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November 6, 2017 - January 23, 2018
And throughout the course of this book you must begin to adopt a philosophy that drives you to a higher, value driven, helping purpose.
If you master them and implement one skill per day into your life, and your sales life, at the end of one year you will be an expert. An expert with a bigger bank account.
This book is MONEY. Your money. As you study these principles, your sales will increase. As you implement these principles, your sales will begin to take off. As you master these principles, your sales will skyrocket.
What's the best way to master each of these principles? One at a time.
Believing that you're the best and that believing you're capable of achievement is the hardest thing to do. It requires daily dedication to self-support, self-encouragement and positive self-talk. How much do you believe in you?
Create the environment. The right home and work environment will encourage you. Supportive spouse, family members, and co-workers will make the road to success a smooth ride. It's up to you to create it. How conducive is your environment to attitude and success?
3. Have the right associations. Hang around the right people. Other successful people. Network where their best customers and prospects go. Join the right associations. Make the right friends. Stay away from poison people -- the one's who can't seem to get anywhere. Have a mentor or three. Who do you hang around with? That is who you are likely to become. How successful are the people you associate with?
Expose yourself to what's new. If you're not learning every day -- your competition is. New information is essential to success (unless you're like most salespeople who already know everything -- lucky you). How much time are you spending each day learning something new?
Plan for the day. Since you don't know on which day success will occur, you'd better be ready every day. Prepare with education. Plan with goals, and the details for their achievement. Learning and goals are the surest methods to be ready for your success. Are your plans and goals in front of your face every day?
Become valuable. The more valuable you become, the more the marketplace will reward you. Give first. Become known as a resource, not a salesperson. Your value is linked to your knowledge and your willingness to help others. How valuable are you to others?
Take advantage of opportunity. First, recognize it (often it shows up disguised in the form of adversity). Second, act on it. Opportunity is elusive. It exists all over the place, but very few can see it. Some people fear it because it involves change; most don't believe they are capable of achievement. Do you seize opportunity?
10. Take responsibility. We all blame others to a degree. Blame is tied to success in reverse proportion. The lower your degree of blame, the higher degree of success you'll achieve. Get the job done yourself no matter what. Petty blame is rampant and the biggest waste of time. Don't blame others or yourself. Take responsibility for your actions and decisions. Blaming others is an easy thing to do but leads to a path of mediocrity. Successful people take responsibility for everything they do AND everything that happens to them. Do you blame or take responsibility for your actions?
Take action. Nike's "Just do it" was the expression for the '90s. Actions are the only way to bridge plans and goals with accomplishment. Nothing happens until you do something to make it happen -- every day. Are you action or B.T.N.A. (big talk, no action)?
12. Make mistakes. The best teacher is failure. It's the rudest of awakenings, and the breeding ground for self-determination. Don't think of them as mistakes -- think of them as learning experiences not to be repeated. How willing are you to make mistakes?
13. Willing to risk. This is the most crucial factor. No risk, no reward is the biggest understatement in the business world. It should be stated -- no risk, no nothing. Taking chances is a common thread among every successful person. No risk, no reward, the saying goes -- and it's true. Most people won't risk because they think they fear the unknown. The real reason people won't risk is that they lack the preparation and education that breeds the self-confidence (self-belief) to take a chance. Risk is the basis of success. If you want to succeed, you'd better be willing to risk whatever it
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Keep your eyes on the prize. Post your goals. Stay focused on your dreams and they will become reality. Too many foolish diversions will take you off the path. How focused is your success effort? As focused as your play effort?
Balance yourself. Your physical, spiritual and emotional health are vital to your success quest. Plan your time to allow your personal goals to be synergized with your work goals. How balanced are you?
Invest, don't spend. There should be a 10-20% gap between earning and spending. Clip your credit cards in half and make a few investments -- with professional guidance. Do you invest (in yourself) each month?
Stick at it until you win. Most people fail because they quit too soon. Don't let that be you. Make a plan AND a commitment to see the plan through -- no matter what. Don't quit on the ten yard line. Have whatever it takes to score.
18. Develop and maintain a positive attitude. Surprisingly this is not a common characteristic. By the time many make it to the top, they have developed irreversible cynicism. But positive attitude makes achieving success much easier -- and more fun. How positive is your attitude?
See, I told you -- no revelations. OK, so if these characteristics seem so simple, how come they're so difficult to master? Answer -- your lack of personal self-discipline and a dedication to life-long learning. Oh yeah, that.
