According to Brian Tracy, a top sales trainer and motivational speaker, there are seven secrets that can literally revolutionize the career of any salesperson. He notes that these secrets are practiced by the world`s top sales executives and posits that any salesperson who commits to regularly applying these secrets will definitely advance towards the top of his/her field. www.ghanatalksbusiness.com presents these ‘secrets’ as championed by Brian Tracy.
Get serious
Resolve to advance to the top of your field. Make a decision today to join the top 10% of sales executives who are making the most money and commit to working towards its realization. You are the only individual who can hinder yourself from being amongst the best in your chosen career. Be mindful of the fact that it takes just as long to be a higher achiever as to be mediocre. Time will elapse any way. Your role is to commit to excellence, to improve each day, and to never throw in the towel until you realize your dreams.
Identify the skills that limit your sales success
Identify your weakest important skill and then devise a road map that will ensure that you become excellent in that area of weakness. What one skill, if you developed in an excellent fashion, would help you to double your sales and double your income? Carefully reflect on this question and thoughtfully answer it; write it down. Itemize on paper or your computer all the things that you can do to learn that skill, and begin today, one step at a time. You may perhaps be only one skill away from doubling your income. And when you have mastered this one skill, you must then ask the question again: “Now, what one skill would help me the most to increase my income?” Set that new skill as a goal, put together a plan to learn that skill. These may include reading, listening, and practicing in this area. Then get right on the work
Associate with the right people
The reality is that top sales executives are selective about the people they associate with. They avoid spending considerable time around negative people so as not to be dragged down by their proclivity to complain and to be pessimistic.
Associate with the right people. Charlie Jones opines: “you will be in five years the same person you are today, except for the books you read and the people you meet.” Positive-thinking people associate with other positive-thinking people. Possibility-thinkers associate with other possibility-thinkers. Winners associate with winners. When you consciously work at becoming an optimist to the core, believing in yourself and your capabilities, you will begin attracting into your life other people who think and feel the same way.
Prioritize keeping healthy
The story is told of a 100-year-old man who was interviewed by a media house and asked how he felt upon reaching 100 years of age? He said, “If I had known that I was going to live this long, I would have taken much better care of myself.” This speaks volumes. That should not be your story; a story of regrets.
Resolve today that you are going to live long. Then reflect on your current health habits and ask yourself, “What one health habit, if I were to develop it, would help me the most to improve my levels of fitness and energy today?”
Determine your ideal weight and proceed to devise a plan to achieve that weight; work at it and maintain this ideal weight as much as practicable for the rest of your life. Determine the level of physical fitness and energy you would like to enjoy, and commit to exercising regularly so that you feel terrific about yourself.
Visualize yourself as one of the top people in your field
The person you “see” continually is the person you will ultimately “be,” the more reason why you ought to maintain a vision of being one of the best in your field. “See” yourself as being a top sales executive. An improvement in your mental picture will ultimately influence your life and performance. Brian Tracy posits: “When you visualize and see yourself as calm, confident, positive, and successful, your subconscious mind accepts that picture as a command and organizes your external behavior so that it is consistent with your inner picture.”
Practice positive self-talk on a regular basis
Continually say positive things to yourself such as “I love myself”; “I am the best in my field”; “I love my work”; “I excel at work”; “I can do it”; “I am a top sales personal”. By this, you learn to control your inner dialogue and this will significantly influence your emotions for good. Many Psychologists agree that one`s emotions are largely determined by the way that individual talks to himself/herself throughout the day. “Explanatory style” is a term they commonly employ.
Brian Tracy states: “The most powerful words in the world are the words that you say to yourself and believe. When you repeat these positive messages, over and over, you program them deeper and deeper into your subconscious mind until you walk, talk, think, and feel consistent with these words and thoughts.”
Take action and keep going
Albert Einstein once stated: “Nothing happens until something moves.” Take action right away with a “sense of urgency. One of the common traits of successful people is that they are intensely action-oriented. They are constantly on the go. For persons who work in sales (particularly direct sales representatives), the faster your pace, the more ground you cover; the faster your pace, the more people you get to meet. The more people you get to meet and interact with, the more sales you make. More sales will translate into more earnings. As your earnings increase, you will feel motivated to see even more people, to make even more sales, and to make even more money.
Keep saying to yourself: “Do it now! Do it now! Do it now!” until these words become programmed into your thought patterns and emotions. Your responsibility is to keep moving. Work at ensuring that you are the fastest-moving person in your sales team – the one who is constantly on the go.
