time and activities so
Solana Beach, CA 92075
Increase your per- that you can imple-
858/481-2977 x17
sonal freedom and have ment the strategies you
Fax [phone]
more time for yourself decide upon during [e-mail]
www.briantracy.com
and your family; the program.
© 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.
24
S U C C E S S F U L S E L L I N G
Unlock Your Full Potential!
The Premier Personal Telecoaching and Mentoring Program in the World!
earn how to increase
5. Practice Personal 10. Become Everything
Advanced
L your income, develop Strategic Planning 
You are Capable of Be-
The largest and most
your strengths, organize coming  "To have
successful companies in
your time and improve more, you must first be
Telephone
the world use the pro-
every area of your life! more." To achieve more in
cess of strategic planning
your outer world, you
Work with a personal
to increase their return
must go to work on your
coach for 12 intensive
Coaching
on equity. Now the same
inner world, on develop-
weeks, including work-
process is made available
ing yourself. The choice is
books, audio, exercises
to you.
yours.
and personal accounta-
6. Supercharge Your
bility. Your results will
11. Make a Difference
Business and Career 
explode!
in Your Community 
Today s rapid rate of
There has never been
change is presenting us
You learn how to:
and never will be anyone
with unparalleled oppor-
1. Unlock Your Full
just like you. You are
tunities in our businesses
Potential  You can dra-
unique. FOCAL POINT
and our careers. By apply-
matically improve the
is the key to answering
ing the FOCAL POINT
overall quality of your
this question: What kind
tools you will reap re-
life far faster than you
of difference do I want to
wards greater than you
might have thought pos- ever dreamed possible. make with my life?
sible.
7. Improve Your Family 12. Spiritual Develop-
ment and Inner Peace 
2. Double Your Product- and Personal Life 
Fully 85 percent of your
ivity  Paradoxically, Aristotle once wrote that
happiness will come
the common denomina-
the answer is not to work
from good relationships
tor of humankind is
longer hours, but rather
with other people, in
the desire to be happy.
to take more time off
your family and your
Rightly understood,
while achieving more in
personal life, as well as
spiritual development is
the time you do work.
your work.
the key to inner peace,
3. Simplify Your Life 
8. Achieve Financial In-
prosperity, happiness,
This is a wonderful time
dependence  One of
and personal fulfillment.
to be alive. But it is not
your primary responsi-
without its challenges.
bilities to yourself and
Every week you work
Simplify your life, there- the people in your life is
one-on-one with a
by significantly reducing to achieve financial inde-
personal coach who
your stress and leaving pendence, to reach the
point where you never will help you make a
you free to enjoy life to
have to worry about
the fullest.
quantum leap in your
money again.
income, personal per-
4. Tap Your Most Pre-
9. Enjoy Superb Health
cious Resource  You formance and life sat-
and Fitness  Have you
have within you, right
isfaction.
decided how long you
now, untapped reser-
intend to live? If you say
voirs of potential so great
For more information
that you want to live to
that, in your entire life,
contact:
be eighty or ninety, you
you will never be able to
now have a FOCAL
Victor Risling at
do even a small fraction
POINT. Learn the critical
of what you are truly 858/481-2977 x17 or
success factors of health
capable of doing. [e-mail]
and fitness.
© 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.