The victory we call success goes to the best prepared, self-believing, right-associated, self-taught, responsible person, who sees the opportunity and is willing to take a risk to seize it -- sometimes a big risk. Is that you?
you exchange "I failed" for "I learned what never to do again," it's a completely different mindset. The status of failure is up to you.
Failure actually only occurs when you decide to quit. You choose your results. Here are a few simple things you can do to avoid getting to the "quit" stage:
Look at failure as an event, not a person. Look for the why, and find the solution (If you look at "no" hard enough, it will lead you to yes). List possible opportunities. Ask yourself, "What have I learned?" And try again. Don't mope around with other failures -- go find a successful person, and hang around him.
No one will do it for you. No one really wants to help you. Very few will inspire you. And even fewer will care about you. People care about themselves. Just like you do.
If you are a great salesperson you should meet your quota in the first two weeks of the month, and begin to bank real money the last two weeks.
let me give you a big clue. The only way this is going to happen is with self-inspiration, self-determination, and hard work that starts before everyone else gets up and after everyone else has gone to sleep.
When you're in a slump, you begin to press for orders instead of working your best gameplan (which is: "sell to help the other person," and let your sincerity of purpose shine through). When you have the pressure to sell, the prospect senses it, and backs off.
Study basics -- Usually what's wrong is not complicated. In fact, you probably know what's wrong. Your problem is that you think it's someone or something else's fault. Wrong. List two or three areas that need immediate care. Have the guts to take action.
List 5 things you could be doing to work smarter AND harder -- Make a plan to work as smart as you think (or say) you are. Hard work can change your luck.
Get someone you respect to evaluate your presentation -- take them with you on sales calls. Get a coach.
Visit your mentor -- And have a new plan to discuss when you get there.
Get to work an hour before everyone -- Put in more...
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Hang around positive, successful people -- The best way to get to success.
Have some fun -- Go to the comedy club, do a little extra of what you like to do best (unless too much fun is the cause of your slump).
Spend 30 minutes a day (in the morning is best) reading about your positive attitude -- Then listen to attitude tapes and sales tapes in the car ALL DAY. Listen to your favorite song just before...
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Take a day off -- Chill out, take stock, make a plan, re-group, re-energize, and return wit...
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Audiotape your presentations live -- Then listen in the car immediately afterwards. Take notes. Act to correct.
Videotape your presentation -- Watch it with others who can give you constructive feedback.
Avoid negative talk and negative people like the plague -- Find people who will encourage you, not puke on you.
In a sales slump? Get fired up or get fired.
Philosophy drives attitude. "Attitude drives actions. Actions drive results. Results drive lifestyles." That's a quote from America's business philosopher, Jim Rohn. If you don't like your lifestyle, look at your results. If you don't like your results, look at your actions. If you don't like your actions, look at your attitude. If you don't like your attitude, look at your philosophy.
You know what to do, you just don't do it. Salespeople are the smartest people in the world. As I go from audience to audience they all have one common theme among them: everyone already knows everything. Problem is they are not doing it. There's a big difference between knowing and doing, and most salespeople are without a clue about the power of the subtlety. As you read through this book don't tell yourself, "I know that." Rather ask yourself, "How good am I at that?" That question will lead you to learning.
Time management -- What's important now? Lessons in time management are pretty much a waste of time. You know what to do. You even know when to do it. What you need is a lesson in procrastination. Or lessons in higher self-image. Or a lesson in fear of rejection. Or a lesson in preparation. Those lessons will allow you to execute the things that in your own mind you believe you "don't have time for," but in reality you are just avoiding them. Be selfish. Do it for yourself. Selfish wins.
In order for you to be the BEST you can be for others, first you must be BEST for yourself.
If you want to be the best salesperson, first you must be the best person. If you want to be the best dad or mom, first you must be the best person you can be for yourself. When you achieve best for yourself, then and only then can you be your best for others. I know it has a selfish twinge to it, but if you think about it long enough you will come to realize that your shortcomings in all of your endeavors stem from the fact you're not being the best person you can be first.
Principle 2 PREPARE TO WIN, OR LOSE TO SOMEONE WHO IS Be prepared! Boy Scout motto for more than one hundred years. The best ways to find information about a prospect. RedBites Do your homework. Are you a winner? Or a whiner? "The workday day starts the night before." Work while others sleep.
Be prepared! Boy Scout motto for more than 100 years
Proper preparation takes time, but I assure you it's impressive to the prospect. He or she knows that you have prepared, and is silently impressed. It's an advantage that very few salespeople use. They make the fatal error of getting all their own stuff ready. PowerPoint slides, samples, literature, business cards -- you know, all the same things the competition is doing. Biggest mistake in sales. And almost every salesperson makes it.
