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Expect the Best!

Expect the Best! Expect to do those things that look like they can't be done. Set your expectations high. They will be the limit to which you rise. And when those expectations are set high, begin to do the little things required to reach those goals. Doing little things well is a necessary step toward doing big things with excellence. Romana [...]

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The Greatest Things!

The Greatest Things!The late Earl Nightingale, our teacher, mentor and colleague, sent us some definitions one time called, "The Greatest Things." During our careers, we've reviewed them often to help us remember just what's important and what isn't.Here they are - The Greatest Things:* The best day, today. * The greatest puzzle, life. * The best [...]

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Visualize Desired Outcomes!

You can become persuasive by imagining yourself acting in more persuasive ways. Mental practice creates a response that integrates those actions into your behavior. They become automatic. You become excellent in selling when your selling techniques are mastered and become automatic. The surest and quickest way to this proficiency is frequent mental rehearsal. A few minutes of mental practice, seized any [...]

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Stamp it with Excellence

There is an indescribable superiority added to the character and fiber of the salespeople who consciously put the trademark of quality on their work. The mental and moral effect of doing things accurately, painstakingly and thoroughly can hardly be estimated because the processes are so gradual, so subtle. Every time you obey the inward law of doing right, you hear [...]

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Press On!

The great triumphs of your sales career will be the rewards of your persistence. Never depend on your genius to carry you. If you have talent, improve it. If you have none, develop it -- but do not depend on it. The rewards of selling are the results of persistent hard work.  Filmmaker Bud Greenspan tells the story of packing up [...]

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Making More and Better Sales

Self-motivators for Making More and Better SalesNothing can hold back an idea whose time has come. You can give your prospects ownership of the idea of buying what you are trying to sell them by personalizing your recommendations. Remember that you will succeed in this only to the degree that you can speak the prospect's language.Use a planned presentation and [...]

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The Art of Listening

Being a good listener is a forgotten art that is simply magic in selling. Show people you are sincerely interested in what they are saying; give them all the eager attention and appreciation that they crave and are so hungry for, but seldom get. Here's how you can develop the art of listening: Look people straight in the eyes [...]

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Take Responsibility for Your Success

Most of what we do in sales is beyond our control. Our customers make the rules. Our job is to show up and do our best.The nature of the beast is that any number of a thousand things can kill a sale (sometimes two thousand). When asked what went wrong or why we failed to get the business, we have [...]

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Never Give Up

A solid base for success is perseverance. Dismissed from a major newspaper with the advice to try something else because he had no talent, a young man considered giving up -- but he didn't. His name ... Walt Disney.Another young man who loved flying, crash-landed the first two times he soloed and, the third time, he flew head-on into another [...]

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Maintain Enthusiasm

Enthusiasm is at the foundation of all progress! Talent is valuable but, without enthusiasm, it pales at the point of sale. Enthusiasm is the difference between mediocre and superior success in selling.Where do you get this energizing quality of enthusiasm? How do you maintain it after you tap into it? Admonition one: Take responsibility for your own level of enthusiasm throughout [...]

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