An unlair fight

fuacnn rHAr you are going into the ring (or an alley) Iwith one ium tied behind your back. Doesn't sound like much fun, does it? But that's exactly what struggling sellers do without knowing it, while master sellers work all the way to the bank.

The biggest muscle in our body is our brain, but the most powerful muscle is our heart. Many sellers go into the (selling) ring with their hearts tied behind their back. The biggest difference between the master seller and those who underperform is that the master seller is all in-heart and soul-while struggling sellers think of what they do as part of their lives, something they do when they are not living.

When I ask mediocre sellers (not socially, but as their sales mentor), "How's it going?" often they talk to me about their families, sports or what they did on the week- we fail; they only count the wins-as do our bosses, our families, and our social circle.

Master sellers keep playing after their competitors sit down. Struggling sellers apply basketball rules to a sales game, quit too early, and can't figure out why they are losing. Are there great sellers who make it look easy? Yes. But if we take a look at their lifetime work hours, we find that somewhere along the line they have given the extra time and effort it takes to be sreat.

TfvoAgainst One

Wouldn't it be great to compete against someone who had no outside help, while we were able to talk to as many brilliant people we wanted to? That's what reading is. Reading is a conversation with a smart person. It is also a conversation we can stop when we want, start when we want, and review when we want.

Approximately l}Vo of the population reads more than two books a year. Reading is not only a conversation/ consultation with someone who is smart; it is also a form of weight lifting for the brain, making it stronger.

Salespeople who dominate take themselves and what they do for a living seriously. They study sales. Those who struggle treat selling as an addendum to their lives.

American History

end. When I ask master sellers how they are doing, they invariably talk about their business, goals and what they are doing to sell more, more, more.

Do master sellers care less about their families? No. They just know that there is a time and place for every kind of talk and that work is a place of accomplishment, not an extension of our social life. Would you talk about what you did on the weekend while you were in the middle of playing a football game? A chess match? A musical performance? Of course not, because these activities demand our total concentration. Sellins does also.

The Fifth Quarter

If we were to play basketball against the best player in the world and he stopped playing after the fourth quarter and allowed us to play one more quarter by ourselves, we would always win. Always.

Those who succeed in sales do just that. They play an extra quarter-and it's legal. There is no fourth quarter. Sales is the only game where they don't count the misses, only the makes. We can take as many shots as we want! The sales statisticians don't mark down how many times

We are taught that the reason America won the Revolutionary War and the reason we lost the Vietnam War is because of commitment, not equipment. In both cases, the winner had inferior equipment and still overcame a less committed enemy. In both cases, the victor had no other options and the loser did.

In the American Revolution, the English soldier wanted to go back to England and the American soldier had no place else to go (except prison). In the Vietnam War, the American soldier wanted to eo back to America and the Vietnamese soldier had no place else to go.

Sellers who succeed have the same attitude-they have to succeed, they will not allow tiremselves to think what might happen if they don't. It's just not an option. The salesperson who struggles is always thinking of going back to school or changing james

It's an unfair fisht.

James Olsen Reality Sales Training (so3) 544-3s72

@realitysalestraining.com