How to Double Your Income in Sales: 9 Proven Strategies from a Top Sales Expert
Inspired by Brian Tracy's sales mastery principles from this powerful training video
In tough economic times, most salespeople struggle—but the top 10% thrive. Why? They don't sell harder; they sell smarter. These strategies helped the speaker go from sleeping on a barn floor to earning millions.
1. The Mindset Shift: Predict Growth
Fact: Even in recessions, some companies grow. The difference? Their belief in growth.
2. Sales: The Ultimate Wealth-Building Career
The speaker's remarkable journey:
- Started with no education, worked labor jobs (dishwasher, farmhand)
- Fell into sales as a last resort—then discovered:
- Top 20% of salespeople out-earn doctors/lawyers
- 5% of millionaires are career sales professionals
3. The 7-Step Sales Process (That Changed Everything)
After failing for 6 months (30 days to make his first sale), he learned this system:
- Prospecting – Find the right people
- Build Rapport – Trust comes before transactions
- Identify Needs – Ask questions; don't pitch
- Present Solutions – Focus on their problems
- Answer Objections – Prepare rebuttals for the 6 core objections
- Close the Sale – Ask clearly
- Get Referrals – Happy clients = free leads
Game-Changer: He stopped talking and started asking, "How can I help you?"
4. The Magic Word: "HOW"
Example:
Problem: "Sales are slow."
Solution: "HOW can I meet more prospects? HOW can I improve my pitch?"
5. The 90-Minute Secret
Columbia University research: Most salespeople work just 90 minutes/day (the rest is wasted).
Top performers track "Face Time" (hours spent with clients).
Case Study: A company increased sales by 30% in a recession by forcing reps to spend 3+ hours/day with customers.
6. The $1M "Agenda Close"
Top 10% of salespeople use this script:
- Prepare a written agenda for the meeting (with the client's name)
- List 5–7 questions (e.g., "What's your biggest challenge right now?")
- Guide the conversation like a consultant
7. Handling Objections Like a Pro
There are only 6 core objections (price, trust, timing, etc.).
Prepare scripted responses for each.
Example:
Objection: "It's too expensive."
Response: "If I could show you how this pays for itself in 30 days, would that
help?"
8. The Invitational Close
Instead of pressuring, say:
"How do you like this so far?"
If they say "Good," reply: "Why don't you give it a try?"
Bonus: The "If we could, would you?" close:
"If we solved [objection], would you buy today?"
9. Deliberate Practice: Master One Skill at a Time
University of Florida research: Top performers focus on ONE skill (e.g., closing, prospecting) until mastery.
๐ง MINDSET: Predict Growth
Action: Ask "HOW?" daily
๐ SALES WEALTH:
Top 20% earn more than doctors
5% of millionaires built wealth through sales
⏱️ 90-MINUTE RULE:
Track "Face Time" → Aim for 3+ hours/day
✍️ AGENDA CLOSE:
Bring written questions to meetings
๐ฏ INVITATIONAL CLOSE:
"Why don't you give it a try?"
Final Challenge: Face Time = Money
IBM's turnaround secret: They put 100,000 engineers in front of customers—sales exploded.
- Spend 50% more time with clients this week
- Track your Face Time
- Embrace rejection (more NOs = more YESes)
Watch the Full Video Here: How to Double Your Income in Sales