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How Brian Tracy Went From Sales Rep to COO Of A $260,000,000 Company
If you thought case studies were dead, guess again. Plus, get ready because we’ve got a heck of a deep dive for ya!
In Today’s Jam
Brian Tracy Deep Dive.
Sellers must control the conversation. But how?
Stay sharp with these sales resources.
Case studies are more relevant than ever. We’ll prove it.
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Brian Tracy went from being a sales rep to COO of a $260,000,000 company. Here’s how….
Brian Tracy is possibly the most prominent name we’ve covered on The Sales Jam. He is head of several multi-million dollar companies, some of which he owns, including his very own, Brian Tracy International: a company that helps individuals and companies with self and career growth. Tracy is also a best-selling author with over 70 titles under his belt and is a consultant for (literally) countless companies. Like we said, this is probably the biggest name we’ve covered. But today, we’re looking at how he set himself up to become the COO of a $260,000,000 company. Here’s what we found!
Tracy started out as a laborer. This allowed him to travel early on in life, something that expanded his worldview and later affected his approach to his career.
Eight years later, that new worldview got him into sales, and he actually sucked at it! Instead of giving up, he sat down with the top performers he knew and asked them to explain just what it is they were doing to have this success.
Tracy read a lot and not just about sales. He read books across all industries from economics, family, and psychology. Here are some of his favorites: “Consultative Selling” by Mack Hanan, and “Customers For Life” by Carl Sewell. Let’s throw “Do What You Love, The Money Will Follow” by Marsha Sinetar, for those of you who may need a read like that.
At 25, he became Vice President of a Real Estate Company in Canada, and was responsible for a team of 95 people. Keep in mind, he not only asked questions but he applied all the knowledge the top performers shared with him.
Not slowing down, he branched off into other projects such as Real Estate and Marketing and became an authority in several industries. This did wonders for his brand and image. After which he landed an incredible offer to become COO for a major company.
Brian Tracy’s Four Keys to Growth
Mean Business: If you’re doing sales, strive to fall into the top 10%. Otherwise, you are already settling for mediocrity. And closers don’t do that.
Find the Skill that Matters: Figure out the one skill that you are limited at that will take you to the next level. Then sharpen it.
Be Fit For Success: Similar to the last point, identify a health habit, and improve it. In doing so, you improve the way you feel about yourself and ultimately your career.
Try New Things: Trying out new endeavors opens up new opportunities; some you won’t see coming. This approach helped Tracy to land that job at the $260,000,000 company. For him this was an extra stripe late in his career, for you, it can be the start of a fulfilling journey in sales.
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As Sellers, We Must Control the Conversation. But, How?
Yes, customers want you to control the conversation, but that doesn’t mean they expect you to dominate the exchange. So, what on earth does this mean?
Dominating the conversation entails you being a bully on the other end of the line for 30 minutes, and your prospect struggling to insert their concerns, fears or needs into the conversation. Meanwhile, you’re already halfway through the benefits and features of the product, and reminding them, for the 267th time, how much better your company is than its competitors. That’s no good.
Especially when a client reaches out to you, your job is to clarify and guide them. Remember, they’ve already done a ton of research. They’re essentially reaching out to you to get clarity and confirmation on something they’re already itching to do.
Defining “Control”
So what are you supposed to be doing if you’re not supposed to be forceful and all weird when talking to the prospect?
Glad you asked.
Here it is:
Asking relevant questions.
Adding clarity where necessary.
Giving your expert opinion on matters when the need arises.
Simple right?
By applying this during one-on-ones with prospects you control the conversation without even talking that much. It’s all about your approach.
“The Customer Knows Best” Is A Myth
It’s not that customers are dumb. It’s that experts exist for a reason. Audience members at a live performance don’t bomb rush the stage telling the maestro what song the band’s going to be playing. They sit in the crowd and let the pros do their thing. Sales is no different. You know better, the prospect doesn’t. So help them out!
Stay Sharp With These Sales Resources
How do you introduce yourself to prospects? Hopefully not like the first guy.
Recording your sales is a must. Here’s why.
Master SaaS B2B Sales with Sales Hood Sales Training.
Make Buying Easy with AI
Case Studies Are More Relevant Than Ever. We’ll Prove It
For years, case studies have been a surefire way to land clients. It’s not hard to see why. They show prospects how you solved similar problems to theirs in the past, providing undeniable proof. Add to that testimonials, among other resources on your side, and you’ve got a pretty good chance. Especially if your case studies are in video form.
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