Top Characteristic Part Ten: Invest Daily in Your Attitude

Now that you have resigned from the company club, you can use that time and energy to do the one thing that will have the most impact on your performance and your life: Find ways to build up your attitude on daily basis.

Before we get in to some ways to do that, let me emphasize the importance of investing time and energy every day to improving, strengthening and elevating your attitude. The “every day” part is the key. Think about it:

How many times a day do you eat? If you’re like most people, then you probably eat three times a day and have some snacks in between. Now let me ask you: If you skipped breakfast, how would you be feeling by, say, 11am? Cranky? Hungry? Unable to concentrate much?

How about if you also skipped lunch that day? How would you be feeling around, say, 3:30pm? Would you be ready for that big presentation? Or that meeting with your sales manager or boss?

O.K., now let’s say you got home by 6pm and you didn’t eat anything all day. How would you be around your wife and kids? (Or roommate or girl/boyfriend?) Would you want to be around you?

Now imagine going two days without food. Try three. I think we could all agree you’d be pretty much worthless by then (if not way before!).

The reason I bring this up is that your mind, your attitude, needs feeding just like your body does. If you don’t make a concerted effort to feed it regularly, then it, too, will get sluggish and worthless. If you don’t spend active time feeding your mind, feeding your attitude positive material, then you will be more susceptible to negativity, more susceptible to members of the club, and each time you have a bad outcome – client doesn’t reload, new prospect doesn’t buy, you don’t make your lead numbers – you’ll get more and more discouraged.

And if you let that happen, then you’ll begin searching for reasons why you won’t succeed. And if you let that continue, you’ll find them or you’ll make them up…

Top producers always spend time consciously feeding their minds positive stories and positive examples and cultivating a “can do,” positive attitude. They spend time taking in other positive thinker’s ideas and strategies, and they purposefully employ those strategies in their lives. They are constantly listening to audio books, or reading (or re-reading) books on how to get better and do better. Many top performers also spend time with affirmations and visualizations along linked to purposeful and motivating goal setting.

And all this pays off. Those producers who are in the habit of developing a vision, and who dedicate themselves to achieving it – no matter what – those are the top producers, the top athletes, and other top performers who always out perform their competition.

But it all starts by making a commitment to developing, feeding and cultivating a positive, can do attitude. And the key, again, is to do this daily (several times a day, actually).

So how do you get into the habit of doing this? A good start is to find the medium that works best for you. If you are a reader, then get some books that resonate with you and commit to reading a certain amount of pages each day.

If you prefer audio books, then get those books on MP3 and listen to them on the way to and from work or when you get home, or at the gym, or when you’re walking the dog.

One resource I still work with today are subliminal recordings. Subliminal recordings are great because they speak right to your subconscious mind which runs just about everything in your life. I listen to recordings either during meditation or during relaxation sessions. I also use them to go to sleep with sometimes. A great resource for these can be found here.

Another good thing to do is to pick up a few books or audio programs on setting goals. Just listing what it is you’re going to accomplish this year (or what’s left of it) can be highly motivating by itself. As soon as you define your vision, you’ll find that you begin to automatically feel more positive and motivated. When setting goals, just remember:

Whatever you want to have or achieve is possible. Other people around the world are having and achieving the very thing that lives in your heart. If they can have it and do it, so can you! But you’ll need to work for it first. You’ll probably need to rearrange your consciousness so that it can fit a new expectation of what you believe is possible. And this is where affirmations are useful.

Affirmations are simply statements or images that you feed yourself, thoughts and emotions that you tend to dwell on all the time. Everybody uses affirmations – you’re using them right now. The problem is that most people are using the wrong affirmations and getting the things they don’t want as a result.

The reason for this is that most peoples’ random self-talk is incredibly negative. That’s where affirmations come in. Affirmations are nothing more than carefully constructed words, phrases and stories that you design in advance that support the goals you’ve identified are important for you.

There are many books on this subject, and you can easily do a search and find the one(s) that speak to you.

But affirmations are key to you feeling positive about yourself and your career, and for helping you maintain the positive attitude that will enable you to persevere and succeed.

