The starting point of great success in selling is for you to
begin to think the way the top salespeople think. As it happens, each time you think
the way a top salesperson thinks, you become more optimistic and creative.
You feel happier and more effective. You experience more energy and
determination. You make more calls and better presentations. You close more sales and
you make more
money. Your whole life opens up for you like a summer sunrise
when you learn and practice the qualities of top salespeople. Let's begin:
One:
Commit to Excellence.
“Make
it a life-rule to give your best to whatever passes through your hands. Stamp it
with your personal character. Let superiority be your trademark.” (Orison
Swett Marden)
Two:
Act As If It Were Impossible To Fail.
“Courage is resistance to fear, mastery of fear-not absence of
fear.” (Mark Twain)
Three:
Put Your Whole Heart Into Your Selling.
“You
are never given a wish without also being given the power to make it come true.”
(Richard Bach)
Four:
Position Yourself As a Real Professional.
“The
self image is the key to human personality and human behavior. Change the self
image and you change the personality and the behavior.” (Maxwell
Maltz)
Five:
Prepare Thoroughly For Every Call.
“If
you employed study, thinking and planning time daily, you could develop and use
the power that could change the course of your destiny.” (W.
Clement Stone)
Six:
Dedicate Yourself to Continuous Learning.
“You
can learn anything you need to learn to achieve any goal you can set for yourself;
there are no limits.” (Brian Tracy)
Seven:
Accept Complete Responsibility For Results.
“Hold
yourself responsible for a higher standard than anybody else expects of you.Never
excuse yourself.” (Henry Ward Beecher)
Eight:
Become Brilliant On the Basics.
“The
quality of a person’s life is determined more by their commitment to excellence
than by any other factor, no matter what the external circumstances.” (Vince
Lombardi)
Nine:
Build Long Term Relationships
“Fully
85% of the happiness and success you enjoy in life will be determined by the quality
of your relationships with others” (Brian Tracy)
Ten:
Be A Financial Improvement Specialist
“A
single idea – the sudden flash of an idea – may be worth a million dollars.”(Robert
Collier)
Eleven:
Use Educational Selling with Every Customer.
“Nature
understands no jesting. She is always true, always serious, always severe:she
is always right, and the errors and faults are always those of man.” (Johann Wolfgang von
Goethe)
Twelve:
Build Megacredibility With Every Prospect
“Honesty
is the first chapter of the book of wisdom.” (Thomas
Jefferson)
Thirteen:
Handle Objections Effectively
“It’s
the constant and determined effort that breaks down all resistance, sweeps away
all obstacles.” (Claude Bristol)
Fourteen:
Deal With Price Professionally
“Men
who accomplish great things in the industrial world are those who have faith in
the money producing power of their ideas.” (Charles
Fillmore)
Fifteen:
Know How To Close the Sale
“If
you employed study, thinking and planning time daily, you could develop and use
the power that could change the course of your destiny.” (W.
Clement Stone)
Sixteen:
Make Every Minute Count
“Set
priorities for your goals. A major part of successful living lies in the
ability to put
first things first. Indeed, the reason most major goals are not achieved is
that we spend
our time doing second things first.” (Robert J. McKain)
Seventeen:
Apply the 80/20 Rule to Everything
“Nothing
can add more power to your life than concentrating all of your energies on a limited set of targets.” (Nido Qubein)
Eighteen:
Keep Your Sales Funnel Full
“The
power which resides in man is new in nature, and none but he knows what that
is that he can do, nor does he know until he has tried.” (Ralph
Waldo
Nineteen:
Set Clear Income and Sales Goals
“There
is one quality that one must possess to win, and that is definiteness of purpose,
the knowledge of what one wants and a burning desire to possess it.”(Napoleon Hill)
Twenty
– Manage Your Territory Well
“Our
goals can only be reached through a vehicle of a plan, in which we must fervently
believe, and upon which we must fervently act. There is no other route to success.”
(Stephen A. Brennen)
By: Brian Tracy
