"What you do when you don't have to, determines exactly what you'll be when you can no longer help it."
The difference between the stars in selling and the mediocre performers is about five minutes. The stars in selling spend five minutes more planning their activity and preparing their presentations. They invest five minutes more in research and study. They put five minutes more in prospecting and contacting potential clients. They are self-disciplined and this quality makes the difference.
Disciplined salespeople are:
• Enthusiastic -- They employ the magic of enthusiasm to inspire others to believe in them and to buy from them. They sell with a sparkle in their eye. They speak with a note of confidence in their voice.
• Resourceful -- They have imagination, initiative and fresh ideas. They are students who are always looking for the better way.
• Predictable and dependable -- Their word is their bond and their acceptance of a challenge is always a forerunner of a job well done. They can always be counted on, never counted out.
• Courageous -- They stand for what they believe to be right, even in the midst of conflict and criticism. They dare to be an individual whose honor and integrity are respected and admired by all who know them.
• Persistent -- They believe that "failure comes from following the line of least persistence."
• Optimistic -- They have a reason for every success, not an excuse for every failure. Continually, they turn the impossible into the possible.
• Dedicated -- They make a habit of being punctual and following through. Their motto is, "Let me help. How can I serve you?" They are conscientious but never contentious; determined but not dictatorial; dedicated but not demanding.
Continue to develop the five-minute difference -- self-discipline!