With all of the resources above: books, CD’s/MP3’s, subliminal recordings, goal setting, affirmations, etc., you’ll be able to put together a varied and full course of “food for your attitude” that you’ll be able to munch on throughout your day.

If you’re not doing this now, or have stopped, then start today. It is amazing how just a little bit of positive energy can turn around a day, a week, month and a whole life. Remember, all top producers have a positive, can do attitude. If you don’t believe me, then get around one of them – their attitude is contagious. Yours needs to be, too.

In ending this series on the Top Ten Characteristics of Top Performers, I hope you’ve seen some ideas that resonate and that you feel will work for you. Just adopting a few of these habits will have a dramatic effect on your career in sales, and on your life in general. Hopefully you’re already using some of the characteristics, and you already know how valuable they are.

Make a commitment today to put even more of them to work for yourself. I guarantee the more you use, the better you’ll feel and the better you’ll perform.

NEXT – The Most Important Word In Sales

I was talking to a real estate agent the other day about the importance of disqualifying leads, and he told me an interesting story about their office’s top producer. He was talking to her one day and asking her what she did that made her so successful. She said her secret could be summed up with one word. When he asked what it was she said:


The moment I heard him tell me that I was in total agreement. I told him that was what I was trying to teach him with my disqualifying method. The majority of people you speak with, I told him, are never going to be a deal. The problem 80% of sales reps make is they spend time with them anyway, sending information, making multiple appointments, and begging and chasing the deal.

The Top 20% producers? Their attitude is – NEXT. And that’s when he said something interesting. He said he was afraid to let go because he didn’t want to chance losing a sale.

“If you don’t know after qualifying and listening to your prospect what it’s going to take to get the sale, or who isn’t a real buyer, then you’ve got problems — big problems.” I told him.

“I guess I kind of know but you can never be sure,” he said.

I’m here to tell you that it’s that attitude that separates the bottom 80% of sales reps from the Top 20%! The Top 20% know when to say, and aren’t afraid of saying, NEXT.

If you’d like to learn the Secrets of Top 20% and how to identify buyers and stop wasting time with non-buyers, here are a couple of things you should do:

#1) Go to and get the book of proven, word for word scripts that will help you qualify real buyers and teach you how to disqualify out the time wasters – so you can say NEXT sooner and save your energy….

#2) If you want even more Top 20% techniques, then watch these free webinars:

The sooner you learn to identify and spend time with qualified buyers, the easier it will be for you to say NEXT…..

The Key to Using Your Imagination

I’m reading a great book this summer about the power of using your imagination, called “The Law and the Promise” by Neville. It’s the kind of book that adds very fine distinctions to the concept of the Law of Attraction, and acts almost like a graduate level work on the subject. It’s the kind of book that reminds you what you think you already know about the power of setting specific goals and visualizing their accomplishment, but it does so in a way that makes you go, “Ah hah!”

The key that I took from it is the distinction between thinking of an image or goal realized and thinking from the image instead. This difference is so important, that it means the difference between a vision or goal being manifested or not.

The book points out that everyone uses their imagination, and the way most people use it is to think about something. In other words, they imagine something – a new car, more money, a new home, etc. – and they think about what it looks like, or they visualize the image as being out there. For example, everyone can hold the image of a beach in their minds – everyone can visualize it. The imagination can create virtually any image and think about it. That’s how most people use their imagination.

The difference in thinking from the image rather than of the image is that when you think from the image, you become part of it. It ceases to be an abstract concept, and instead, by entering into the wish fulfilled, you feel its accomplishment and thereby manifest it much faster. As Neville says, everything we see is created by focused and sustained thought through imagination, and fastest way to sustain that thought is to think and feel from the image manifested.

What this means in practice is that it’s crucial to create an image and then to inhabit it by feeling, seeing, hearing, sensing, acting as if it has been manifested. The sooner you do that, the sooner it will come into being.

Neville has many other golden nuggets in this book, like:

“Imagine better than the best you know.”

“If we live in the dream – thinking from it – and not of it, then the creative power of imagining will answer our adventurous fancy, and the wish fulfilled will break in upon us and take us unawares.”

“The drama of life originates in the imagination of man.”

“Life would undergo a change of appearance because we ourselves had undergone a change in attitude.”

