Books

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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How to Accept the One Who Annoys You!

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

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...

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The A.R.T. of Success

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

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...

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