Brian Tracy Success Mastery Academy

S U C C E S S M A S T E R Y A C A D E M Y

BRIAN TRACY’SSUCCESS MASTERY ACADEMY

WORKBOOK

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BRIAN TRACY’SSUCCESS MASTERY ACADEMY

DAY ONETABLE OF CONTENTS

Part One

Seven Qualities of Master Achievers ............................................................ 1

Part Two

Managing Yourself and Others for Peak Performance .................................... 4

Part Three

How to Make Quantum Leaps in Your Sales and Business Career ................... 8

Part Four

Time Empowerment ................................................................................ 13

Part Five

Maximum Selling Strategies ...................................................................... 17

Part Six

Positioning, Perception and Self-Image in Selling.......................................... 23

Part Seven

Persuasion, Negotiation and Influence Skills ................................................ 27

Part Eight

Success and Self-Motivation ...................................................................... 33

1. : they see them-

selves as capable of

• Top % of people earn

% of the money.

2. : they work to

confront the that hold most

people back.

3. : they

in themselves, their companies, their prod-

ucts/services, and their customers.

• is the critical

element in successful business and

selling.

4. : they see

themselves as , not

salespeople.

PART ONE

SEVEN QUALITIES OF MASTER ACHIEVERS

5. : they review

every before every business

meeting.

6. Continuous : they ,

listen to and

take additional .

7. : they see them-

selves as the of their

own personal services .

ACTION COMMITMENT

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PART TWOMANAGING YOURSELF AND OTHERS FOR PEAK PERFORMANCE

1. Your self-concept is the “

” of your

2. You always perform on the

based on how you on the

3. You don’t what you see; you

see what you .

4. All improvements in

begin with an

improvement in your self-concept, your

beliefs about .

5. between self-

concept and performance.

6. Your self-concept is made up of three parts:

a) Self- :

b) Self- :

c) Self- :

7. The most powerful words in self-concept

reinforcement are: “ .”

8. There are two major obstacles to high perfor-

mance:

a) Fear of :

b) Fear of :

9. Two major traps based on fear:

a) Learned .

b) Zone.

10. Your goal: become !

ACTION COMMITMENT

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PART THREEHOW TO MAKE QUANTUM LEAPS IN YOUR

SALES AND BUSINESS CAREER

There are things you can do to

your success in your

career.

1. : we live in a

based society where the

highest paid people are those who

than others.

“To more, you must

more.”

2. : your level of

in your field will determine the quality and

quantity of your .

“It’s not the to win but the will

to to win that counts.” —

Bear Bryant

3. : everything is

; your success will be

decided by the number of people who know

you in a way.

“You must continually

to broaden your contacts.”

4. : gives you

and the ability to

take advantage of .

“If you cannot , the

seeds of greatness are not in you.” —

W. Clement Stone

5. Good habits —

is doing things

right while is

doing the right things.

“What is the most

use of my time right now?”

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6. Positive — the

ability to remain and

optimistic in the face of daily ups and

downs.

“The of your personal-

ity is largely determined by the way you

things to yourself.”

7. : the way you

to others. People tend to

you by the way you look on the

outside. You never get a

chance to make a good im-

pression.

8. : continually

looking for better, faster, easier, cheaper ways

to get the job done. One good is

all you need to start a fortune.

9. : self-discipline

combined with will open

countless doors for you.

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“Persistence is in

action.”

10. : being in the right place

with the right resources at the right time.

You tend to into your life the

people, ideas and circumstances in

with your dominant

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ACTION COMMITMENT

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PART FOUR

TIME EMPOWERMENT

1. Your highest, most dependable source of cash

flow is your .

2. Your most precious resource, all you really

have to sell, is your .

3. Best of time/

money? your earning

ability!

4. Become an in time manage-

5. The Pareto Principle, the ,

applies to all aspects of business and selling.

6. Job description of a company, a salesperson?

and a customer!

7. Spend % of your time creating cus-

tomers; Spend % of your time keeping

customers.

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8. The work of a salesperson consists of three

activities:

9. Spend % of your time

and presenting;

Spend % of your time following-up.

10. Average salesperson works only % of

the time.

11. You require clear and

goals, broken down by year,

month, day and hour.

Annual income goal? $

Annual sales goal? $

Desired hourly rate? $

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12. Plan the necessary to

achieve your goals.

13. Plan your sales work ;

reduce traveling time.

14. Upgrade your continually;

get at your key tasks!

15. Continuous personal/professional develop-

ment is your to the future.

a) Read hour every day.

b) Attend sales four

times per year.

c) Listen to

in your car.