I love that last quote about attitude. I’ve written many times about how changing our attitudes can change everything else too. Remember it was Zig Ziglar that said, “It’s our attitude, not our aptitude that determines our altitude.”

If you are looking for another book to add to your summer reading, then pick up this gem and read it today. It’s a fast read (you could read it in an afternoon), but it is a rich read as well. All books of truth are. I hope that learning to live from your dreams help you manifest them even sooner.

3 Secrets to Reaching Your Financial Goals in 2013

Now that December is here, it is time for me to solidify my goals for 2013. As always, I balance and set goals in all areas to maximize my growth as a person and as a professional. I have goals for health that include a targeted lifetime eating plan; goals for my business that emphasize professional growth; goals for creative expression that include writing and photography; goals for relaxation that include Europe and a lot more NFL football games!

When it comes to setting and reaching these goals, I use a simple and proven 3 step process that virtually assures that I reach my goals. I’m going to lay it out here as it applies to a financial goal, but recognize that this method applies to the success of reaching ANY goal. Here’s what you do:

Secret #1: The first step is to be absolutely precise on the desired goal. While you may have heard this before, it’s still amazing that many people I work with don’t practice this. For example, I still ask people what their financial goal is and they tell me, “earn more money than I made last year.” If you earn $1.50 more in 2013, then you will have reached your goal, won’t you?

Instead, you need to know the exact amount. In determining that number, I always look at each month, factor in vacations, holidays, projects, etc., and then I add up each month and come up with an EXACT figure. And then I add 20% more!

Once I have that “stretch goal,” I break it down again per month and write each month’s specific dollar goal everywhere so I’m looking at it each day of every month. I post it on my desk, in my car, in the bathroom; I know exactly what I’m going to accomplish each and every day.

I also adjust it per my production for that day so it is a fluid and ever changing number. Sometimes the daily amount gets bigger as the week goes on, and sometimes it gets smaller (depending on my production each day). But the point is that it is specific and exact, and I’m always aware of what my daily, monthly and yearly, specific dollar amount goal is for each and every day.

If you haven’t done this yet (especially the “add 20%”), then do it before January 1, 2013. You’ll be amazed how much this will keep you motivated and into action. And you’ll be amazed by your increased production!

Secret #2: Get clear on where every dollar of your income is going to go. Ask yourself: “What am I going to do with all the money I’m going to earn this year?” How much are you going to save by the end of the year? How much debt are you going to pay off? Are you going to buy a new car? Pay for your kid’s education? How much do you have budgeted for vacation? How about taxes? How about retirement?

These are just some of the questions you need to get in the habit of asking yourself this month, and you need to be completely clear on exactly where each dollar is going and where you’re going to be financially by the end of 2013. Having this kind of clarity and purpose helps keep you focused and disciplined, and it has a magical effect on how the Universe helps you accomplish your specific financial goal.

Now I know that things come up, but when you have every dollar accounted for, you’ll be amazed at how you can earn extra money to handle the unexpected. That’s just how it works. But I have found that when I’m crystal clear on how much I’m going to earn and what I’m going to accomplish as a result of it, my focus is razor sharp and I remain motivated each and every day.

In addition, when you know why you’re working so hard and what for, you’re ready to put secret number three into effect:

Secret #3: Once you are clear on your exact financial goal and know what you are going to get as a result of it, you can now practice one of the most important parts of any goal accomplishment: acting as if you’ve already attained your goal. If you’ve ever read any book on the Law of Attraction, then you know all about the importance of accepting and believing on a subconscious level that you already have what it is you’re trying to accomplish.

The Law is simple: the Universe responds to what you feel and believe to be true. If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) accordingly. If you believe the opposite, then you’ll find a way to keep taking actions to accomplish what you believe is possible, and the Universe will provide you with the opportunities to confirm what you believe.

But the key is to believe it has already happened. By acting as if you are already the top producer at your company, or by going to sleep at night already feeling the feelings of having accomplished your goal, you’ll act like a magnet for the success you’ve already determined is yours.

By acting as if you’ve accomplished your goal, you’ll automatically and easily take the actions necessary to achieve them. Suddenly it will be “like you” to come in earlier, to make more calls, to qualify better, etc. I have found that acting as if is the most important thing I have ever done to catapult me into new earning levels and new conditions in my life.

