Calculated Success
This book is dedicated to my wife Mary Lee. Without who's belief and trust in me for over 20 years I would have never reach the level of success I enjoy today.
Where would this world be without sales people?
If Capitalism were a human body the heart surly would be made up of Salespeople. Think about this simple truth for a moment, that's right let it sink in for a few seconds. Imagine if you will the consequences. The world as we know it now would not exist. Each and everyone of us are part of something much larger than we sometimes realize. In your lifetime you have the potential to transfer well over a half a Billion dollars of products from a manufacturer into the hands of the masses. Creating jobs and money that will sustain the lives literally thousand of families around the world. Not to mention the biggest gift you will give to mankind. What am I talking about you ask? Innovation of course.How many different types of can openers have you seen in your lifetime? Everyone wants the newest the fastest ,the special thing that will make their lives better and who is there to persuade them that XYZ is the product for them. The salesperson of course.With our Gift of being able to transfer our enthusiasm for a product or service to other people "at will" utilizing only our words, body language and passion for success. If that sounded vaguely familiar I believe it is one of the best definitions of a salesperson ever written.As you absorb the information contained within this book you will start a journey that I am confident will change your life forever. A wise man once told me " you can't expect what you can't inspect". This simple truth is the very foundation for success in virtually every business around the world. When one knows where he wants to go and how to get there it is almost impossible to fail. Everyone will tell you they know where they want to be in life. But very few know how to get there. How many times have you yourself set sales goals that at the time seemed attainable. Only to find yourself frustrate when you fail to reach them. Early in their careers this has been a common occurrence among some of the greatest salespeople the world has ever known. After absorbing and implementing the information contained within this book you will find that
Why Goals work
Goals are the very foundation of success. After many years of research on the subject I have found that there are two separate but equally important facets to effective goal setting. The first is psychological and the other is a very simple math equation. Let's first take a look at the psychology of goal setting. From the age of around five to ten years old we have some times with even the best of intentions had limitations placed upon us about goal setting.For example the the first word that most of us are taught is the word "NO". This seemingly small truth has had a very profound effect in respect to how we process information and react with the world around us even today. When we hear from our peers, supervisors or sometimes loved-ones that a goal is unattainable we give validity to THEIR beliefs. When this happens failure is inevitable. This stumbling block will have to be dealt with before you can experience true success.
How do we deal with this you ask? The simple answer is on a subconscious level. The only way to change or stop a pattern of belief or action is to give alternatives to the subconscious mind and it will do all the work. This has to be done with both repetitive action and belief that the change is what you truly want to happen. Habits, good or bad are created through repetitive action. Let's take a look back for a moment at a time when we first learned to brush our teeth. It was very cumbersome. We had to put the paste on the brush then try to do it as we were shown. Some of us were even given little red tablets to dissolve in our mouths that showed the places we missed by coloring the left behind food particles . After doing this task sixty to seventy times, with a little coaching along the way we all learned how to brush our teeth. Once this task was mastered we turned it over to our subconscious mind. Now it is one of the least thought about tasks that we all do each and morning of our lives. After reading this book and repeating the actions that you will be given for a period of 30 days or so you will develop the habit of achieving virtually any sales goal you desire. I know for some of you that last sentence may have seemed a little hard to believe, because of past attempts to succeed. But let me assure you that this time will have a very different outcome than anything you may have tried before.
How to determine your sales goals
Before determining
Task management versus time management
Setting daily weekly monthly and yearly goals
Never stop working on your craft
Pitfalls to avoid
Final thoughts
This book is dedicated to my wife Mary Lee. Without who's belief and trust in me for over 20 years I would have never reach the level of success I enjoy today.
Where would this world be without sales people?
If Capitalism were a human body the heart surly would be made up of Salespeople. Think about this simple truth for a moment, that's right let it sink in for a few seconds. Imagine if you will the consequences. The world as we know it now would not exist. Each and everyone of us are part of something much larger than we sometimes realize. In your lifetime you have the potential to transfer well over a half a Billion dollars of products from a manufacturer into the hands of the masses. Creating jobs and money that will sustain the lives literally thousand of families around the world. Not to mention the biggest gift you will give to mankind. What am I talking about you ask? Innovation of course.How many different types of can openers have you seen in your lifetime? Everyone wants the newest the fastest ,the special thing that will make their lives better and who is there to persuade them that XYZ is the product for them. The salesperson of course.With our Gift of being able to transfer our enthusiasm for a product or service to other people "at will" utilizing only our words, body language and passion for success. If that sounded vaguely familiar I believe it is one of the best definitions of a salesperson ever written.As you absorb the information contained within this book you will start a journey that I am confident will change your life forever. A wise man once told me " you can't expect what you can't inspect". This simple truth is the very foundation for success in virtually every business around the world. When one knows where he wants to go and how to get there it is almost impossible to fail. Everyone will tell you they know where they want to be in life. But very few know how to get there. How many times have you yourself set sales goals that at the time seemed attainable. Only to find yourself frustrate when you fail to reach them. Early in their careers this has been a common occurrence among some of the greatest salespeople the world has ever known. After absorbing and implementing the information contained within this book you will find that
Why Goals work
Goals are the very foundation of success. After many years of research on the subject I have found that there are two separate but equally important facets to effective goal setting. The first is psychological and the other is a very simple math equation. Let's first take a look at the psychology of goal setting. From the age of around five to ten years old we have some times with even the best of intentions had limitations placed upon us about goal setting.For example the the first word that most of us are taught is the word "NO". This seemingly small truth has had a very profound effect in respect to how we process information and react with the world around us even today. When we hear from our peers, supervisors or sometimes loved-ones that a goal is unattainable we give validity to THEIR beliefs. When this happens failure is inevitable. This stumbling block will have to be dealt with before you can experience true success.
How do we deal with this you ask? The simple answer is on a subconscious level. The only way to change or stop a pattern of belief or action is to give alternatives to the subconscious mind and it will do all the work. This has to be done with both repetitive action and belief that the change is what you truly want to happen. Habits, good or bad are created through repetitive action. Let's take a look back for a moment at a time when we first learned to brush our teeth. It was very cumbersome. We had to put the paste on the brush then try to do it as we were shown. Some of us were even given little red tablets to dissolve in our mouths that showed the places we missed by coloring the left behind food particles . After doing this task sixty to seventy times, with a little coaching along the way we all learned how to brush our teeth. Once this task was mastered we turned it over to our subconscious mind. Now it is one of the least thought about tasks that we all do each and morning of our lives. After reading this book and repeating the actions that you will be given for a period of 30 days or so you will develop the habit of achieving virtually any sales goal you desire. I know for some of you that last sentence may have seemed a little hard to believe, because of past attempts to succeed. But let me assure you that this time will have a very different outcome than anything you may have tried before.
How to determine your sales goals
Before determining
Task management versus time management
Setting daily weekly monthly and yearly goals
Never stop working on your craft
Pitfalls to avoid
Final thoughts