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ACTION COMMITMENT

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PART FIVE

MAXIMUM SELLING STRATEGIES

Your ability to sell and your

ideas to others will determine how

you rise and how much you make.

1. What do you sell?

a) People buy , not

products.

b) People buy ,

not services.

c) People buy to satisfy .

2. People have major motivations:

a) Desire for .

b) Fear of .

Incorporate into every presentation.

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3. Three parts of selling:

a) - quantity deter-

mines quality.

b) - discussing your

product/service.

c) - average

sale closed on call.

4. Three stages of the sale —

perspective.

a) Establish - build

“ethos.”

b) Identify -

connect with “pathos.”

c) Present -

move to “logos.”

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5. Three stages of the sale — customer’s

perspective.

a) Recognition of =

starting point.

b) Evaluation of =

middle game.

1. Buying ?

2. Order of ?

3. Strengths vs.

c) Resolution of =

end game:

1. Critical factor is .

2. Your job is to be perceived as

the provider.

3. - to uncover

final concerns.

6. Direct relationship between

skills and sales

success.

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7. Keep in its place; first

need, desire, authority and urgency.

a) That’s a good ; can

I come back to that?

b) Why do you that?

c) Why do you that way?

d) Mr. Prospect, is price your only

8. Gaining ,

getting closure.

a) “Why don’t you give it a ?

(take it?)” - Invitational Close.

b) “If this makes sense to you, then the

is . . . ”-

Directive Close.

c) “On a scale of ,

where are we?”

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What would it take to you

on that?

9. Your best sources of are

your satisfied customers.

10. The easiest you can make is

to a happy customer.

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ACTION COMMITMENT

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PART SIX

PERCEPTION, POSITIONING AND SELF-IMAGE IN SELLING

1. Relationships often after

the sale.

2. Decision to buy means entering a

relationship.

3. Customer wants a

first.

4. Because of product/service complexity, the

relationship is more

than the product/service.

5. Key for buying:

, services, delivery,

reliability, responsiveness, quality of

over time.

6. With larger , more

, involved, longer

of product, first-time —

critical variable is .

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7. Main to selling:

a) Fear of ,

experienced by customer.

b) Fear of ,

experienced by salesperson.

8. Antidote: New Model of Selling:

9. Rule: builds trust

and credibility.

10. Listening skills — keys to sales success.

a) Listen ; no

interruptions.

b) before replying.

OLD NEW

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c) Question for .

d) Feed it ; paraphrase

in your own .

11. is the key to

the sale.

a) - attitude,

appearance, dress.

b) Company - ,

longevity, size.

c) Testimonials - ,

lists, photos.

d) Presentation -

focused, practiced, prepared.

e) - ideal solution,

value price.

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ACTION COMMITMENT

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PART SEVEN

PERSUASION, NEGOTIATION AND INFLUENCE SKILLS

Your ability to negotiate well on your own behalf is

instrumental to your success.

1. is negotiable.

a) your way to success.

b) Fear of holds

people back.

2. Purpose: to reach an

such that all parties are

and willing to do business again.

a) Seek for and equity.

b) Aim for or no

3. is a critical element in

negotiating.

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a) Expertise;

b) Knowledge of needs of the other;

c) Identification;

d) Rewarding and punishing;

e) Investment.

4. Emotions can you or

you in negotiating.

a) — the critical element.

b) How do you want it?

He/She?

c) Emotional re-

duces power.

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5. can be a critical element

in negotiating.

a) The more the need,

the less effective the negotiator.

b) , set when-

ever possible.

c) — put off deci-

sions when you can.

6. Developing improves

your position.

a) The more , the

you are.

b) You are only as as

your .

7. Know what you want.

a) What do you

desire?

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b) What are you to

8. is the key

to success.

a) What are your/his/her

b) What are the to be re-

solved?

c) What are the starting

of each party?

d) What are your ,

minimums?

9. Law of — basic issues

to be resolved.

10. negotiating tactics.

a) Flinch:

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b) Question:

c) Assertion:

d) Low-ball:

e) Silence:

f ) Nibble:

11. method of

negotiating.

12. No negotiation is ever .

a) With new , ask

to reopen.

b) Both parties should be .

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ACTION COMMITMENT

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PART EIGHT

SUCCESS AND SELF-MOTIVATION

1. “ ,” make a decision

to go all the way to the top.

2. Identify your “ ” to

a sales success.

3. Get around the right .

4. Take excellent care of your .

5. Positive ; see

yourself as the very best in your field.

6. Positive ; talk to yourself,

control your inner .

7. Positive ; get going, get

busy, move fast.