And I have found that it ALWAYS works. Whether I believe I can or I can’t, I’m always right.

There are lots of ways to achieve the “being state” of acting, feeling and experiencing your success in advance, but my favorite is to write and read affirmations that are rich in feeling and emotion. There are many books out there that will teach you how to do that, and I recommend you invest in them today.

The bottom line is that when you follow these three secrets to successful goal attainment, you will become unstoppable. There will no longer be road blocks, and no outside element will ever permanently get in the way of your accomplishing any goal you’ll set. You see, there is always a way to achieve anything you can dream of. And if you’re absolutely clear on what it is, know exactly why you’re going for it, and can feel and live as if you’ve already accomplished it, then nothing can stop you from attaining it.

I encourage you to use this month to put these secrets into your goal planning for 2013. If you do, then next year at this time you will be reaching for even more aggressive goals because you’ll have discovered the real secrets to performance in life.

All the best for 2013!

Summer Sales Slow? 5 Things to do NOW!

I don’t know about you, but in the middle of July business slowed down and after that it nearly stopped… We do have business, of course – very much like you – but the pace of business, the new leads and especially the urgency of the first half of the year seem gone…

What happened??

Summer happened, that’s what. As I speak to clients and colleagues (those who aren’t on their family vacations that is) they tell me the same thing – many of their bosses, co-workers, suppliers or business partners are either on vacation, just coming back from a vacation, or just about to take a vacation.

In fact, many people I know are taking as much as three to four weeks off! (I just spoke with a potential coaching client, and when I asked him when he was thinking of starting our coaching relationship, he told me it would be after his month long vacation in August). He and his wife will be back right before Labor Day.

So there you have it. Business is seasonal. Kids get out of school and the weather changes. Heck, I can’t even reach half my Canadian clients until mid way through September! People have worked hard and are now ready to take some time off. Business changes, people relax, and they won’t start thinking about their initiatives until right before the fourth quarter.

Does this mean companies aren’t buying or planning for the fall? Of course not. It just means that they are going to begin doing things on their time table right now, not yours.

So here are 5 things you can do to not only make sales right now, but also to set yourself up for the strongest end of the year you’ve ever had:

1) Don’t let up. Keep working hard – if not harder. Make more calls. Send more emails, stay later and come in earlier. The time you put in now may not seem to pay off right away, but in the fall you’ll see the fruits of this labor.

It reminds me of the “dog days of summer” in NFL training camps. I still remember what Bill Parcells told his players in late December when they were about to begin a drive that would determine whether they got into the playoffs or not. He looked at his exhausted linemen and said: “This is why you lift all those damn weights!”

The effort you put in now will make the difference at the end of this year…

2) Connect with established clients. This is the perfect time to send a card, to make a call, and to talk with clients about things other than business. For example, where are they going for summer vacation?

Face it – if things are slow for you, they are probably slow in their business as well. How about asking what they are doing to deal with this period and what they are doing to get ready for the fall. And how about asking what you can do to help them?

3) Work on improving your sales skill set, or work on a new product development or other part of your business that will make a difference in the second half of the year. If any of you have thought about developing a greeting card campaign to stay in front of your customers and prospects, this is the perfect time to do it!

Some of you know that I use to keep in front of my clients and prospects, and did you know that you can now use that same system without a sign up fee? Click Here to find out how. Just use this number to try this system out for free: 83661

Why not design a card with a picture of yourself and family on YOUR vacation and send it to all your clients and prospects. That’ll give you something to talk about when you call in September.

4) Make goals for September through December and develop a plan of action to accomplish them. Develop an affirmation card and goal sheet of what you’re going to earn, what it’s going to feel like over the holidays to have accomplished it and begin smiling each day as you feel the feelings of having done it.

Remember, “Fear Pushes, and Vision Pulls.” Use this time to create a compelling vision of the rest of the year for yourself and let that vision pull you through the summer. If you would like some help with Goal Setting, Click Here.

