I Doubled My Income in 90 Days Using This Technique

Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?!

Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn’t very good back then. I didn’t know what I was doing wrong, so when I heard Stan make this claim, I was all in.

He also said something else: He said that even though this was a simple and proven technique, 90% of sales rep would not follow through and do it. I thought that was just crazy. Who wouldn’t want to double their income in 90 days? And secretly, I thought, if I increase my sales by just 50% it would be worth it. What I’ve come to find out in my long sales career is that he was right—most sales people don’t follow this powerful technique.

Here’s what it is: Make a commitment today to record your calls each and every day for 90 days, and listen to some of them, analyze them, and make a commitment to improving each and every day in the areas you hear need improvement in.

When I first started doing this, it was pretty painful listening to myself, and listening to all the things I was doing wrong. Here is a brief list of what I learned:

  • I talked over prospects.
  • I sounded like a salesman.
  • I didn’t build any real rapport.
  • I completely mishandled the gatekeeper (it was no wonder I rarely got through).
  • I didn’t listen to my prospect’s tone or to whether they were open or annoyed—I just barreled on.
  • I wasn’t following any kind of script; I was adlibbing it big time and it sounded like it.
  • I didn’t sound professional at all – too many ums, and uhs, etc.!
  • I didn’t qualify my prospects and instead just set unqualified appointments, and I wondered later why they didn’t close.
  • I didn’t set a scheduled appointment for the next call, nor did I set an expectation for that call on the rare occasions when I did set one.

And these were just some of the things I found wrong! What I also realized was that if I kept performing this way, I would never improve my results. And what I’ve found in 30 years in sales leadership and consulting is that the majority of sales reps and sales teams are making these same fundamental errors over and over again, and that’s why they continue to struggle.

To illustrate this, just last week I was asked to be a guest coach with a company called ExecVision (a call recording software company) on a webinar called, “Call Camp.” During this webinar, I listened to and critiqued sales rep’s actual calls. I highly suggest you listen to the recording of this webinar. Listen to the Call Camp recording here.

As you’ll see, the sales reps are making many of the errors I used to make. As you listen to the program, ask yourself: How many of these errors are you or your team making?

So, what to do about it? Take Stan’s advice above. Start recording and critiquing your calls today. If you need help recording your calls, for instance, if your phone system doesn’t allow you to record calls, or if you’re making calls using a cell phone, then here is a great solution to help you record all your calls easily: See the recording program here.

If you have questions about the legality of recording calls for your state, then check this article out by Steve Richard of ExecVision. You’ll learn everything you need to know.

Bottom line, you now have no reason not to record your calls. And if you do, you’ll put yourself in a position to double your income within 90 days. The only question now is whether or not you’re in the 10% group of motivated, committed closers who will do this.

If you are, get ready to earn more money – a lot more.

Knowledge is Power – Or Is It?

The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things. Perhaps the most revealing aspect of this exercise was listening to my self-talk as my initial answers came.

For example, when I asked myself if I could write a bestselling book, my automatic self-talk was, NO! I was amazed by the flurry of supporting thoughts – and by how quickly they came – as to why I couldn’t. Things like I had never written a book before; It was really who you know, not how well you can write; And I even thought that there are many, many other writers better than I was who never wrote a bestselling book.

After this initial onslaught of negativity, I then decided to do some research on authors whose first books did become bestsellers. The obvious example was John Grisham’s A Time to Kill, published in 1988. It took him four years to write that book, and not only did it become a bestseller, but he is one of only three authors to sell 2 million copies of a first printing. As I continued to look, there were others whose first books became bestsellers as well.

So suddenly, I had to grudgingly admit that I had the ability and potential to write a bestselling book, but what I obviously lacked was the knowledge and training (writing experience) to do so. As I thought more about this, I was pretty certain that my next meeting with my mentor would be about learning what I was sure was the missing link to unleashing more of my ability and potential: knowledge and training.

When we next got together, we reviewed my experience with asking myself the “can I?” questions, and he pointed out how important my initial internal reactions were and especially my self-talk. He said we would be getting back to that in an upcoming session. When I told him my ‘aha’ moment about knowledge and training, he smiled again and asked me another question:

“Mike, what do you know about the importance of eating a lot of fruits and vegetables in your daily diet?”

