Here’s the best way I’ve ever found to pull the best performance out of yourself. It’s an extremely simple method. Not easy, simple. First, hang copies of these twelve words where you’ll see them at work, in your car, and at your home:

I MUST DO THE MOST PRODUCTIVE THING POSSIBLE
AT EVERY GIVEN MOMENT.

Now comes the important part: Dedicate yourself to living that declaration.

It doesn’t help to look at those words once in a while and think, “That’s what I’m going to start doing just as soon as I can get myself together.” If you really want to achieve, start living by those dozen words now. (more…)

The best way to avoid failure is to never try.  How many people in the profession of selling are hiding from the possibility of failure?

Let me give you a personal example of this. The first time I ever stood in front of an audience was in a second grade school play.  I’d been asked to play Prince Charming.  All my friends and relatives were there.  I was very excited to be the star of the play.  I was dressed in my purple pants, a purple cape, and I was ready to perform.

When my cue line came. I walked out on stage, and I froze.  I could not move. (more…)

Studies have proven that attitude is one of the traits that separate average sales people from their highly-successful colleagues. I have to believe that it’s true in life in general, not just sales. Think about the happiest, most successful people you know. How do you usually find them? Are they depressed, negative, or even apathetic? I doubt it. They’re probably upbeat, smiling, and positive about life. (more…)

If you truly desire to succeed in your selling career, dedicate yourself to being a student your entire life. It’s sad but true, that too many salespeople believe and act as if their education is complete once they’re out of the formal school environment. The sign of a true professional is how much they can learn after they “know it all.”

In sales, one of your most powerful learning tools is your power of observation. Many valuable selling skills and nuances can be picked up just from observing various business and personal situations.

• Watch how a child gets his or her way with adults. They’re usually very specific about what they want and persistent.
• Observe waiters and waitresses, retail clerks and family interactions.

Who gets the “sale” of their point or desire? How did they do it? Did they say something verbally or use body language or both to close the sale? Constantly think about how you can apply what you observe in your selling situations.

I’ll keep posting sales training strategies and tactics for closing more sales. To succeed in selling, keep learning!

Most sought-after audio sales training program: How to Master the Art of Selling Anything

This information is copyrighted by Tom Hopkins International, Inc. for reprint permission, contact Judy Slack (judys@tomhopkins.com).