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

ACTION
EXERCISES
1. Decide today to become a totally confident, high-self-esteem salesperson; say
over and over to yourself, “I like myself!”
2. Visualize yourself continually as the very best in your business; the person
you “see” is the person you will “be.”
3. Resolve in advance that, no matter what happens, you will never give up;
failure is not an option.
4. Refuse to take rejection personally; accept it as a normal and natural part of
selling, very much like the weather.
5. Follow the leaders in your field; pattern yourself after the highest-paid and
most successful people. Find out what they are doing, and then do the same
things until you get the same results.
6. Make a decision today to join the top 20 percent of people in your business;
remember that no one is smarter than you, and no one is better than you.
Anything that anyone else has done, within reason, you can do as well.
7. Take action on every new idea that you think can help you in any way. Give it
a try. The more things you try, the more likely it is that you will eventually
triumph.
We advance on our journey only when we face our goal, only when we are
confident and believe we are going to win out.
—ORISON SWETT MARDEN

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2
SET AND ACHIEVE
ALL YOUR SALES GOALS
If I’ve got correct goals, and I keep pursuing them the best
way I know how, everything else falls into line. If I do the
right thing, I know I’m going to succeed.
—DAN DIERDORF
T
op salespeople are intensely goal oriented. In every study, the quality of goal
orientation seems to be associated with high levels of success and achievement.
The highest-paid salespeople know in advance how much they are going to earn
each week, each month, each quarter, and each year. They know how many calls
they will have to make to achieve a particular level of sales, and they have clear
plans about what they are going to do with the money they earn.
It is essential for your success that you decide exactly how much you intend to
earn each year. If you are not absolutely clear about your earnings target, your
sales activities will be unfocused. You will be like a person trying to shoot at a
target in the fog. Even if you are the finest marksman in the world, you are not
going to hit a target you can’t see. You have to know exactly what you’re aiming
at.