Well, that was easy! I told him all about the studies I’d heard and read about emphasizing the importance of fruits and vegetables. I told him about the essential vitamins and minerals found in green leafy vegetables, about the disease-fighting phytochemicals found only in these foods. I then told him about the importance of dietary fiber which was crucial to maintaining a healthy intestinal track and, of course, and to preventing constipation and even reducing the risk of bowel cancer. I was prepared to go on even more until he stopped me and asked me another question:

“Mike, how many servings of fruits and vegetables did you have yesterday?”

I hesitated as I reviewed my eating that day. For breakfast I had bacon and eggs over easy with hash browns and white toast (lots of butter of course). I went out for Chinese food for lunch and had the lunch special of chicken fried rice. For dinner I had a steak sandwich with garlic mashed potatoes. Oh, and there was some broccoli as a side that I pushed around with my fork but ultimately ignored.

He then said, “So Mike, is it a fair assessment to say that you already have more knowledge about good eating habits than you’re using?” He had me there. He then went down the list. He asked me if I knew more about physical exercise than my daily workout routine (what daily workout routine?) would indicate? Yes. Did I know more about good organization habits than my garage at home or my closet might indicate? Yes. He asked about when I was in college if I knew more about good study habits and homework habits than I had practiced? Yes again!

And that’s when he lowered the boom on me. He said, “Mike, just like it isn’t about how much ability you have that determines your results, it’s also not about how much you know that determines your results either. Just like with potential, people have a lot more knowledge than their actions and results would indicate.”

So I brought up training. I told him that maybe if I had more training – essentially more knowledge – than maybe I’d use more of it. He immediately reminded me of the sales training I went through when I was first hired. He reminded me of all the phone scripts and proven techniques I had been given. He asked me how many of them I used on a daily basis. (Not many – I was still winging it.) He asked me where my script playbook was at that moment? Was it on my desk, opened up to the rebuttals I would need for my next call? No, I had to admit, it was in the middle drawer of my desk, under a pile of other neglected paperwork.

He asked me another question: He said, “Mike, do you know more about the importance of good qualifying techniques and skills than your last few sales lead calls might indicate?” Gee, this was getting annoying. YES! “Do you know more about closing skills and proper objection handling than your last few closes might indicate?” Okay, I surrender. I admitted right then that, yes, I knew more about most things than I my actions, behavior, and my results showed.

He told me that while knowledge and training were important, they were not drivers of actions nor of results. They were not what made someone more successful than someone else. He told me that knowledge was crucial, and that we could always use more training, but by themselves, they were not going to cause me to use more of the potential and ability that I already agreed I had. He told me that it’s not what I know, rather, it’s what I do with what I know that makes the difference.

All right, so how do I get motivated to use more of that I already know and to use more of my potential and ability? I was suddenly convinced the missing piece was motivation, right? When he heard me say this, that same little smile, now a smirk, I was sure, crept across his face. He told me we’d dive into that subject next week.

In the meantime, he challenged me again – and I’m going to challenge you – to come up with areas in my life where I wanted to achieve more, and then he asked me to begin making a list of the things I already knew in those areas and whether or not I was using my knowledge and training to maximize results in those areas. Whether or not that knowledge was influencing my behavior or allowing me to use more of my ability and potential.

It was the start of an interesting exercise, and I highly recommend you try it for yourself this week. Pick an area – as many areas as you choose – and ask yourself if you know more than you use. If fact, ask yourself how much, or how little, of the current knowledge you have in that area that you’re using. The answers for me were revealing, and I think they will be for you, too.

Best Motivational Book Recommendation

Thanksgiving is in two days, and the holidays are right around the corner. As we work to close the year strong, many of us begin thinking about our goals for 2018. And, more importantly, we begin thinking about what we can do differently next year to achieve them.

I want to share with you one of my all-time favorite books on how to achieve the right mindset for achieving just about anything. This is a book I picked up in the 80’s, and I read it at the end of just about every year as I set my new goals.

It’s called, “Advanced Formula for Total Success,” by Dr. Robert Anthony. If you haven’t read it – or haven’t read it lately – than this will be one of the most important books you’ll ever read. It’s packed with useful, no-nonsense examples that will really resonate.

