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
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 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. 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 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 mean, 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, 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 and 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.
I have to tell you a quick story. A woman came here in my living room a month ago from Ukraine. And lovely woman, 39 years old, two children, married and happy. And she brought her whole team to do videotaping and interviews and so on. And she said, I have to tell you my story. She said, three years ago, I was earning $500 per month. $500 per month.
and then I read your book, and then I read that exercise in your book, and so I decided to try it out. And the exercise is simple. You take a spiral notebook, and you write down today's date and ten goals. Tomorrow morning, you turn to the next page without looking back at the past page, and you write down your ten goals again. And you go to the next page. You never go back
$500,000.
And she's got one of the most successful, fastest-growing companies in Ukraine, which, as you know, has got problems with warfare today. She's earned $500,000 a month, and I can tell you she was so happy. She was so thrilled because she never dreamed. She could make that kind of money. And my client who arranged the interview said, this woman is a phenomenon.
She's accomplishing things that nobody ever believed possible. She's wealthy. She lives in a big, beautiful house and has got a staff. I mean, and she told me, she reemphasized, she repeated, just writing down 10 goals every day in a spiral notebook without looking back. Now, Why am I so excited about this?
Because I've been teaching this exercise, very simple, and handing out spiral notebooks to my audiences for the last few years. And I've heard that story, not as great as her story, $500 to $500,000 a month in three years, but story after story after story, you made me rich, you made me rich, you made me rich. So I tell people, Please, please do this. Do this for 30 days.
Psychologically, it takes 30 days to lock in a habit. I learned this technique, by the way, when I was 19 or 20. And if you go into my study, you'll find rows and rows and rows of spiral notebooks where I wrote down my goals every day, every day, every day. Does it work? Yes, it works. And the cost, the downside of this method... Zero.
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