title: Advanced Selling Strategies: The Proven System Practiced by Top Salespeople
author:  Brian Tracy 
description: Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. He is the top selling author of over forty-five books that have been translated into dozens of languages. Brian is happily married and has four children. He is active in community and national affairs, and is the President of three companies headquartered in Solana Beach, California.
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  Selling Solutions 
  Smart Strategies for Small Business 
   
   
  Presentation Materials 
  by 
  Holly Hitzemann & Mary Ellen Merrigan 
  ©WESST Corp, 2005, All Rights Reserved 
  PNM Small Business Workshop 5 
  
   
  Selling Solutions1 
  Overview – Seminar 5 
   
  “…Outdated sales messages fail to address the core issue of how we think about selling.  
  And unless we get to that core, and change it once and for all, we’ll go on struggling with the 
  same counterproductive sales behaviors.  We’ll go on experiencing the same difficulties and 
  frustrations.  And we’ll continue to believe that we’re always just one new sales technique 
  away from the breakthrough we’re looking for…” 
  --Ari Galpar, 7 Ways to Stop Selling and Start Building Relationships2 
  www.UnlockTheGame.com   
   
  New thinking equals new results.   
  Seven new thinking solutions: 
  1. Identify customer needs. 
  2. Know your true business. 
  3. Focus on the target market. 
  4. Plan.  Planned communications are key. 
  5. Maximize referrals; use lo