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

You Control Your Sales Life
The most important part of planning your activities is knowing that sales
activities are controllable. You cannot decide or determine where a particular
sale will come from. But you can control the inputs, the activities that you must
engage in to achieve the sales in the first place. And by controlling your
activities, you indirectly control your sales results.
Some days and weeks will be better than others. Sometimes you will make a
lot of sales, and sometimes you won’t make any. Sometimes you will have dry
periods and sales slumps. Other times you will sell two or three times as much as
you projected. But the law of averages is at work. It is inexorable. If you just
keep on making the necessary calls, you will eventually make your sales, on
schedule.
Your Results May Amaze You
In many cases, when you start setting goals for the week, month, and year, and
start working toward them systematically each day, you will hit those goals far
faster than you expected. Many of my students set one-year goals and hit them
in six or seven months. Some people have actually hit their sales goals for the
entire year in as little as three months.
Whenever you start setting clear, specific goals for every part of your sales
life, you will be amazed at the results. Some of my seminar participants have
worked for years selling a particular product in a specific market. But they had
never set goals before. The first year after they began setting goals, their sales
exploded. They suddenly started breaking sales records, even though they were
still selling the same product out of the same office, to the same people at the
same prices. Goal setting made the difference.
Tap Into Your Subconscious Mind
This happens because the very act of writing a goal programs it into your
subconscious mind. Once you have programmed a goal into your subconscious

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mind, it takes on a power of its own. Your subconscious mind works twenty-four
hours per day, sleeping and waking, and starts guiding you rapidly toward the
achievement of this goal.