It is out of print, but you can get used copies on Amazon.com for about $6.00. Believe, me, it’ll be the best $6 you’ll spend this year.

Dr. Robert Anthony updated this book a few years ago and called it: “Beyond Positive Thinking.” That book is readily available as is, or an audio version of it if you prefer to listen to your books.

Either way, though, Dr. Robert Anthony is an awesome writer who gives you the formula you need to set and achieve goals. So while you’re contemplating that second piece of pumpkin pie, make sure you eat it while you’re reading one of the most important books you’ll find in years.

Enjoy!

Whatever You’re Thinking, Think Bigger

Whatever You’re Thinking, Think Bigger.

–Tony Hsieh, entrepreneur

You’ve probably heard the expression that “Life is a self-fulfilling prophesy.” Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I’ll bet it’s true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service? Have you ever asked yourself why that is?

I sure did. My moment of clarity came one day when I grew sick and tired of being sick and tired. I had just lost a big sale, and suddenly I didn’t have spending money for the weekend. As I looked around at the top three producers, I saw their expensive suites, and I saw their nice cars in the parking lot. They were selling the same thing I was, but my results were totally different. I wondered what I was doing wrong.

At that moment, I made a commitment that day to do whatever I had to do to succeed. Within 90 days I went from one of the bottom producers to the top out of 25 reps. As soon as I was handed the biggest paycheck I had ever earned, I went back to my desk and wondered just what the limit on my income could be at that job. Looking at what others had been earning for over a year, I set a new goal of income for myself – a big one.

By the end of that year, I had reached that goal. As I lay on a lounge chair in Maui, Hi (a bonus from the company!), I set an even bigger goal for income in that next year. By the end of that year, I hit it again! The following year, I had bigger income goals, but I knew I needed more opportunity, so I left that company and became a vice president of sales with a new firm. I hit my goal again. Suddenly life became very open to me.

I have learned to be a big believer in visualization and affirmations, and over the years I have proved to myself that whatever I think is possible becomes possible. But I have also learned that it can become a limit. Rarely do I exceed my goals, rather, I achieve them. And that’s why I love today’s quote. I read something similar once that has become my new mantra:

“Imagine better than the best you know.”

What I love about this quote is that whenever I finish goal setting for the year or the quarter, or the month, I ask myself: what would happen if I imagined even better? What would be even more exciting and fulfilling? What would my life be like if I accomplished something more?

And once I go beyond what I think is possible, I look for evidence of someone else achieving it. I always find examples of people or organizations who have higher goals than I do, and this always inspires me to dream bigger.

I do believe life is a self-fulfilling prophesy, and this leads me to another quote I think often about: “Most people don’t set goals to high and miss, they set them too low and hit.”

So today, I constantly challenge myself to ask “what if?” This helps me raise the limits of what I think are possible, and this allows me to keep hitting bigger and better goals.

Now granted, there are other variables at play. One of the most important is, of course, skill and technique level. Top producers consistently practice better selling habits and better sales techniques. But you can learn and practice these, too. They tend to work harder, but, again, you can do that.

They put in the time, energy and money required to perfect their craft. But the good news for everyone else, is that these techniques and habits can be learned by anyone willing to put in the same time and effort.

Years ago, I heard a sales trainer say that the great thing about sales, especially commission sales, is that you are the boss. Think about it: the company you work for pays all the bills – they pay the phone, office space, pay the support staff, get the leads, etc. All you have to do is determine the amount of money you want to make. The great thing about sales is if you want to get a raise, then you can give yourself one – close more sales.

After I applied myself and mastered the craft of sales, in other words, put in the time to learn how to make a connection, build rapport, qualify leads, handle objections and stalls, etc., I realized that there was another component to sales: the mental part. What I realized is that what separated me from big dollar producers wasn’t my skill set any longer, but rather, what I expected of myself.

Someone once said that the world (and sales) is like a vast ocean: some people go to it with a teaspoon, others a cup, and others a dump truck. How much you take out of the ocean is determined by the container you take to it. It’s the same in sales. What’s the difference between someone making a million dollar a year in commissions and someone making $5,000 a year? Their expectation level.

