Be in the Top 20%!

 "If you're not building relationships or communicating ideas you may become a successful order taker, but you'll never become a successful salesperson." 

Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they have seven characteristics. Study these traits and decide how they can become yours.

• First, generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.

• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.

• Third, generators work at the right things. They focus on those few sales activities that make the big difference.

• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.

• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.

• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.

• Finally, generators manage the buying process. They help along the prospect's decision to buy.

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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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