Sunday, March 02, 2008

21 Secrets to Success by Brian Tracy

This is a relentlessly simple set of instructions on the ways that things should be done. Not all of the instructions seem correct when you first encounter them - for example there is an insistence on the necessity of working long hours - but in general the effect is a pleasing level of motivating thoughts and ideas (as you would hope from a motivational author and speaker). Brian follows his own advice too. He recommends that the entrepreneur should always be selling, and sure enough, every CD concludes with a recommendation to purchase of one of Brian's products. So he sets a good example, and the majority of his recommendations are simple, make sense and tend to make you take positive steps towards your goals. Brian's tone throughout is quiet and not strident. Brian is not as emotion oriented (or should that be passion oriented?) as Anthony Robbins, but he is convincing nevertheless. The CDs are not as hard to follow as Anthony Robbins' motivational ideas (no anchoring or states). Brian's suggestions are more along the lines of this example (for setting goals):
  1. Take a piece of dated paper
  2. Write 10 goals, written in the present tense, 1 year in the future, as though the goal has been achieved, stating 'I am earning X' or 'I weigh Y pounds (kilos or stones)' (as examples)
  3. Which one goal on this list (if achieved) has the greatest impact on your life?
  4. Take that high priority goal
  5. Plan for this goal's success and set a deadline
  6. Take immediate action on that goal
  7. Think and talk about that goal
Here is another example from the CD on selling, on how to handle objections. The first two items are questions to probe the prospect on the seriousness of the objection. The Feel/Felt/Found response is a classic way to deal with an objection.
  • How do you mean?
  • You obviously have a good reason for saying that. Do you mind if I ask what it is?
  • Many people feel a reservation about the price when they first hear it, they felt that value would not be made up in short period of time, however, they have found that the investment is in fact repaid.
It all sounds simple and it is simple - but it is effective too - I give this collection of CDs 4/5.
More FictionFobic Reviews.

2 Comments:

Blogger DulwichDivorcee said...

Hi, it sounds an interesting book. Did you follow the instructions?

5:26 AM  
Blogger ZZ said...

Yes, on a good day - I have followed the instructions and felt enthused and happy as a result!

9:53 PM  

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