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ACTION COMMITMENT

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ACTION COMMITMENT

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BRIAN TRACY’S

SUCCESS MASTERY ACADEMY

DAY TWOTABLE OF CONTENTS

Part OneLeadership — The Critical Difference......................................................... 37

Part TwoThe Magic of Self-Direction ...................................................................... 42

Part ThreeHow to Set and Achieve Goals ................................................................... 50

Part FourPersonal Strategic Planning for the High Performer....................................... 58

Part FiveAchieving Financial Independence.............................................................. 64

Part SixTwenty-One Traits of Self-Made Millionaires ............................................... 69

Part SevenCommunication — the Master Skill to Powerful Relationships....................... 79

Part EightAchieving Success in Family and Business .................................................... 83

Part NineSeven Rules for Success in the Twenty-First Century ..................................... 87

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Leadership is the critical factor in the success ofany organization. Leaders have specific vital quali-ties and perform specific vital functions.

1. — the key quality of

leadership:

a) Leaders think about the

b) What are your ?

c) What is your — for

yourself? Your business?

2. — the indispensable

quality upon which all others depend.

a) The future belongs to the

PART ONE

LEADERSHIP — THE CRITICAL DIFFERENCE

“Every great institution is the lengthened shadow of one man”Ralph Waldo Emerson

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b. — the

willingness to initiate action with no

of success.

3. — the most desired and

respected quality of leadership.

a) The Principle —

seeing the world as it really is.

b) — at all

times, under all circumstances.

4. — the leader is

completely dedicated to the success of the

organization.

a) The that activates and

energizes the internal and external

resources of the organization.

b) The leader must be

about the importance of the results

aimed at.

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5. — the leader accepts

complete responsibility for the activities and

of the organization.

a) No , no blaming:

“The buck stops here.”

b) “Never , never

explain.”

6. — the ability to

focus critical energies on the most vital

results required.

a) Leaders focus on the of

the situation.

b) Leaders set clear

on the expenditure of .

c) Leaders focus on —

in themselves, others, the company,

the situation.

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7. — leaders are committed

to excellent performance of the business

tasks.

a) Leadership is the ability to choose the

“area of .”

b) Leaders focus on, develop essential

c) Leaders elicit

performance from ordinary people.

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ACTION COMMITMENT

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PART TWO

THE MAGIC OF SELF-DIRECTION

1. is the most important

factor impacting your life today.

a) — 2x, 3x every 3-

5 years.

b) — expanding

exponentially.

c) — more aggres-

sive, determined than ever.

2. Change is the of

anxiety, stress, problems in relationships, at

a) Makes you feel “ .”

b) Causes and

unpredictability.

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c) Major source of

and underachievement.

3. Goals enable you to the

direction of change.

a) Assure that change is

rather than random.

` b) Assure that change is

rather than negative.

c) Give you a tremendous “

4. Three key elements of goal-setting:

a) “Acres of ” philoso-

b) “Area of ”

philosophy.

c) Major definite —

approach to life.

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5. Your “major definite ”

must be:

a) Clear, , objective.

b) , quantifiable.

c) Achievable, but requiring

“ .”

d) In with your

other goals.

6. Start with your ; list your

five most important values/virtues in life:

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7. list method — what are your

most important goals in

life right now?

8. What would you , how would you

change your , if you won

cash today?

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9. What would you , how would you

spend your , if you learned

today that you only had to

10. What have you always wanted to do but

been ?

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11. What sort of work or activity gives you your

greatest feeling of ?

12. What would

you dare to dream if you knew you

Goal Setting Exercise

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Major Definite Purpose:

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ACTION COMMITMENT

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PART THREE

HOW TO SET AND ACHIEVE GOALS

1. There are major obstacles

to goal-setting.

a) People don’t realize the

of goals.

b) People don’t to

set goals.

c) Fear of rejection, of ,

holds people back.

d) Fear of is the

biggest single reason.

2. A systematic process or blueprint for goal-

setting increases the likelihood of success by

a) is better than no

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b) The ability to set goals and make plans

is the of success.

3. — the only real limit on

your abilities.

a) Must be , something

you want.

b) Must be , intense,

passionate.

4. — you need to develop

an absolute conviction that your goal is

possible.

a) Your beliefs become your

b) Make your goals ,

achievable.

5. —

crystallize it on paper.

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a) Only % of Americans have

goals.

b) Make it clear, specific, objective and

6. Determine all the reasons you

want the goal.

a) Reasons are the in the fur-

nace of achievement.

b) The more reaons you have, the greater

is your level of .

7. your starting position —

take stock of your current situation.

a) Practice the “ principle” —

be honest.

b) Determine you have

to go.

