Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles fo sales greatness: How to make sales FOREVER (Jeffrey Gitomer's Little Book Series)

by Jeffrey Gitomer

Here are the 6 positive sales senses: 1. The sense of confidence -- The air you have about you that's bred by preparation and previous wins. The best part about confidence is that it's contagious. You can give it to your prospect. (Don't confuse confidence with its evil twin -- arrogance.) 2. The sense of positive anticipation -- Everyone has read the best book on the subject before the age of five -- The Little Engine That Could. I think I can, I think I can. Thinking you can is 50% of the outcome. (So is thinking you can't.) 3. The sense of determination -- The sense of hanging in there no matter what. Determination is having the prospect tell you "no," and you hear it as, "not yet." 4. The sense of achievement -- Everyone subconsciously strives for their goals. Sensing achievement comes from a replay of the satisfaction you gained from making your last sale. Remember how good it felt? 5. The sense of winning -- Everyone wants to win, but only a few actually do. That's because the will to prepare to win must exceed the will to win. 6. The sense of success -- This is the hardest sense to master, because you must sense it before you actually achieve it. That calm feeling of money in the bank. An "I can do it" attitude. And a well-lit path in front of you. The sense of positive purpose.