Brian Tracy
speaker
183 appearances
3 recordings
3 series
first heard May 2025
last heard 20 Dec
Brian Tracy’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Dec 2025 with 1.
Appearances
If it was a man answered the door with the wife in the evening, I would look at him and I'd say, it's strictly for handsome men as well. And they all said, it's not for me or anything. How much is it anyway? I sold so much. So here's what I learned is that if you can conclude a great marketing technique, you can sell all that you want. And if you can't, you can't.
I was sleeping on the floor of a friend's one-bedroom apartment. It was really hot outside, so I was sitting in there. It had a little bit of air conditioning, and there was an old magazine, and the magazine said, If you want to be successful, you've got to have goals. And if you're serious, write down 10 goals that you'd like to achieve in the present tense, which I've talked about.
So I had nowhere to go and nothing to do. I was broke. At that time, I lost something like... 15, 20 pounds because I couldn't eat, because I didn't have any food, because I didn't have any money to buy food. I say that lack of sales skills or sales training, which I was doing, is one of the greatest weight loss programs in the business because I would knock on doors.
I wasn't afraid to knock on doors. I had no fear, but I didn't know what to say. So I wrote down... 10 goals and surprise surprise when you knew this your first or second goal will be financial Because if you have enough money and do anything if you don't have any money, you can't do anything So I wrote down I earn X number of dollars a month, which was outrageous.
I'd never earned that much in my life and Nine more goals and I lost the list and however one A month later, I'd accomplished all 10 goals. I was earning more money. Now, what happened? Well, this is really important. What happened is, I teach people this, say, if you could achieve any one goal within 24 hours, which one goal would have the greatest positive impact on your life?
I forced people to write this down. I said, now, imagine you have a magic wand. This is my technique. Imagine you have a magic wand, and you could wave a magic wand, and you could be absolutely excellent at any one skill. Which one skill would help you the most to achieve your most important goal? Write it down, discuss it, talk it. Now you know exactly what you want and how to get it.
So my answer to that was earning a certain amount of money. My skill was closing the sale. I did not know how to close the sale. I was not afraid to knock on doors and talk to people. I used to call on an average of 1, 2, 3, 4, 5, 70 people a day, 70 calls a day. I would call on homes and offices and apartment buildings. 70 people a day. And I would almost actually run from place to place.
I used to joke so I could be rejected more often and faster. So I was making the calls and making the presentations and talk about how good my product was. And people said, well, let me think it over. And the words in business, let me think it over, mean goodbye forever. We will never meet again. And so people said, well, let me think it over. Well, let me think it over. Let me think it over.
And I thought the whole city was thinking about my product, and nobody was. I couldn't close the sale. So I decided one skill that would help me the most is closing the sale. So for the next year, I did what they call in basketball a full court press. That's all I did was study sales closing techniques. Of which, by the way, there's about 104 techniques. So I began to sort them out.
I became an expert at closing sales. My income doubled and then doubled again and then went up five times. And then the next two years, it went up 10 times. I never earned so much money in my life. Thousands and thousands of dollars. It was wonderful. I went from sleeping on the floor. I had my own furnished apartment overlooking the river. I went to the best restaurants.
I was single, and so I met lots of nice girls. It was just wonderful. I flew around on planes. I flew around the world, first class. I never earned so much money.
Well, I didn't learn this until many years later, but once upon a time, a major Fortune 500 company had a very... in-demand product, and they had a very hard form of sales and were basically high pressure. And they thought their sales system was so good because it was so basically ass-kicking. I mean, they were really high pressure. And then their product went off patent.
And competitors entered with a cheaper, better product. And the company almost collapsed. But in the company, Fortune 500 company, everybody knows the name. I won't tell you the name, but it rhymes with Xerox. And so this guy went to sales guy, went to my seminar, public seminar, where I taught what I'm going to answer you right now. And he said, this is the way to sell.
He said, not the way they teach us. And he began to sell differently from the company. He began to move up. He got promoted and promoted and promoted. The end of the story, and I only learned this recently, is he became the president of Xerox. And then he threw out the entire sales system and put my system in place. My system is based on three key things at the beginning. Number one.
is to define your prospects clearly. Who are the people who can most benefit from your product or service? No point trying to sell to someone who is the wrong prospect. Number two is... Establish a high-quality relationship with the prospect based on respect and trust. Until the customer trusts you, they are not open to anything you say.
After the customer trusts you, they will stay with you forever. So everything in life is based on trust, which is why they embrace this system and transform their business by trust. billions of dollars. IBM already had it. IBM was already a high trust sales company. So then the third thing is, how can I help this person achieve their goals faster in a cost effective way?
It's kind of a simple thing. There's more to my sales system than this. But those are the three. First of all, make sure you're talking to the right person, someone who can and will buy and pay within a reasonable period of time. Number two, focus the entire first conversation or second or third conversation on building a relationship based on trust and respect.
And then number three, see yourself as a helper. Your job is to help people to improve the quality of their life and work. And if you can do that, they will buy from you and buy again and tell their friends, and you're going to live in a big house on the hill, put your kids in private schools, and take your vacations in Paris and Tahiti.
What I found very young is that there's three keys. Number one key is for you to accept complete responsibility for your life and everything that happens to you. That means no excuses, no blaming, no putting off on other people or other circumstances. The magic words, the power words for leaders in every field worldwide based on studies are the words, I am responsible. I am responsible.
That's what the leader is. I'm responsible. Company gets into trouble. They need somebody to take over to save the company. And they get a leader. And a leader walks in and says, I'm responsible. And he makes whatever changes are necessary. Second part of the triangle is goals. You've got to understand goals. Goals are a miracle. There are so many wonderful things that you can do.
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