The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Follow the Leaders
If your goal is to be in the top 10 percent of salespeople in your field, the first
thing you do is find out who is already in the top 10 percent. Instead of
following the followers, the average performers in your business, follow the
leaders. Compare yourself to the top people. Remember, no one is better than
you, and no one is smarter than you. If someone is doing better than you, it just
means that he or she has discovered the cause-and-effect relationships in selling
success before you have.
British philosopher Bertrand Russell once said, “The very best proof that
something can be done is that someone else has already done it.” This means
that if someone else is earning five or ten times as much as you, this is evidence
that you can earn the same amount if you simply learn how. Remember,
everyone starts at the bottom and works his way up. If someone is doing better
than you, find out how he got from the bottom to where he is today. Sometimes
the very best way to find this out is to go and ask him. He will probably tell you.
Top people are usually willing to help other people who want to succeed.

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Your Master Program
The most noteworthy breakthrough in psychology and human performance in the
twentieth century was the discovery of the self-concept. Your self-concept is the
bundle of beliefs that you have about yourself. It is the way you see yourself and
think about yourself in every area of your life. Your self-concept is the “master
program” of your subconscious computer. It is like an operating system that
determines everything you say, think, feel, and do.
There is a direct relationship between your self-concept, on the one hand, and
your performance and effectiveness, on the other. You always perform on the
outside in the manner consistent with your self-concept. All
change/improvement in your life begins when you alter and improve your self-
concept, your inner programming.
Not only do you have an overall self-concept that determines how you think
and feel generally about yourself, your life, and other people, but you also have a
series of “mini self-concepts.” These are little self-concepts that determine your
effectiveness and performance in each area of your life, from riding a bicycle to
making a speech.