TIPS SELLING TIP
10 Rules for Success 1. Believe that you have already succeeded – even
before you begin the task. Act, dress, and speak not for who you are now, but for who you want to be. 2. Replace negative statements with positive phrases.
Tell yourself, “I am a good person. I am a success.” Practice this before going to bed and upon waking. 3. Take responsibility for your actions and life. Never allow yourself to blame others for your lack of success. Even though an event might be caused by someone else and is out of your control, control your own reac- tion to the event.
4. Think positively about all your accomplishments – no matter how small they may appear to others. They are your building blocks for success.
SELLING TIP Can-Do Attitude
Focus on what it takes to succeed, not on why success is so difficult.
Focus, not on the obstacle, but on the action needed to
overcome the obstacle. Focus on positive words – “benefit,” “beauty,” “profit” – not on negative words, such as “mistake” and “wrong.”
Focus on the reward that will be yours when you succeed. – RAY DREYFACK
5. Formulate a mission statement and keep it with you at all times.
6. Remind yourself of great success stories and the
difficulties people have had in accomplishing their goals. Such examples as Helen Keller and Winston Churchill remind us that our problems and tribulations are small fish in a great sea. 7. When taking on a new project, ask yourself, “What is the worst that can happen, and how would I handle it?” 8. Allow yourself to make mistakes. This is an essen- tial growth component.
9. Strive to be the best you can – not the best there
is. You may find, however, that one leads to the other. 10. No one was born a great doctor, lawyer, or sales- person. We all came into the world as babies. We all become what we are based on the choices we make. You can choose success.
– HOWARD RACKOVER
‘‘ SELLING TIP Presentation Prep
The quality of your preparation affects the quality of your performance. Use these tips to organize your ideas and information for more thoughtfully prepared presentations.
• Collect ideas. On a piece of paper, write the purpose of your presentation. Add three to five main points that support your purpose. Next, list all the ideas, considerations, and evidence that relate to each point, then prioritize and evaluate that information. Determine how well each item supports your purpose, contributes to your message, and affects your audience.
You cannot push anyone up a ladder unless he be willing to climb a little himself.
ANDREW CARNEGIE
• Conduct research. Effective, thorough research includes fact finding for both presentation content and audience expectations. Make sure your information sources are reliable and accurate and that the evidence you find supports your selling position. The more you can find out about your buyers’ values, principles, as- sumptions, and motivations, the more persuasive you can make your presentation.
• Refine your ideas. All the information and ideas you’ve collected provide the raw material you can use to draw conclusions that convince prospects to buy from you. Be selective about what you share, and include only the most pertinent and persuasive material in your presentation.
– SELLING POWER EDITORS
SELLING POWER NOVEMBER/DECEMBER 2020 | 5 © 2020 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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