which nature polishes its jewels, and as temporary inconveniences. Re- member Dr. Peale’s words, “The only people without problems I have ever known are in the cemetery.” Reread his bestseller, The Power of Positive Thinking.
5. SELF-ABUSE IS NO EXCUSE When life deals you a bad hand, don’t get mad at the cards – reshuffle the deck. Self-abuse is a form of depression. Read the book Feeling Good by Dr. David Burns (William Morrow, New York).
6. START GOAL SETTING NOW In 1952, 3 percent of the graduating class of Yale University responded yes to a survey asking them if they had written goals. Twenty years later, the net worth of those 3 percent who had written goals was greater than the combined net worth of the other 97 percent of their graduating class. Remember, goals are dreams with a deadline – and those dreams pay off.
7. EXERCISERS ARE WINNERS – WINNERS EXERCISE! Dr. Wayne Dyer used to jog eight miles every day. Zig Ziglar was an enthusiastic runner for many years, Dr. Denis Waitley used the Powerwalk, Dr. Norman Vincent Peale – even at age 90 – walked regularly with his wife, Ruth. According to a Gallup survey, among men and women recently tak- ing up exercise, 62 percent reported a new surge of energy, 37 percent a rise in creativity on the job, 46 percent more confidence and self-respect, 51 percent better looks, 45 percent better love life, 55 percent less stress, 44 percent greater job satisfaction, and 66 percent a more relaxed life. That’s great evidence for action – so get going!
8. FAMILIES HAVE PRIORITY Mary Kay Ash, the founder of Mary Kay Cosmetics, encouraged her sales- people to establish simple priorities in their lives: “God first, family second, work third.” Mo Siegel, the founder
of Celestial Seasonings, once said, “Of all the greatest achievements, the raising of a good family is the great- est achievement. You could build any size corporation imaginable and it would not equal the success of raising good children. That’s the highest task a person could do in life.” (Read two little-known books by Zig Ziglar: Rais- ing Positive Kids in a Negative World and Dear Family.)
9. YOU ARE A SUCCESS Yes, we are all a success in the mak- ing. Success is not a destination but a journey – and you can begin your journey any time you choose to. (See answer number six.)
10. FIND NEW HEROES Fred Smith, a management consul- tant, once said, “Change your heroes and you will change the direction of your life.” Read the biographies of successful people like Benjamin Franklin, Abraham Lincoln, Thomas Edison, Walter Chrysler, Henry Ford, Eleanor Roosevelt, Helen Keller, Mary Kay Ash, Albert Einstein, and Madame Curie – and capture their spirit of
SELLING TIP Take Advantage of Upselling Opportunities
If you’re not used to approaching existing customers with upselling in mind, prepare yourself before your next meeting by asking yourself the following questions. • Based on my research, how can I direct the conversation to highlight new challenges, shifting strategic approaches, and changing market realities where my product or service can make a difference?
• What specific solutions have I identified that offer the greatest up- selling opportunities with this account?
• How can I leverage the positive results other customers have experi- enced by making similar additional purchases?
• When, during the conversation, should I mention additional solutions that may be of interest?
• What, precisely, am I going to say to segue into the upselling conver- sation? (For example, “Our XR-450 model has worked so well for you, I thought I should let you know about another breakthrough design we’ve developed.”)
– MALCOLM FLESCHNER
greatness. In the average bookstore in America, there are more inspiring biographies of successful people than you can read in one year.
11. CHALLENGE YOURSELF If you don’t, you will soon hear your- self complain, “Life has become much tougher than it used to be.” Zig Ziglar once wrote, “The tougher we are on ourselves, the easier life becomes; the easier we are on ourselves, the tougher life becomes.” Always seek out challenges that are slightly be- yond your grasp. Never aim at repeat- ing your past performance. Aim at improving your best performance.
12. ENLARGE YOUR VISION Positive thinkers don’t limit their vision to reality. They always see reality plus the possibility of what can happen through the power of positive imagi- nation. You can use both your eyes – whether open or closed. When they are open, you see reality, when they are closed, you can see anything you want to. Close your eyes and choose to see the positive within all of us.
SELLING POWER OCTOBER 2018 | 13 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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