Posts by alicewheaton

The Power of Positive Paranoia

Posted by in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance

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...

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

Posted by in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance

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...

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Avoid Resentment at all Cost: It Sucks Away Vital Energy

Posted by in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance

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...

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

Posted by in Books, How the Top 10% Do It!, Self-Management Strategies for Optimal Performance

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...

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

Posted by in Books, How the Top 10% Do It!, Up-Level Your Selling Skill

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...

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