Think about it: If you were to take a million dollar producer from one company and put him or her in another, how do you think they would do? First, they would make sure a million dollars in commissions was possible in that job or industry, and then they would generate it. But the same is true with the $5,000 producer. Put that person in the same job or industry, and they’ll average about $5,000 in commissions. I’m sure you’ve seen this happen…

What I’ve found to be true in sales – and in life – is that you get what you expect. And the true way to get more – sales, commissions, income – is to believe it’s possible, and then truly expect it.

You Can Do It

Can you become a top sales producer?

We all know who the top sales producers are. Every company has them. If you look at all the producers in your company, I’m sure they are ranked in production from top to bottom. If your company is like most, there are probably even monthly or quarterly bonuses for the top revenue earners. Sales reps often ask me if I think they have what it takes to become a top sales producer, and I always answer that question with another question.

I’ll ask you that same question right now: Can you run a marathon? You know, a 26 mile marathon race? Just listen to what your mental answer was: yes or no. Some of you may be very athletic and some of you may even be runners, so that answer may be clear. But what about you? Can you run a marathon?

When I ask that question at a sales conference, the majority say no, they can’t. They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and often their lack of an exercise routine. Once they consider all these things, it is easy for them to admit they just can’t do it.

After I ask this question, I then surprise everyone by telling them that they absolutely CAN run a marathon if they choose to. I tell them that they all have the ability to run a marathon and that the word “can” refers to the ability to do something. And you who are reading this right now can run a marathon, in other words, you have the ability to run one if you choose to.

The reason I know you can is because of the amazing people who are competing and finishing marathons right now. There is Fauja Singh who, at 100 years old, completed the Toronto Waterfront Marathon. It took him more than eight hours, but he did it. Then there is Patrick Finney’s accomplishment. In 1998, this Texas software engineer woke up with numbness in his legs. Doctors diagnosed him with multiple sclerosis. In 2004, he couldn’t walk any longer.

But Patrick didn’t give up. He committed to getting better, and with the help of medications and physical therapy, he learned to balance again, and after two years he entered and completed a marathon. He went on to finish 50 marathons in 50 different states – the first person with multiple sclerosis to do so. These are just two of thousands of other inspiring stories.

Now let me ask you a different way: If I told you that I would give you 1 million dollars to complete my favorite marathon – the December Honolulu, HI Marathon – and I’m talking 1 million dollars cash, after taxes, do you think you could do it? I’ll bet you’d start practicing tonight, wouldn’t you!

You see, the important thing is that can is an ability. You have the ability to run a marathon, even though you may choose not to right now. But you CAN. And you can do a lot of other things as well – like become a top sales producer at your company and in your industry. But you first have to believe that you can first.

Many people limit themselves, in every area of their lives, with a “can’t do” attitude. It doesn’t matter if you’re interested or not, what is important is that you can. Once your potential and ability is properly reframed in this way, your life becomes a choice. It is okay if you choose not to do something – I am not into playing cards, but I know I “can” play championship bridge; I just haven’t learned how yet because I’m not interested in cards. But I can!

Once you recognize and acknowledge your ability – and we all have a lot more ability and potential than we are using – that’s when your life becomes an awesome opportunity. You can achieve superstar performance in sales – others have, and you have the ability to as well.

You just have to decide if you’re willing to put in the time and effort it takes.

But you can do it.

My Favorite (Brian Tracy) Goal Setting Technique

Happy New Year!

How is the goal setting going?

If you are feeling a bit overwhelmed with setting goals in each area of your life, or if you are overwhelmed now that you have set goals in every area of your life and you are already wondering where you’re going to get the time to do it all, then you’re not alone.

I’ve been goal setting for years, and while I (and the rest of the world) may get pumped up by all the wonderful things I’m going to accomplish and all the changes I’m going to make, what I’ve learned is that there is only so much time.

It’s an old story, but if you want to know how much of the goal setting (and accomplishing) really goes, just drive by your local gym’s parking lot during the first week of January and compare it to the first week in March.

I once heard Brian Tracy talk about setting goals, and he recommended a technique that not only made a lot of sense, but that turns out to be so powerful, it is life changing…

He said what you do is make a list of your top ten goals for the year. Think about what’s most important to you in the different areas of your life, and write down ten things.

