Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society.
Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their customers, co-workers and managers. Today we know more about what it takes for you to be one of the best in the business than we have ever known before. And the most important thing we have learned in all these studies is that selling is more psychological than anything else…. Read more
This has been a busy month so far. This has been a busy month so far. On Monday, November 5th, I spoke all day for 500 sales people and entrepreneurs in Chicago on the subjects of personal and sales success. On Tuesday, November 6th, I spoke for Larry Bailin and more than three hundred highly motivated entrepreneurs and sales people in Edison New Jersey for half a day. After New Jersey, I flew to Toronto and conducted two three-hour seminars for Jonathan Weaver and Peak Performers on Wednesday, November 7th. On Thursday, November 8th, I arose in Toronto, packed two bags, my large suitcase for everything I needed for the next eight days, plus my carryon suitcase with my essential… Read more
Every person who’s ever tried to close a sale has been through it.
Every person who’s ever tried to close a sale has been through it. You’ve talked to a good prospect three or four times. You think they are ready to buy. But just when you think you’ll be able to close the sale, it stalls…. Read more
You become what you think about most of the time. You become what you think about most of the time. And the most important part of each day is what you think about at the beginning of that day. Start Your Day RightTake 30 minutes each morning to sit quietly and to reflect on your goals. You’ll find when you read the biographies and autobiographies of successful men and women that almost everyone of them began their upward trajectory to success when they begin getting up early in the morning and spending time with themselves. Feed Your Mind With Positive IdeasThis is called the Golden Hour. The first hour sets the tone for the day. The things that you do… Read more
Successful people have been studied in depth for more than 100 years. Successful people have been studied in depth for more than 100 years. They have been interviewed extensively to determine what it is they do and how they think that enables them to accomplish so much more than the average person. In this Newsletter, you learn the most important single factor of long-term success and how you can build it into your personality and your attitude. You learn how to virtually guarantee yourself a great future. The Harvard Discovery on SuccessIn 1970, sociologist Dr. Edward Banfield of Harvard University wrote a book entitled The Unheavenly City. He described one of the most profound studies on success and priority setting… Read more
Time management is the central skill of success. Time management is the central skill of success. Your ability to manage your time, to focus and channel your energies on your highest value tasks, will determine your rewards and your level of accomplishment in life more than any other factor. Success Leaves TracksWhen I began searching for the secrets of success many years ago, I discovered an interesting principle: success leaves tracks. A wise man who had studied success for more than 50 years concluded that the greatest success principle of all was, "learn from the experts." Learn From the ExpertsIf you want to be a big success in any area, find out what other successful people in that area are… Read more
All successful businesses and successful salespeople do certain things in common, over and over again. Last week, I was invited by Mark Victor Hanson to give a talk at his Mega Speaking Empire Conference in Los Angeles at the Westin by Los Angeles International Airport. More than 800 people had registered and turned out to learn how to speak professionally and promote themselves as speakers, trainers and consultants. The information presented was tremendous, as were the different speakers who explained the craft of speaking, and demonstrated what an excellent speaker looked like on the platform in front of an audience. As usual, my contribution was to give the “Meat and potatoes” of speaking to create what I call the “spine… Read more
Any change, or even an attempt to change anything you are doing, makes you uncomfortable.
Any change, or even an attempt to change anything you are doing, makes you uncomfortable. By attempting to change, you move out of your comfort zone. You feel increasingly uneasy. You experience stress and tension. If the change is too extreme, your physical and mental health can be affected. You will experience sleeplessness, indigestion, or fatigue. You may react with impatience, irritability or anger. You will often feel as if you are on an emotional roller-coaster…. Read more