Use
The 80/20 Rule

The 80/20 rule is as applicable to individual salespeople as it
is to a large sales force. Fully eighty percent of your success
as a salesperson will be determined by your attitude and only twenty
percent by your aptitude. Some people feel that attitude is ninety
percent of success in all human endeavors involving other people,
but we can quite comfortably use eighty percent as a figure for
the purposes of this book.

Develop
A Positive Attitude

A positive mental attitude, or a constructive and optimistic way
of looking at yourself and your work, goes hand in hand with sales
success in every field and in every market. The development of this
unshakable attitude of cheerfulness and enthusiasm is your springboard
to greatness as a salesperson, no matter what is going on around
you.

Learn
Your Product Well

The twenty percent of sales effectiveness that comes from product
knowledge and professional selling skills is terribly important
as well. It is only when you are thoroughly knowledgeable about
what you are selling and thoroughly skillful in your ability to
present it effectively that you develop the calmness and confidence
upon which a positive mental attitude depends.

Upgrade
The Quality of Your Thinking

The quality of your thinking determines the quality of your life.
If you improve the quality of your thinking, in any area, you improve
the quality of your life in that area. By using your mind, your
ability to think, you become a creator of circumstances rather than
a creature of circumstances. You move from being powerless to being
powerful. You determine everything that happens to you by the way
you think about it, in advance. You may not be what you think you
are, but what you think, you are!

Change
Your Inner Attitudes of Mind

The most rapid and positive changes in your personality and your
sales results come about when you change your thinking about yourself
and your possibilities. When you reprogram your subconscious mind
so you feel a sense of unshakable optimism and self-confidence,
every part of your life begins improving immediately. As William
James of Harvard wrote in 1905, “The greatest revolution of
my generation is the discovery that individuals, by changing their
inner attitudes of mind, can change the outer aspects of their lives.”

Expect
The Best

The very best salespeople have an attitude of calm, confident, positive
self-expectation. They feel good about themselves and they have
absolute faith that everything they are doing is contributing toward
their inevitable success. They are cool, relaxed, happy and cheerful
about their lives and their careers. They know, deep in their hearts,
that they are good at what they do, and their customers know it
as well. Often, their customers decide to buy from them even before
they've made a sales presentation or described their product or
service. They are the champions, or superstars, of selling everywhere,
and you can be one of them by developing the same attitudes and
attributes that they have.

Action
Exercises

Here are two things you can do immediately to put these ideas into
action:

First,
resolve today to develop and cultivate an attitude of calm, confident,
positive expectations towards yourself, your customers and your
career. Expect the best!

Second,
take complete control of your thinking and concentrate on the solution
rather than the problem. Look for the good in every situation. Be
positive and cheerful, no matter what happens.

Purchase
Brian Tracy’s 24 Techniques for Closing the Sale Video: http://www.performfirst.net/u/bt/b.asp?id=1959&p=catalog/product.asp?ProductID=77

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subscribe to Brian’s free newsletter go to: http://www.performfirst.net/u/bt/t.asp?id=1959&p=subscribe.asp

Copyright
2003

About
Brian Tracy:

Brian Tracy is one of America’s leading authorities on the
development of human potential and personal effectiveness. He is
a dynamic and entertaining speaker with a wonderful ability to inform
and inspire audiences toward peak performance and high levels of
achievement.

He
is an internationally known and respected authority addressing 450,000
people each year on leadership, management, sales, personal development,
strategic planning, goal-setting, time management, creativity, and
many other diverse topics. Brian has worked with IBM, Arthur Andersen,
McDonnell Douglas and The Million Dollar Round Table.

Brian
Tracy has produced more than 300 different audio and video learning
programs covering the entire spectrum of human and corporate performance.
These programs, researched and developed for more than 25 years,
are some of the most effective learning tools in the world.

Contact
Information:

Brian Tracy International

462 Stevens Ave, Suite 202

Solana Beach, CA 92075

1-858-481-2977

© Copyright 2003 by SalesVault.com

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