Next, prioritize that list so that the most important goal is number one. The way to determine which goal is number one is to ask yourself which of the ten would have the most impact on your life if you actually reached it.

Once you have your list prioritized, throw away the other nine goals and make a commitment to making that number one goal a reality in the coming twelve months.

And once you’ve made that commitment, ask yourself what one action you can take today, right now, to begin reaching that goal. And once you have identified that, do it.

Before you go to sleep tonight, identify the one action you’re going to take tomorrow, and then commit to taking it.

And then do this each and every day until you have accomplished that one most important goal.

When I heard this, my first thought was, “Yeah, but what about the other nine goals? What about balance and all that?”

And that’s when he explained that despite our best intentions, most goal setting starts strong, but by March we’ve given up on half of them, and by the summer most – if not all – have been abandoned.

That’s why identifying one goal, the most important and most impactful goal, is a better way to go.

Think about how much your life will change (and the lives of your family members) if you reach your number one, most important goal.

If your goal is to become a top producer in your industry and double or triple your income, think about the impact that will have on your family! Think about buying that new home, or providing for your parents, or allowing your wife or spouse to stay home.

If your goal is to finally write that novel, think about how your life will change when you finally accomplish that this year! Think about the weight off your shoulders now that it is a reality rather than just another dream.

If your goal is to lose weight, get in shape, and get off your medication and live a longer, healthier life for yourself and your family, think about the long term rewards achieving that goal will bring you! (And think of the consequence if you don’t.)

Whether or not you agree with Brian, I’m here to tell you that it’s more impactful for you to hit the most important goal in your life than it is to set ten and not hit any of them…

And, hey, if you reach your number one goal by July, you can get to number two!

If you’ve set goals for years and not been very successful at following through, then why not take the pressure off yourself and try Brian’s method?

How bad would it be if you actually reached your most important goal in 2017?

5 Book Recommendations to Have a Great 2017

As you run around doing your final Christmas shopping this week, have you remembered your favorite person? (You!)

I know you do a lot for others in your life – your family and extended family, your co-workers or employees, those people who serve you in your favorite restaurants, cleaners, mail delivery people, etc. – but what about yourself?

As we stare down New Year’s Eve and a whole new year of dreams and goals, why not give yourself a couple of books (or audiobooks) that can motivate and support you in achieving those dreams?

Here are my top five favorite motivational and inspiration books. If you haven’t read them, then you’re in for a treat…

#1. “The Advanced Formula for Total Success,” by Dr. Robert Anthony. This is a classic and one that I read every year. It is packed with the truth about what is holding you back from achieving your dreams, AND it tells you how to release the breaks.

It is out of print, but luckily Amazon.com has many sellers still offering copies from a few bucks to over $40. Search for it today and get ready for a powerful, life changing book that you will enjoy for years to come.

#2. “Find and Use Your Inner Power,” by Emmet Fox. I read sections from this book almost every day. It is a book of essays, each only a page to a page and a half long. The essays are about the law of attraction from a spiritual perspective. Simply one of the best books out there to be reminded of the truth.

I recommend you start every day by reading a page or two.

#3. “The Secret,” by Rhonda Bryne. One of the most accessible books on the law of attraction. If you’re not familiar with this concept, then this is a great introductory book.

Bonus book: Another great introductory book on the law of attraction is: “As a Man Thinketh,” by James Allen. This book is probably available for free as an ebook. Great, quick read that will change the way you think.

#4. “The Success Principles,” by Jack Canfield. If you’re looking for a more complete, step by step, guide to setting and achieving goals, this book will get you there. Make sure you have a notebook handy as Jack will have you doing exercises as you plan the rest of your life.

If you’re ready, Jack is, too.

#5. “The Complete Book of Phone Scripts,” by Mike Brooks. How could I not put the bestselling book of phone scripts on this list of books to help you have a killer 2017?

If you are in sales, then this is a must have. Let’s face it: 80 – 90% of the objections and stalls you get are the same, day in and day out. You will be 100% more effective if you just take the time to script out the best practice ways of dealing with them. It’s called being prepared.

Plus, this is the gift that keeps on giving with over $500 worth of extra bonuses including a ½ hour, one on one, consult with me personally. I can help you revise your opening script or go over your closes with you, etc. And no strings attached!

