In 2012, Brian Tracy literally gave a 1-hour sales masterclass worth more than an MBA. His frameworks: • The 90-minute truth • Double face time = double income • Collect NOs • Be a doctor of selling 12 lessons better than a 4-year degree:

1. Sales is the ultimate default job "Nobody goes forward into sales. We fall back into sales when nothing else is working." "It's like driving a car and backing up and hitting something. You get out to see what it is, and it's a sales job." "Sometimes your friends say: when are you going to get a real job?"

2. The 10x salesman who worked half the hours "There was one man earning 10 times as much as anyone else. And he wasn't even working very hard." "He would start at 9:30, have lunch with a prospect, make sales in the afternoon, quit at 5." "He was selling the same product, same office, same price, same people, same conditions." "So I asked him: what are you doing differently?"

3. The blah blah sell "He said: show me your sales presentation. I said: my what?" "I was doing what I call the blah blah sell. I would find a prospect and go blah blah blah until they'd start looking at their watch." "'Thank you very much, let me think about it, call me back next year.'" "He said: no, there's a process. A logical process of selling."

4. When you hear a new idea, try it immediately "When I heard a new thing, I would immediately try it out." "I noticed many other people heard the same things but took no action." "Number two: nothing works. Even the best ideas don't work the first time. Sometimes not the first five or ten times." "So I made a resolution: try every good idea five or ten times before I pass judgment."

5. The word that will double your income "The word is HOW." "Whenever you have a goal, the only question you ask is how. A problem to solve—how. An obstacle to overcome—how." "The wonderful thing about 'how' is it triggers ideas. And the ideas are all for actions you can take immediately." "The average person complains and blames. Top people ask: how can I achieve this?"

6. Think in terms of your hourly rate "People in the top 10% think in terms of how much they earn each hour." "If you think in terms of a week or month, you have a natural tendency to waste time." "Monday is slow. Tuesday you start. Wednesday the week is almost over. Thursday you slow down. Friday—who gets anything done?" "The biggest time wasters are other people who want to waste your time."

7. The average salesperson works 90 minutes a day "Columbia University found that the average salesperson works only 90 minutes a day." "They make about two calls a day. In between getting ready, making excuses, drinking coffee, checking email, reading spam." "They did that first study in 1928. The latest one was 2008. Average salesperson still works 90 minutes a day."

8. Double face time = double income "A company gave their salespeople stopwatches. Click on when you see a prospect. Click off when you leave." "After 30 days: average salesperson was spending 90 minutes and 42 seconds with customers." "They agreed to increase that to 180 minutes. Their sales were up 30% over their best year in history." "You cannot control where the sale comes from. But you can control your sales activities."

9. Get out of the office "If somebody calls you in the office, they should never be able to find you. Why? Because there's no customers in the office." Frank Bettger took over the worst Xerox office in the world. Day one: "What don't you see in this office? You don't see any customers. Everyone out." Day two: all the desks and chairs were gone. "Within one year, the top 500. Within two years, the number one office in Xerox worldwide."

10. Collect NOs "Your job is to see how many NOs you can collect each day." "Be polite, be friendly, be charming and just collect NOs." One company ran a contest: whoever gets 10 NOs first wins a free lunch. Usually took 20-30 minutes. Someone would say: "I would have won, but somebody wanted to buy and it took up all my time." "After that, they would laugh all day long. Their incomes tripled."

11. Be a doctor of selling "If you go to a doctor, they follow a three-part process. First: examination. Second: diagnosis. Third: prescription." "Imagine going to a doctor and saying 'I have stomach pains' and they say 'okay, let's do surgery.' You'd flee." "Selling out of sequence kills the sale." "The last thing that comes up is the prescription, the recommendation to purchase."

12. Ask is the most important word "The most important word in sales is ASK." "Ask politely. Ask confidently. Ask warmly. Ask charmingly. But ask." "Before you ask, the answer is probably no. After you ask, if the answer is still no, you've lost 10 seconds." "The more you ask, the more confident you become. And the more sales you make."

Brian Tracy on doubling your income: "IBM paid $3 million for McKinsey to study why their sales were low." "The answer: get more people out into the field, face to face with customers." "They took 100,000 engineers, put them through a crash course in selling, put them on the street. IBM turned around in one year." His formula: • Average salesperson works 90 minutes a day • Double face time = double income • Collect NOs; the more you get, the more you succeed • Ask is the most important word "Get out there. Spend more time face to face. And don't be afraid of the word no."

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@EntrepBuilder_ FREE 1-hour Masterclass to be a Doctor of Selling by Brian Tracy

Notes here if you’d rather read through it:

Double face time is the only metric that actually moves the needle when you are starting out. Everything else is just noise.

You learn more by understanding how he is presenting, now what he is presenting.

Brian Tracy is a legend! His "Collect NOs" framework is a psychological masterstroke. It reframes rejection from a ego-bruising failure into a necessary data point for success. High-volume "NOs" are just the toll you pay on the road to a "YES." This is peak resilience in action. 📈✨

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This is how you build your business—be a master salesman!

these lessons are gold! Sales mastery isn't about tricks; it's about understanding human nature and building trust.

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