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

You Can Be the Best. Every single person has the ability to be good at
something. Everyone has the ability to excel. It is almost as though nature has
built an “excellence gene” into each person. And it is up to each person to
discover what his or her area of excellence is, and then to put his or her whole
heart into becoming really good in that area.
Michael Jordan was once complimented on his skills as a basketball player.
The journalist said to him, “You were lucky to be born with such tremendous
athletic ability.”
Jordan replied, “Everybody has ability; but talent takes hard work.”
Many people make the mistake of thinking that if they have the ability to
excel in a field, it will come naturally. But the fact is that excellence is the result

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excel in a field, it will come naturally. But the fact is that excellence is the result
of years of hard, dedicated effort in a single direction. There is no substitute for
hard work.
2. Decide Exactly What You Want
Don’t be wishy-washy or vague. Decide exactly what it is you want in life. Set
it as a goal and then determine what price you are going to have to pay to get it.
Most people never do this.
According to the research, only about 3 percent of adults have written goals.
And these are the most successful and highest-paid people in every field. They
are the movers and shakers, the creators and innovators, the top salespeople and
entrepreneurs. Almost everyone works for them.
Only about 3 percent of adults have written goals. And these are the most successful and
highest-paid people in every field.
The Goals Formula
Here is a simple seven-step formula for setting and achieving goals. I teach it
everywhere I go, and it has often been life changing for my seminar participants.
First, decide exactly what you want. If you want to increase your income, be
specific about the exact amount that you want to earn.
Second, write it down. A goal that is not in writing is merely a fantasy. It has
no power or energy behind it. It is like a cartridge with no powder or like
cigarette smoke in the air.
Third, set a deadline on your goal. Your subconscious mind loves deadlines. It
requires a “forcing system” to activate all its powers.
If it is a large enough goal, set subdeadlines. If it is a ten-year goal, set a goal
for each year, and then for each month of the coming year. Continually measure
your progress against your goal and your deadlines.
Fourth, make a list of everything you can think of that you can possibly do to

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achieve your goal. When you think of new activities, add them to your list. Keep
working at it until your list is complete.
The more individual steps you write down on your list, the more excited you
become about achieving your goal and the more motivated you will be. Henry
Ford said, “Any goal, no matter how large, can be achieved if you break it down
into enough small steps.”
Fifth, organize the list by sequence and priority. When you organize by
sequence, you decide what has to be done before something else has to be done.
You determine what comes first, what comes second, and so on.
When you organize by priority, you determine the most important item on
your list, and then the second most important, then the third, fourth, and so forth.
Once you have a list of steps, organized by sequence and priority, you have a
plan. A person with a goal and a plan will run circles around a person with only
a wish and a hope.
Sixth, take action on your goal, whatever it is. The primary reason that people
succeed greatly is because they are action oriented. The primary reason that
people fail is because they do not take action. Failures always have an excuse to
procrastinate, until finally their energy and desire are gone and they are back to
where they started.
Seventh, do something every day that moves you toward your most important
goal, whatever it is at that time. Do this 365 days per year. Develop the
discipline of working on your goals daily so that it is as normal and as natural to
you as breathing in and breathing out.