By Brian Tracy
Tip
number 1: Get serious! Make a decision to go all the way to the top of
your field. Make a decision today to join the top 10%. There is no one
and nothing that can hold you back from being the best except yourself.
Remember, it takes just as long to be great as to be mediocre. The time
is going to pass anyway. Your job is to commit to excellence, to get
better and better each day, and to never, never stop until you reach the
summit.
Tip
number 2: Identify your limiting skill to sales success. Identify your
weakest single skill and make a plan to become absolutely excellent in
that area. Ask yourself, and your boss, “What one skill, if I developed
and did it consistently in an excellent fashion, would have the greatest
positive impact on my sales?” Whatever your answer to this question,
write it down, set a deadline, make a plan, and then work on it every
day. This decision alone can change your life.
Tip number 3: Get around the right people. Get around positive,
successful people. Associate with men and women who are going somewhere
with their lives. And get away from negative, critical, complaining
people. They drag you down, tire you out, distract and discourage you,
and lead you inevitably to underachievement and failure. Remember, you
cannot fly with the eagles if you continue to scratch with the turkeys.
Tip number 4: Take excellent care of your physical health. You need high
levels of energy to sell effectively, and to bounce back from continual
rejection and discouragement. Be sure to eat the right foods, get the
right amount of exercise and get plenty of rest and recreation. Make a
decision that you are going to live to be 80 years old, or more, and
begin today to do whatever you have to do to achieve that goal.
Tip number 5: Visualize yourself as one of the top people in your field.
Imagine yourself performing at your best all day long. Feed your
subconscious mind with vivid, exciting, emotionalized pictures of
yourself as positive, confident, competent and completely in control of
every part of your life. These clear mental pictures preprogram you and
motivate you to sell at your best in any situation.
Tip number 6: Practice positive self-talk continually. Control your
inner dialogue. Talk to yourself the way you want to be rather than the
way you might be today.
For example, repeat to yourself these powerful words, over and over
again. "I like myself! I'm the best! I can do it! I love my work!"
Remember, fully 95% of your emotions are determined by the way you talk
to yourself, most of the time. The way you feel determines how you
behave. And how you behave determines how much you sell.
Your job is to get yourself on an upward spiral where you think and talk
to yourself positively, all day long. You think, walk, talk and act
like the very best people in your field. When you do, your success
becomes inevitable.
Tip number 7: Take positive action toward your goals, every single day.
Be proactive rather than reactive. Grab the bull by the horns. If you
are not happy with your income, get out there and get face to face with
more customers. If you are not happy with any part of your life, accept
responsibility and take charge.
All successful salespeople are intensely action oriented. They have a
sense of urgency. They develop a bias for action. They do it now! They
have a compulsion to closure. They maintain a fast tempo and move
quickly in everything they do.
The faster you move, the more energy you have. The faster you move, the
more ground you cover. The faster you move, the more people you see. The
more people you see, the more experience you get. The more experience
you get, the more sales you make. You will be happier and more positive.
The faster you move, the more you take complete control of your entire
life and virtually guarantee that you will be one of the top performers
and the highest paid people in your field.
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