5) Feed your mind a positive daily diet. This is the time to feed your mind every single day (and many times during the day as well). My favorite book to re-read during each summer is: “Beyond Positive Thinking” by Dr. Robert Anthony. You can get it on

I’ll bet you have your own list of positive reading material you’d like to finally read. Pick one book tonight, put it on your desk and commit to reading it before next holiday. That alone will make a huge difference for you.

The most important thing to remember during the summer is that “This too shall pass.” If business has slowed down, that will change. And if you take advantage of any of the five suggestions above, you’ll be more prepared than your competition to prosper when it does…

The 5 Secrets of Great Vacations

Have you scheduled the rest of your vacations for this year? I have, and boy am I excited!!

After I did, I remembered an article I published years ago, and I thought about all the positive feedback I had on it. So I decided to reprint it here.

If you follow the advice I give, I assure you you’ll enjoy your work more and you’ll be more successful at it!

Here it is:

At a company I consulted with a few years ago, there was a manager, Brad, who would never think of taking a full week away from the office. “Much too much to do, and I don’t really need it anyway.” He told me.

“When was the last time you did take off on a real vacation?” I asked.
“Heck, I can’t tell you. Got to be over six years.” He said.
“Aren’t you burned-out?” I asked.
“Naw. I take three-day weekends occasionally, and there are holidays. I get by I guess.” He answered.

On the other hand, a woman I’d been coaching at the same company, Mirna, who is now a Top 20% closer, had just returned back from her first trip to Hawaii. She took her three kids and her husband, and when she came back to the office, she looked like a new woman.

She was tanned, relaxed, excited and she was energized! She talked about the fun her kids had, about how incredible Hawaii was, and about how she couldn’t wait to go on her next trip!

Vacations are the key to staying energized, focused, rested and motivated. And when you are energized and motivated, you perform better on your job and are happier overall. All work and no play make Jack, well, you know the story.
But just like in sales, there are guidelines and “best practices” to ensure that you get the most out of your vacation. After years of perfecting the vacation, I offer, “The 5 Secrets to Taking Great Vacations” — enjoy!

Secret #1 — Schedule and pay for your trips at least six months or more in advance.

Don’t wait till the last month to take a trip because it will never happen. You will always be too busy. By planning, scheduling and paying for your trips far in advance, you’re almost certain to actually take them. July or November or March will always come and if you’ve already paid for a trip — you’re going!
Benefit: When you plan that far in advance, you get to look forward to it for months! It’s a great motivator.

Secret #2 — Go somewhere special.

Make a list right now of the six places you and your family would love to go to. Then enlist their help! It’s a great family activity.

Next, pick one special or exotic place this year and — that’s right — book it now. Go ahead, buy the airfare, book the hotel and car and pay for it. And then, have everyone mark it on his or her calendar.
Benefit: Watch the attitude of your family change — for the better. Suddenly there’s something bright, fun and enjoyable you are all looking forward to. Gee, the kids sure are nice to be around again!

Secret #3 — Don’t return to work until Tuesday!

Even though you get back Saturday or Sunday, don’t go right back to the office. Give yourself time to readjust, run errands, and settle back in. Nothing ruins of good vacation more than going back to work the very next day. Vacation? What vacation?
Benefit: Taking Monday off is like getting another “bonus” vacation.

Secret #4 — Take at least one mini vacation per quarter.

Besides your large vacation, plan to take at least one extended weekend, holiday or other three or four day break per quarter. Hitch a Friday and Tuesday onto a Memorial Day weekend, and voila! — you’ve got a bona fide vacation using just two personal days.

Try to go somewhere on at least one of these, and spend the others around the house getting things done or just relaxing.
But all the previous rules apply: plan, schedule, and pay for it in advance!
Benefit: Even more to look forward to!

Secret #5 — Don’t work while on vacation.

Your vacation is exactly that — a vacation! Leave your laptop, blackberry, and paperwork at the office. Resist the temptation to check in with your office. This is your and your family’s time.

Train your sales manager, VP of sales, or assistant to handle all business while away. They will do fine without you, and it will all be there when you return.
Benefit: You will actually feel like you’re on vacation and you’ll enjoy it even more!

So there you have it — the 5 Secrets to Great Vacations. I guarantee that if you follow these rules, you will not only enjoy your life more, but you’ll be more productive at work as well.

