Brian Tracy | SELLING FOR SUCCESS Military

Here are all 12 of Brian Tracy's military-oriented management principles:

* Principle of the Objective
* Principle of the Offensive
* Principle of the Mass
* Principle of Maneuver
* Principle of Intelligence
* Principle of Concerted ction
* Principle of Unity of Command
* Principle of Simplicity
* Principle of Security
* Principle of Economy
* Principle of Surprise
* Principle of Exploitation

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SELLING FOR SUCCESS

Military leadership isn't all that success guru Brian Tracy talks about. He's won fame by teaching salespeople to rely on common-
sensical advice rather than on glitzy maneuvers.

Forget high-pressure techniques.It amazes me there are still people using manipulative techniques. They're Neanderthals. Successful salespeople stopped selling that way years ago. Selling now is relationship-based. Find out what the customer really wants and needs - that's the secret used by top salespeople," says Tracy.

Build lifetime relationships. "Most of the business enjoyed by the highest-paid sales- people comes from referrals and repeat sales. Even when you are talking to a prospect for the first time, think about the sale after next. This means you are selling today but thinking about dealing with this customer for many years."