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8. Set a — a goal is a

“dream with a deadline.”

a) A deadline serves as a “

” for your subconscious

b) Set — weekly,

monthly deadlines as well.

9. Identify the you will

have to overcome.

a) % of your obstacles will

b) Identify your and decide

how to remove it.

10. Identify the additional and

you will need to achieve

your goal.

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a) What one skill, if you developed it and

became at it,

would have the greatest positive

on your life?

b) How can you the

knowledge and skills you need?

11. Identify the and

organizations whose help you will require.

a) Who can help you in

achieving your goal?

b) What’s in it for them? How can you

their support?

12. — a list of

everything you will have to do to achieve

your goal.

a) your list by prior-

ity and value.

b) Organize your list by chronology and

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13. your goal as a reality

every day.

a) your goal and “see” it in

your mind.

b) Act , get the feeling

you had already reached

your goal.

14. Back your goals and plans with

determination.

a) Your persistence is your measure of

your in yourself.

b) Every act of persistence strengthens

you, and your ability

to persist even more.

15. There are

except for the limits you place on yourself.

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ACTION COMMITMENT

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ACTION COMMITMENT

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PART FOUR

PERSONAL STRATEGIC PLANNING FOR THE HIGH PERFORMER

1. You are in business for yourself,

of your own corporation.

2. Your in strategic planning is to get

the highest .

3. individuals also

have good strategic plans.

a) Yale study: 1953 - 1973:

b) Harvard study: 1979 - 1989:

4. Good strategic planning acts as an

toward personal

success.

5. All strategic planning is plan-

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6. What are your income and sales goals?

7. What net worth do you want to have?

Current Net Worth? $

20__ $

8. Break your current year’s goals down into

monthly, weekly, daily goals.

Monthly $

Weekly (50) $

Daily $

Income Sales

Sales Income

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9. What is your desired rate?

10. Break your goals down into the

necessary to accomplish

a) Sales volume?

b) Number of sales?

c) Number of calls?

d) Number of presentations?

e) Number of proposals?

f ) Daily activities?

11. Your overarching goal?

a) Develop time perspective.

b) Develop time perspective.

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12. Three rules for financial .

a) Violate Law.

b) in the short term.

c) yourself first.

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ACTION COMMITMENT

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ACTION COMMITMENT

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PART FIVE

ACHIEVING FINANCIAL INDEPENDENCE

1. More people are becoming financially

independent today, , than at

any other time in human history.

a) 1950 — self-made

millionaires in America.

b) 1980 — self-made

c) 1996 — self-made

d) Rate? One new self-made millionaire

every minutes.

2. The rules for achieving financial

independence are simple.

a) Spend than you earn and

the difference.

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b) % of every dollar is yours to

c) per month will make

you a millionaire.

d) Resolve in advance to prefer financial

independence to .

e) Once you put it away, never

3. The values of money have never changed.

a) Money goes and stays where it is

b) Spend as much time analyzing an

investment as you spend

the money.

c) before you

invest.

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d) Study every of the busi-

e) Invest with having

proven success records.

f ) Self-made millionaires do not

, speculate or take chances.

g) Rule: Don’t money!”

4. Use the “Law of ” to

become wealthy.

a) Start saving % of your gross

income.

b) Gradually increase to

over time.

c) Put every extra dollar away to build

your .

5. Use the two great principles of wealth.

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a) Make work

in your favor.

b) Use “ ”

to maximize your investments.

6. Practice in all your

financial decisions.

7. Develop the quality of ,

long-time perspective, in becoming wealthy.

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ACTION COMMITMENT

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PART SIX

TWENTY-ONE QUALITIES OF SELF-MADE MILLIONAIRES

There are certain qualities of self-made millionaires

that you can learn that will make you .

a) Each of those qualities is

to great success.

b) You develop a quality by

it whenever it is called for.

Give yourself grade of 1-10 on each quality.

1. — imagine no

limitations.

a) Practice “back from the

thinking.”

b) Create a list, imagine your

ideal life-style.

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2. Do what you to do.

a) Decide what you more

than anything else.

b) Find a way to make a

doing it.

3. Commit to in your

chosen field.

a) Resolve to pay any price to join the

b) Become a “ ”

project.

4. Develop your unique and

a) What has been most responsible for

your in life to date?

b) What would you choose to do if you

won a cash

today?

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5. Accept 100% —

see yourself as self-employed.

a) As of your own

career, what changes would you make?

b) Why aren’t you

financially independent?

6. Develop a clear sense of .

a) Determine what you

want in every area of your life.

b) Determine the

you’re going to have to pay to get it,

and get started.