Imagine that — more successful and happier!

When is your next vacation?

The Road to Success is Simplicity

I want to share a simple concept with you that can help you grow your business, close more sales, make more money and be more successful in just about everything you do. The good news with what I’m about to share is that it isn’t complicated or hard, in fact, it’s just the opposite – it’s simplicity itself.

The following excerpt comes from an article in “The Economist” by the author Schumpeter. I think it speaks for itself:

The Economist

Keep things simple, said Schumpeter. That is the key to a successful business, according to Bain & Co. consultants Chris Zook and James Allen. In their new book, Repeatability, they lay out how the world’s most successful companies “make a cult of simplicity” and relentlessly apply stripped-down business models to new opportunities. You can see this winning formula of “simplify and repeat” in Ikea’s flat-packed furniture, McDonald’s hamburgers, and Berkshire Hathaway’s buy, improve, and hold approach to investing.

“Lego learned the lesson the hard way. In the mid-1990s, the Danish toy company expanded feverishly into theme parks, television, and clothing lines; that led to years of dismal results. Only when it went back “to its roots”—those little plastic bricks—did big profits return. Businesses have a natural tendency “to grow more complex as they mature,” and that complexity can be a “silent killer.” For all the worries companies have about being “crushed by the next big thing,” the best way to survive dramatic change is to “keep hammering away at the simplicity mantra.”

The great thing about this article is that it reminds us all to focus on the fundamentals of what makes us successful, and I can tell you from my own experience that is right on the money. Here are a couple of examples:

1) When I was a struggling sales rep prospecting and closing business, I was always on the look-out for the latest technique (you know, the one that happened to work on the last close) or the best leads (there had to be a better lead source than the one that I was calling), or I was looking for some other easier way of finding deals.

I spent a lot of time changing my approach, searching leads, etc, but in the end what I learned was that I was the most successful when I just called a lot of leads and used the proven scripts I had developed months before. In fact, I closed a lot more deals when I concentrated on following the proven scripts and techniques that always worked. When I concentrated on the simple fundamentals of properly qualifying leads and following up with proven buyers, my business took off.

What I ultimately learned was that there was no easier, softer way to write business – I simply had to do the things that were proven to work. And once I accepted and concentrated on being the best qualifier and closer in the office, and once I combined that with making more calls than anyone else in office, that’s when I became the top closer out of five branch offices.

It was as simple as that.

2) Fast forward to my current business as a sales consultant. I have spent a lot of time and money chasing the next (complicated) best thing. In my line of work there is a new distraction (supposed to be an easier way of getting clients) being promoted seemingly every day. There are new leads generation programs, new social media groups to join, new ways of delivering my content – heck, the list really is endless!

Now I’ve chased a lot of these new (complicated) programs and without fail, they all cost me a lot of time, energy and money. Did they bring me a lot of new business? No. What I learned is that when I just focus on my core competency of teaching business owners how to grow highly successful inside sales teams, my business took off. It’s as simple as that.

Could I improve my CRM system? Sure. Could I start yet another group on LinkedIn? Sure. Could I start a membership site for residual income? Sure. Would all those complicated and expensive measures earn me more money than simply concentrating on what I do best? No.

My simple business truth – just like the little Lego’s – is that I make the most amount of money and help the most amount of people when I focus on my fundamental core skills – helping business owners grow their inside sales teams. And that’s what I’ve focused on over the past two years. And, coincidentally, I’ve had the best two years of my business!

Now it’s time for you to think about your core competencies. What do you and your company do best? If you’re a sales rep, when was the last time you concentrated on the fundamentals of selling? If you’re a business owner, when was the last time you focused on how you help people the most? By going back to basics and perfecting those fundamentals, you will likely grow market share and be more successful.

It really is as simple as that.

My Secret to Sales Success

I get asked, over and over again, what the one secret to my sales success was.  Was it dedication and commitment, some ask?  Was it perfecting my sales skills and being better at it than my competition?  Was it old fashioned persistence?  Was it that I got better leads”?  (By the way, I didn’t.  I got all the regular ‘green card’ leads like everybody else).  What exactly was it that made me the top 1% of all sales reps in my career?

