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The Path to Personal Mastery

Posted by on Nov 22, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

There is a model I developed almost twenty years ago, in a coffee shop on my way home after being fired from my job that is very dear to my heart.

I was fired from a printing company; there were several sales reps that had named accounts who were not actually going out to sell to them, but because these accounts were already assigned to other salespeople, no one else could approach them. I decided it was incumbent on me to pick up the phone and make cold calls and set appointments for the sales reps. They weren’t amused. They formed a group, went to the sales manager, and complained about me, even though I was cold-calling their appointments for them. I was fired. I was a street fighter in the land of order-takers, and very much out of place. I was not a fit for that sales culture. I could have gone to the manager, and in sports tradition said, “Play me or trade me”, but I was cheeky instead! (more…)

The 5 Key Attributes of Elite and Top Performers

Posted by on Nov 15, 2017 in Books, How the Top 10% Do It!, Up-Level Your Selling Skill | 0 comments

Elite and Top Performers are the cream of the crop. They consistently utilize all the top skills presented in this book. They are the 5 to 20% of real estate agents, the 5 to 20% of brokers, the 5 to 20% of equipment salespeople, the 5 to 10% of financial advisors and so on. They are different from the rest of the pack. They can out-sell anyone, even in the worst market conditions. I have made it my life’s work to benchmark them to find out what five key competencies make them stand out from the rest. (more…)

The Power of Positive Paranoia

Posted by on Nov 8, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Contrary to popular belief, a certain amount of paranoia is necessary for true success in sales. One of the problems with salespeople is that they aren’t paranoid enough. After listening to motivational speakers extoll the virtues of positive thinking, many salespeople have mastered optimism and positive reinforcement. However, one of the problems with this approach is a healthy lack of paranoia. To advance your career there must be an equilibrium within your mind, and optimism must be balanced with a dose of critical thinking. You must be able to consider all possibilities realistically, and remove the rose-tinted glasses of positive thinking and mitigate the different factors contributing to the success or failure of a deal. (more…)

How to Deal with Difficult People: The Leader is Not the One Who Yells the Loudest

Posted by on Nov 2, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

It is important to ask yourself this question: “Are there any occasions where you are tempted to become a difficult person?”

In any situation, it is important to be able to manage our perceptions. For instance, someone who is high on the agreeable scale may perceive someone who is being assertive for their own cause to be aggressive. Let’s assume that we are to rate our communication process on a scale of one to one-hundred. On this scale, if you are an aggressive communicator, you would rate at or near one-hundred. If you are assertive, your communication style would be near the fifty mark. And an agreeable person would rate at the lower end of the scale. Keep in mind that this rating however would fluctuate, because no one is a single way all the time. (more…)

Avoid Resentment at all Cost: It Sucks Away Vital Energy

Posted by on Oct 26, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 1 comment

Resentment truly eats up your vital energy. Let’s imagine that you are full of resentment and have somebody on your back with whom you are upset, and it’s only nine in the morning. Around 10 AM you allow someone else to climb on your back, and by noon, perhaps someone else as well. By three o’clock, you are exhausted and in dire need of coffee and donuts if you are to even make it through the rest of the afternoon. The workday ends, and you go home and, having carried all those resentments and people around, your energy is seriously compromised. Consequently, you are not as engaged during the latter half of your day as you would like to be but you comfort yourself that tomorrow evening will be different. The expression I gave at the office is truer than we might think. (more…)

Self Confidence is a Myth-No One Really has Enough!

Posted by on Oct 18, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

One of the most common reasons I hear salespeople give as to why they cannot connect with the high-level decision-makers in an organization, why they cannot ask for the appointment, why they cannot make prospecting calls, why they cannot ask for the order and so on, is because of a lack of self-confidence. It is important that you know, that self-confidence is a complete myth—it has nothing to do with your success!

I developed a model in 1995 that has stood the test of time. As you move through it, you will realize why self-confidence is a myth and why it has little to do with your, or anyone else’s, success. (more…)

Blocks to Sales Success: Are You an A, B, or C Salesperson?

Posted by on Sep 28, 2017 in Books, How the Top 10% Do It!, Up-Level Your Selling Skill | 0 comments

What is the difference between an A, B, or C Salesperson? Based on over twenty years of sales training experience and research, I’ve noticed that many salespeople do not meet their monthly targets or optimize their territory. In fact, few achieve 85% to 100% of their plan. In some cases, their prospects and clients are willing to meet with them, and so they labor under the assumption that they are, in fact, great salespeople. When it comes to considering the success of a salesperson, it is not just their percent of plan to consider; it is also all the proactive activities that salespeople engage in. The quality of the prospects and the quality of sales activities need to be correlated to gain excellent results. A high-quality prospect or client serviced by a poor salesperson will eventually leave. Unfortunately, the client rarely gives a three-month notice for the salesperson to improve. Therefore, it is important for a salesperson to be constantly up-leveling their knowledge, skills, and attitude to become the A-level salesperson they desire, and deserve to be. (more…)

How to Accept the One Who Annoys You!

Posted by on Sep 21, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

If you can learn how to accept the person who annoys you the most, it will free up energy that you can use to pursue your goals. Your annoyance might stem from someone on your team or at home or an occurrence while you were driving to work. While we feel justified in our anger at someone else, we often forget that there are others who might have perfectly valid reasons to be angry with us. After all, who amongst us is perfect? There is another great reason never to harbour criticism and resentment for others: it will use up your store of energy and hoarded resources. Let’s assume that when you wake up in the morning, you have only twenty-five gigajoules of energy for use throughout the whole day. Isn’t it smart to use that energy to help you move forward instead of being coopted by an annoying person or an event or people over which you have no control? (more…)

The A.R.T. of Success

Posted by on Sep 13, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

Let’s talk about the A.R.T. of Success and find out what it is that the top performers in any organization do to be successful. Of course, in this situation I’m going to be focusing on you, the salesperson.

What does A.R.T. stand for? A stand for Accountable, R for Responsible, and T for Trustworthy. Anyone who states that they are always 100% Accountable, Responsible, and Trustworthy, 100% of the time, is not telling the truth! This would mean that they are perfect and that they give their word 100% of the time. Life shows up. Things happen. We get busy. People get sick. We cannot be perfect but we can always be 100% responsible if we are willing to own our mistakes without assigning blame. (more…)

How to Use Fear to Your Advantage: It’s Not You, It’s Your Brain!

Posted by on Sep 6, 2017 in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance | 0 comments

The number one reason that salespeople don’t reach the pinnacle of their success that they seek and deserve is the inability to manage their emotions and feelings, to develop a relationship with fear.

Many people believe that laziness or poor self-esteem are the reasons behind a floundering career, but I believe the true cause is more primal; many simply don’t know how to manage the fear centre in their brain. (more…)