Never give up the business

Perhaps the two most fundamental qualities for success in sales are boldness and persistance. It takes courage to get up each day and constantly face the fears of failure and rejection. It takes persistence to kepp coming back, day after day, in spite of continued difficulties and disappointment.

But the good news is that courage is a habit. Like a muscle, the more you practice courage, the stronger you become. Eventually, you reach the point at wich you are virtually unafraid. After that, your career takes off like a rocket.

WHY PEOPLE BUY:
"You can not teach a man anything, you can only help him discover it within himself"
Galileo Galilei

There are many different reasons why someone may buy product or service. What you most appreciate is that people buy for their reasons, not for yours. One of the biggest mistakes amateur salespeople make is asking people to buy for their own personal reasons, not for the reasons that actually motivate the costumer to take action.

One of the most significant part of selling, the indispensable step upon which the whole sales process depends, is your ability ti identify the needs of your prospect accurately. You must take whatever time is neccesary and ask as many questions as possible to find out exactly why this particular prospect needs to buy your product or service at this time. If you fail to identify the prospect`s needs accurately, the entire sales process will grind to a halt.

ACTION EXERCISES

1. Decide today to become a totally confident, high-self-esteem salesperson: say 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 a 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.