Every conversation with a prospect should build trust or close a sale. It sounds simple, but this is the secret sauce that separates good salespeople from the superstars. It forces you to be intentional with every single interaction.
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Meaning
At its core, this quote means that in sales, there’s no such thing as a neutral meeting. Every single touchpoint must have a clear, strategic purpose that moves the relationship forward.
Explanation
Look, I used to think a “check-in” call was fine. You know, just “touching base.” But Tracy is saying that’s a waste of everyone’s time—and he’s absolutely right. If you’re not actively building the relationship, making them feel more secure and confident in you, then you should be moving to finalize the deal. There is no middle ground. It forces you to be hyper-deliberate. To ask yourself before every call, “What is the single goal here? Is it a trust brick, or is it the final signature?” Changes everything.
Quote Summary
| Context | Attributes |
|---|---|
| Original Language | English (4148) |
| Category | Skill (471) |
| Topics | communication (212), sales (14), trust (162) |
| Emotion / Mood | realistic (403), strategic (66) |
| Overall Quote Score | 73 (94) |
Origin & Factcheck
This wisdom comes straight from Brian Tracy’s 2002 book, Be a Sales Superstar, which was published in the United States. You sometimes see similar sentiments floating around, but this is the original, definitive phrasing from one of the giants in sales training.
Attribution Summary
| Context | Attributes |
|---|---|
| Author | Brian Tracy (375) |
| Source Type | Book (4761) |
| Source/Book Name | Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets (48) |
| Origin Timeperiod | 21st Century (1995) |
| Original Language | English (4148) |
| Authenticity | Verified (4761) |
Author Bio
Brian Tracy, a prolific author gained global reputation because of his best seller book list such as Eat That Frog!, Goals!, and The Psychology of Selling, and created influential audio programs like The Psychology of Achievement. He is sought after guru for personal development and business performance. Brian Tracy International, coaches millions of professionals and corporates on sales, goal setting, leadership, and productivity.
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Where is this quotation located?
| Quotation | Every conversation with a prospect should build trust or close a sale |
| Book Details | Publication Year: 2003; ISBN: 978-1-57675-273-9; Latest Edition: AMACOM, 2003; Number of Pages: 128. |
| Where is it? | Chapter 6: Building Trust, Approximate page from 2003 edition: 48 |