7. Refuse to consider the possibility of

a) “ is just an opportu-

nity to more intelligently begin

again.” Henry Ford.

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b) “Within every obstacle or setback,

there lies the seed of an

opportunity or

benefit.” Napoleon Hill.

8. Dedicate yourself to lifelong .

a) Read in your field each

b) Attend every you

c) Listen to in

your car.

9. Develop a mentality.

a) Use the “ ” formula

for success.

b) When you work, “ all

the time you .”

10. Get around the people.

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a) Develop your own “ ”

network.

b) Fly with ; get away

from negative people.

11. Be prepared to climb from

a) Life is an endless series of

b) Success is a matter of

, one back.

12. Develop and bounce

a) Resolve that you

will bounce rather than break.

b) The “ ”

rebounds quickly after every disap-

pointment.

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13. Unlock your inborn —

you are a “ .”

a) Use clear , pressing

, focused .

b) Practice “ ” on

your goals and problems.

14. Become an unshakable .

a) % of your emotions are

determined by the way you

yourself.

b) Your “ ”

determines how you react and

respond.

15. Dedicate yourself to

others.

a) Always do more than you’re

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b) Always look for opportunities to go

16. Develop a reputation for and

a) Separate the from

the unimportant.

b) Create a “ ”

— Do it now!

17. Be impeccably with

yourself and others.

a) Be to yourself — in

everything.

b) with

others.

18. Concentrate on

one thing at a time.

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a) Set priorities, use the 80/20 Rule,

consider potential .

b) — stay at

your most important task until it is

19. Be — usually any decision

is better than no decision at all.

a) to think,

plan and decide.

b) Act decisively and be prepared to

accept and

20. Back everything you do with the twin

qualities of and

a) — the ability to

with no guarantees of

success.

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b) — the

ability to in the face

of all setbacks and obstacles.

21. — the iron

quality of character.

a) “The ability to

do what you should do, when you

should do it, whether you

or not.” Elbert Hubbard.

b) is self-discipline in

action.

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ACTION COMMITMENT

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PART SEVEN

COMMUNICATION — THE MASTER SKILL TO POWERFUL RELATIONSHIPS

Your ability to with others

will account for fully % of your success.

1. There are three of any

conversation.

a) Ethos — the of

the person.

b) Pathos — connecting with the

c) Logos — the content of

the message.

2. There are three in

conversation.

a) Words — account for % of

the message.

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b) Tone of — accounts

for % of the message.

c) Body language — accounts for

% of message.

People believe the message.

3. Four basic personality styles.

4. The person who has

control.

a) ended questions.

b) ended questions.

c) questions.

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5. Balanced — focused on

other person.

6. Acknowledge and twice the

average.

7. Good skills — “Seek first to

, then to be

8. Listening builds ; the basis

of all relationships.

9. Listening skills: to success

with people.

a) Listen ; no

interruptions.

b) before replying.

c) for clarification —

“How do you mean?”

d) Feed it back — it in

your own words.

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ACTION COMMITMENT

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PART EIGHT

ACHIEVING SUCCESS IN FAMILY AND BUSINESS

1. Your should be your

chief aim in life.

2. Fully % of your happiness comes

from with others.

3. “ in all things” —

you need balance between your

and to be happy.

4. A feeling of , dissatisfaction

arises when your activities and goals are not

with your values.

5. Begin with your ; what is

really to you?

6. Describe your ideal ;

what ingredients would make you most

happy?

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7. To do of one thing, you must

do of others. What should you be

doing of? of?

8. Treat your time like ; how

can you best it to achieve maxi-

mum satisfaction?

9. Set “ ” as

your highest goal and organize your time/life

around it.

10. Key to balance: Do just things.

11. “ all the time you

;” put more of

into the time.

12. When you’re with your , be

there % of the time.

13. Limit/restrict television, newspapers, outside

activities. Remember the Law of the

Alternative.

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14. Spend unbroken

with the most important people in your life.

15. It’s of time at home and

of time at work — that

counts.

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ACTION COMMITMENT

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PART NINE

SEVEN RULES FOR THE 21ST CENTURY

1. Your life can only get when

you get .

2. It doesn’t matter where you’re

; all that matters is where you’re

3. Anything worth is worth

doing at first.

4. You can anything you need

to to achieve any

you can set for yourself.

5. You are only as free as your .

6. Within every you face,

there is the seed of an equal or greater

or benefit.

7. The only real limits on you are

u 88 u

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Brian Tracy Success Mastery Academy

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Transcript of Brian Tracy Success Mastery Academy

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