Build a Strong Self-Image

 "As is our confidence, so is our capacity." 

The late Dr. Maxwell Maltz, the father of Psycho-Cybernetics, taught this about the psychology of self-image: "You will always be true to your self-concept, but your self-concept can and does change."

Whether you realize it or not, you constantly carry a mental image of yourself as a salesperson. This "image of self" may be vague, ill-defined and even blurred in your conscious thinking. You may be at a loss to clearly explain and define this mind's-eye picture. You may even deny its existence. Nevertheless, it is there, complete in every detail, in your subconscious mind. This self-image or mind's-eye picture is your private and personal conception of "what kind of a person I am."

You unavoidably "act like" the person you "see" yourself to be. Your mind's-eye picture influences your willpower, which in turn controls all your conscious effort.

You exercise control over these pictures by reading books, listening to audios, watching videos and associating with positive thinking, optimistic individuals. You are what you watch, listen to and read. Form the habit of devoting your time and energy to positive people, thoughts and experiences.

Check your beliefs about yourself. Ask yourself these questions:

• Do I see myself as competent and well-informed?
• Do I see myself as one who is capable of making significant contributions?
• Do I feel good about who I am and what I'm doing?

Our beliefs about what is possible - or impossible - often become a self-fulfilling prophecy. Until Dr. Roger Bannister ran a mile in less than four minutes, everyone concluded it was impossible. Soon after, the four-minute mile became almost routine. Did the competing runners become more physically fit? The experts say "no." Once the athletes believed it was possible, it was possible. In fact, it was expected. We can point to similar examples throughout the world of selling.

Expectation brings successful experiences and successful experiences reinforce the power of confidence in selling.

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Improve Your Odds for Success

 Planning encourages disciplined action. Planning is as important as doing. Planning should always take place before doing.

Throughout our careers, we have been closely allied and identified with the insurance industry. We have sold policies, hired and trained agents, and served as corporate officers and consultants in this great business.

During this time we have been analyzing the cause of agent success and failure. Our experience has taught us that selling success, financial success and lasting happiness are, in the main, the result of six things:

1. Living one's life in balance
2. Building a healthy self-image
3. Defining and steadfastly pursuing a series of specific, realistically high goals
4. Setting up a mastermind alliance
5. Developing self-discipline and self-management skills
6. Displaying faith and perseverance.

Life doesn't cheat. It doesn't pay in counterfeit coins. It doesn't lock up shop and go home when payday comes. It pays every person exactly what that person has earned. The age-old law that you get what you earn hasn't been suspended.

When you take these truths into your business life and believe in them - when you thoughtfully complete your yearly step-by-step approach to goals setting and action planning - you will have turned a big corner on the high road that will lead you to success throughout your selling career.

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How to Develop Clients

 "It takes less effort to keep an existing client satisfied than it does to get a new prospect interested."

What are some of the things you can do to make your sales stay closed and develop clients?

• First, you can assure your new client that he or she has made an intelligent decision. An effective way to do this is to write a congratulatory letter. This adds a distinctive touch. It displays professionalism. Many of your competitors will not be as well organized or take the time to write.

• Second, look for opportunities to communicate. There are many reasons you can find to send business or information to prospects and clients. Ask yourself this question regularly: "What can I do to help my client's business?"

• Next, after your product or service has been delivered, make follow-up courtesy calls. This eyeball-to-eyeball exposure with the new customer permits you to accomplish several important objectives. It permits you to resell the need for the product and, naturally, in talking to satisfied clients, you can get them thinking about future purchases.

• Finally, frequent, in-person contacts with new clients make it possible for you to get endorsements. Your best prospects will be developed in this manner. Satisfied clients will recommend you, your products and services. Every time you make a sale, you should ask yourself this question: "Who can I approach and sell a bit easier now because I made this sale?" Once you've sold a customer, make sure he or she is satisfied with your product or service and you.

Remember, it takes less effort to keep an existing client satisfied than to get a new prospect interested. Your clients will be presented claims and counter-claims from people who offer similar products and services.

The competitive edge you want to develop comes from the attitude you project of serving as you sell. You do this in two ways:

• First, you do whatever it takes to establish a record of consistent reliability. Earning the reputation of being a 100% reliable sales professional whose every word and promise can be depended upon takes application, effort and attention to detail.

• Second, you stay determined to be the best-informed sales professional who calls on your clients. This requires a commitment to excellence and a regular program of study.

Once you have established the image of being a reliable, well-informed sales professional, you are in an enviable position.

Again, the basic principle is: Never forget a customer. Never let a customer forget you. Serve what you sell.

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