THINK SUCCESS

"It's through their work that most individuals write the story of their lives. They are both the author and the story's principal character. They are free to be the hero or the villain; to be a success or failure."

Your mind is an amazing piece of equipment. When your mind works one way, it carries you to certain success in selling. But the same mind operating in a different way will produce a total failure.

Condition your mind to consider this question often, "Is this the way a successful salesperson does it?" You can use this mental prompter to keep you thinking right and to make you a successful performer, a leader in your field.

Ask specifically, is this the way a successful salesperson would:

• dress?
• plan the sales day?
• build relationships?
• develop contacts?
• handle the telephone?
• study and prepare?
• practice his or her sales talk?
• present a proposal?
• close the sale?
• ask for endorsements?
• keep records?

In as many selling situations as you can, ask yourself these kinds of questions. Upgrading your thinking upgrades your actions and this leads to success.

Remember, how you think determines how you act. How you act determines how your prospects and customers react to you.

Think success!