My answer to that question is two-fold.  First, all of the above was true.  I was completely committed to being the best at what I did, and I learned and perfected all the sales skills I could, etc.  I’ve written about this before in my bestselling book, “The Real Secrets of the Top 20%”, and in hundreds of articles I’ve written over the years.  

But that alone wasn’t what drove me to perform at my best.  

In fact, while learning and using the best skills is highly important, it’s only half of what you need to excel.  It’s the other half of the equation of success that makes the real difference – having, reaching, updating and setting worthwhile goals – in all areas – is what is needed to drive and sustain the kind of effort to truly change your career and your life. 

Now I know you’ve all heard about the importance of setting goals, and I’ll bet you’ve probably all set some goals from time to time and even reached some of them.  But here’s the million dollar question: Do you have specific goals, right now, written down in all areas of your life that you’re affirming on a daily basis, and visualizing several times a day? 

If you’re like most people, the answer is no.  And the reason for this is you’ve probably never been taught, or had a structured program, for keeping you motivated long enough to reach and then re-set meaningful goals.  

For a FREE goal setting plan, along with videos and everything you’ll need to learn how to do this, simply Click Here 

Everything changed when I learned the secret and the power of setting achievable and meaningful goals.  In fact, goal setting is still what drives me to get up in the morning and do what I do.  My vision of my life in the next year, next two years and five years and beyond is so exciting, so motivating, so dynamic, that I can’t wait to get out of bed in the morning and go to work! 

Is that how you feel, too?  If not, then I’d like to invite you to the 100 Day Challenge.  The good news is that it’s completely FREE, and it’s the missing ingredient to the success you desire.  

Ask any top producer (or top performer, athlete, or leader in any profession) what their immediate and long term goals are and they will tell you – in vivid detail.  You see creating a vision is what enables you to use the skills and ability and techniques that you may already have. It’s also what motivates you to get these skills and perfect them if you don’t.  

Having a believable and attainable vision for your life is the key to a successful, purposeful and happy life. 

That is the ultimate answer I give when people ask me what the secret to my success in sales (and life) is.  If you want success in your life as well, then start by defining what that means to you today and for tomorrow, and set manageable goals to begin moving toward it.  

Remember, you will move toward and bring into your life what you are focused on every day.  My question to you is: Have you taken the time today to define, or redefine, exactly what this is?  If not, then take the FREE 100 Day Challenge today!

3 Skills to Succeed in 2012

As we head into the holidays, you’re probably reviewing your year and wondering what you can do to have an even better 2012.  Here are three areas you can focus on that will pay you huge dividends in the year ahead

1)      Focus on building an attitude that expects success.  Your number one priority for the New Year should be to do everything you can do to develop, protect, and nurture a contagiously enthusiastic attitude. The ultimate key to success in this and every year is your ability maintain a positive attitude.  Think about all the negative people you’re going to run into today, this week and this month.  Are you going to infect them with your positive, can do attitude, or are you going to get more and more negative with each phone call?  IT IS UP TO YOU!!

Starting this week, get into the habit of feeding your mind and attitude daily with affirmations, by listening to motivational CD’s, by reading two pages a day in a positive book, and by goal setting. If you haven’t read books like, “The Success Principles” by Jack Canfield, or “Beyond Positive Thinking” by Dr. Robert Anthony, then go to Amazon and order them today.

My favorite way to feed my positive attitude is to use hypnotic recording CD’s or MP3’s.  Click Here for the best selection of quality programs at unbelievably low prices!

2)      Sharpen Your Sales Skills.  Let’s face it – there is no room for error in today’s selling environment.  Sloppy sales presentations, poorly qualified leads, and just plain lazy or bad habits are going to make you miserable in your job in 2012.  You must, and I mean must, learn, practice and use effective sales techniques that will allow you to identify buyers and then deliver effective presentations to close more business.

The Top 20% will do well because they already use effective skills and spend time getting better, but the bottom 80% are going to struggle.  I would say that up to one quarter of all sales reps will lose their jobs in 2012 because they won’t improve enough to make it in today’s competitive marketplace.

