Books

6 Steps to Respectful Confrontation

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

Most of us have had annoying experiences with people who just rub us the wrong way; this is a common occurrence. There are also those who you can always count on to take a meeting off track. As an example, let’s say you are in a sales meeting with several others. You might be running the sales meeting, or you might be a participant. A team member’s participation is minimal and they are making lots of noise, doodling on the margins of the meeting agenda, sighing, and rolling their eyes. He or she is not contributing to the discussions, and you are becoming increasingly annoyed. What can...

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5 Stages of Success… From Unconsciously Incompetent to Constantly Vigilant

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

There are 5 levels of competency on the typical path to becoming one of the top performers in your field. The first one is unconscious incompetence. What that means is that when you go into a new job, you don’t know what you don’t know. In my case, I went from being a critical care nurse to Xerox Canada in Toronto without any prior business knowledge. My sales manager took me under his tutelage. Still, he was concerned about me because I knew nothing about sales, even though I managed to sell my way into that job. Looking back, I now know that walking into that role I truly had no idea...

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Why You Want to Be a Happy Loser

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

Salespeople face, and conquer, fear of rejection daily. In fact, successful salespeople wake up in the morning subconsciously aware that to be proactive about driving business means that they need to be willing to be a happy loser. They will face rejection and start all over again, and they will be happy while doing it. Though this fear is commonplace in a professional environment, there aren’t very many professions in the world where folks, as a rule, volunteer to wake up every day just to be rejected again and again. Most of the rejection that salespeople face occurs when they put...

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The Path to Personal Mastery

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

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...

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The 5 Key Attributes of Elite and Top Performers

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

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. The first ability is that they know how to manage their emotions and feelings. They...

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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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