See it here: http://mrinsidesales.com/completescripts.htm

So there you have it. 5 (actually 6) books that will help you set goals and achieve them. Give yourself something that will continue giving for the rest of your life.

Avoid this “Ghost” of Christmas Future

For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies. Dickens is a superb writer, and there is a reason this is a “classic.”

While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago. Here’s what happened:

I was on my way to work with a new client one day when I stopped at Starbucks for a cup of coffee. As I stood in line, I glanced out the window and saw a city bus stop and a bunch of people got off. One guy – mid 40’s, tall and lanky – started walking towards the Starbucks, and there was something about the way he was walking that was familiar to me.

When he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. His name was Brad. After I got my coffee, and he got his, he came up to me and said, “You’re Mike Brooks, right?” “Yes” I said. “Hey, we used to work together!” he said. “I remember,” I said.

He asked me what I was up to these days, and I told him I had become a consultant in inside sales, and that I was off to work with a new client. I asked him what he was up to and this is when the chill hit me. He said he was starting a new sales job today, and then he rolled his eyes as if to say, “And this one will suck, too.”

We walked out of the store together, and said goodbye and went our separate ways. He went to wait at the next bus bench, and I got into my Mercedes and drove away.

As I sipped my coffee and listened to the tunes in my plush car, I thought about how different our lives had turned out and wondered what happened to make them so different. As I did, I knew exactly what it was.

During our time together, the owners of the company brought in a sales trainer, a guy named Stan Billue, to motivate us. Stan spoke to us for an hour about what makes the difference between the top money earners in sales versus all the other sales reps.

He said that you have a choice to either commit to learning and using proven scripts and sales techniques that would double or triple your income, or you would just keep doing what you were doing (ad-libbing), and then you’d just keep getting what you had been getting.

Stan said: “If you are willing to do what most sales reps aren’t willing to do, then soon you’ll be able to enjoy the things, the lifestyle, and the future that most sales reps will never be able to enjoy.”

I was sold. Brad wasn’t.

I invested in Stan’s cassette series, “Double Your Income Selling Over the Phone.” I committed to learning, practicing, and doing what he suggested. My sales and income soared.

Brad thought what Stan taught was just a bunch of old sales techniques that wouldn’t work for him.

Brad thought he knew better.

Brad didn’t believe in using scripts.

“I’ll sound like a telemarkerter,” he said. “I have to go with the flow because each prospect is different,” he persisted.

Brad didn’t believe in putting in the time, energy or money to get better.

So he didn’t.

Fast forward to our Starbucks encounter. Over 20 years had passed between that Stan Billue talk, and I realized, that seminar was the moment I made the decision to change my life.

When Brad showed up that day, he was the Ghost of Christmas Past that could have become my Ghost of Christmas Future.

My life has changed because of Stan’s material, my commitment to investing in other sales material, and then learning and using it diligently. My life is infinitely better because I did, and I have no doubt that had I not invested, learned and used proven selling techniques, it would have been me that was taking a bus to my next, new job.

It sends shivers down my spine just thinking about it.

The moral here is that you, too, can avoid the Ghost of Christmas Past from becoming your future. There are a lot of great sales training books, CD’s, and courses you and your team can take advantage of to get better.

One of the best (in my humble opinion) is my “Complete Book of Phone Scripts.” Over 200 word for word phone scripts that will make you better in just about any situation you find yourself in.

Plus, you get over $500 in free bonuses by some of the leaders in the business like Jeffrey Gitomer, Tom Hopkins, Jed Blount, and more.

You also get a ½ one-on-one coaching call with me personally. I can role play with you, write scripts for you, answers your questions. You get all that for just $49.

So why not give yourself a gift this season?

Get it here: http://mrinsidesales.com/completescripts.htm

If you don’t want to invest in my material, no problem. Find someone else you respect and invest in theirs. Bottom line is any investment you make in your career will pay for itself, month in and month out.

Make this best holiday season you’ve ever had. Invest in yourself!

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:

NEXT.

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 http://mrinsidesales.com/ultimatescripts.htm 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: http://mrinsidesales.com/webinartraining.htm

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