What are YOU doing now to improve your skills each day?  Obviously there are many good books and training CD’s on the market, but if you are really committed to improving, then start by learning and using better scripts.  You can get over 220 scripts by investing in my best-selling book, “The Ultimate Book of Phone Scripts.”  See it here.

If you want an even more comprehensive core selling skills training program for you or your team, then Click Here.

3)      Start Listening To Your Prospects.  Now more than ever, it’s crucially important that you learn how to connect with your prospects and show them you really care about what they’re going through and what their needs are.  80% of your competition is going to pitch and pitch and pitch, and this is going to turn off the people they are trying to sell.  The Top 20% are going to take the time to understand the choices their prospects and clients have and they’re going to find ways to help them.  And it all begins with listening.

People are going to buy from people they like, know and trust, and the best way to build this rapport is by asking questions and actually listening to their answers.  I’ve written many articles on listening skills, and you can see many of them here.  Whatever you do, though, you must begin showing your prospects you care, and best way to do that is by learning how to listen.

So there you have it.  Three simple things you can do that will guarantee you success in 2012.  Just remember, 80% of your competition won’t do these things but if you will you will out sell and out-perform them in sales.  In fact, you will become a Top 20% producer, and I’ll bet that will make your 2012 successful, won’t it?

So commit to yourself today and start implementing these three techniques.  Believe me, this time next year, you’ll be glad you did!

If you found this article helpful, then you will love Mike’s new book: “The REAL Secrets of the Top 20% – How To Double Your Income Selling Over the Phone.”  You can read about it by clicking here:

Mike Brooks, Mr. Inside Sales, works with business owners and inside sales reps nationwide teaching them the skills, strategies and techniques of top 20% performance.

He offers a FREE audio program designed to help you double your income selling over the phone, as well as an internationally acclaimed FREE ezine. If you’re looking to catapult your sales, or create a sales team that actually makes their monthly revenues, then learn how by visiting:

Why You Don’t Want to Be Successful

I was in Las Vegas giving a Keynote speech at a sale conference the other week, and a rep came up to me and told me this story:

“Mike, I was out playing golf with a really successful business coach a few years ago, and after I hit my first ball about 150 yards, we got back into the golf cart and I said to him, ‘I really want to be able to hit the ball 200 yards.’  The business coach looked at me (we’ll call him Bob), and he said, ‘No you don’t.’ 

“I looked at him and said, yes I do.  I really want to be able to hit the ball 200 yards.”

 “No you don’t,” Bob said. 

“By now, Mike, I’m getting pretty mad because, yes, I do really want to hit the ball 200 yards, so I said to Bob, ‘What do you mean, no I don’t?  I do!  I really want to be able to hit the ball 200 yards!

“So Bob looks at me and he says: ‘Well, do you have a golf coach that you’re working with every week?’  And I said, no.  He then asks me, ‘Well, do you practice every week?’  And I said, no. 

“So he says, ‘Well, see.  You don’t really want to hit the ball 200 yards!’” 

I nodded at the rep and he smiled at me.  He then said, “I’ll tell you, Mike, after that ride in that golf cart, I went and hired a pro, committed to practicing regularly, and now I hit the ball 200 yards!” 

That story really hit home for me.  I can’t tell you how many times I “wanted” to have or do something, but nothing happened until I committed to it and took consistent action.  In fact, I can’t remember anything that I didn’t get or accomplish once I did that!  

And that’s why I love coaching and working with business owners and sales reps who have made the commitment to getting better.  I know through my own experience and the experience of hundreds of other people I’ve worked with over the years, that if you are finally ready to do what it takes to succeed, then I can give you the tools that ensure success.  

Think about your own situation for a moment.  What are your goals or resolutions this year?  Are you committed to getting in better physical shape?  Are you committed to a certain income level this year?  To completing a creative task?  

If so, have you hired a fitness trainer?  Do you have a sales coach or have you joined a mastermind group to support you and give you the tools you need to succeed?  Have you joined a writing or photography group?  

Just what actions ARE you taking right now to accomplish your goal?  

The bottom line is that we all want lots of things, but only a few of us are willing to actually do something about it.  Is this the year that you finally have what it is you’ve always wanted?  The good news is that it’s there for the taking if you’re ready to do something about it.  I hope you are.