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Gratitude is a beautiful word. Gratitude is a feeling.|Gratitude is a beautiful word. Gratitude is a feeling.
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Gratitude develops out of humility. It is a feeling of thankfulness toward others. It is conveyed through our attitude towards others and reflects in our behavior.|Gratitude develops out of humility. It is a feeling of thankfulness toward others. It is conveyed through our attitude towards others and reflects in our be...
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Gratitude does not mean reciprocating good deeds because gratitude is not give and take.|Gratitude does not mean reciprocating good deeds because gratitude is not give and take.
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Unless there is a change in behavior, learning has not taken place.|Unless there is a change in behavior, learning has not taken place.
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Transformation only takes place when information is internalized.|Transformation only takes place when information is internalized.
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Most people who fail in life, do so not because they lack talent but because they lack the burning desire. WHAT KIND OF BOOK IS THIS?|Most people who fail in life, do so not because they lack talent but because they lack the burning desire. WHAT KIND OF BOOK IS THIS?
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In one sense, it is a cookbook.|In one sense, it is a cookbook.
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It lists the ingredients - the principles you will need to follow to become successful, and gives you the recipe for mixing them in the correct proportions.|It lists the ingredients - the principles you will need to follow to become successful, and gives you the recipe for mixing them in the correct proportions.
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Above all, this is a guidebook -|Above all, this is a guidebook -
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a step-by-step, ‘How to’ book that can help you turn dreams into realities. HOW TO READ THIS BOOK ?|a step-by-step, ‘How to’ book that can help you turn dreams into realities. HOW TO READ THIS BOOK ?
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You Can Sell will help you establish new goals, develop a new sense of purpose,|You Can Sell will help you establish new goals, develop a new sense of purpose,
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and generate new ideas about yourself and your future.|and generate new ideas about yourself and your future.
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The concepts in this book cannot be absorbed by casual browsing or in one reading.|The concepts in this book cannot be absorbed by casual browsing or in one reading.
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It should be read slowly and carefully, one chapter at a time.|It should be read slowly and carefully, one chapter at a time.
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Don’t move on to the next chapter until you are sure you understand every concept in the chapter you are reading. Use this as a workbook.|Don’t move on to the next chapter until you are sure you understand every concept in the chapter you are reading. Use this as a workbook.
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Write marginal notes for yourself.|Write marginal notes for yourself.
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Use a highlighter as you read and mark those words, sentences or paragraphs that seem vital, or especially applicable to you.|Use a highlighter as you read and mark those words, sentences or paragraphs that seem vital, or especially applicable to you.
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As you read, discuss the concepts in each chapter with your spouse, partner, or a close friend.|As you read, discuss the concepts in each chapter with your spouse, partner, or a close friend.
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A second (and hopefully frank) opinion from someone who knows your strengths and weaknesses|A second (and hopefully frank) opinion from someone who knows your strengths and weaknesses
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can be especially helpful. One of the purposes of this book is to help you create an Action Plan for the rest of your life.|can be especially helpful. One of the purposes of this book is to help you create an Action Plan for the rest of your life.
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If you have never created an Action Plan, it defines three things:|If you have never created an Action Plan, it defines three things:
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One, What you want to achieve?|One, What you want to achieve?
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Two, How you expect to achieve it. and three, Target date to achieve it.|Two, How you expect to achieve it. and three, Target date to achieve it.
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As you read this book, keep a notebook handy. Divide it into three sections - your goals, the stages in which you plan to reach them, and your timetable for success.|As you read this book, keep a notebook handy. Divide it into three sections - your goals, the stages in which you plan to reach them, and your timetable f...
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By the time you finish reading this book,|By the time you finish reading this book,
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your notebook will be the foundation on which you can build your new life.|your notebook will be the foundation on which you can build your new life.
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The principles in this book are universal. They are applicable in any situation, organization, or country. As Plato said,|The principles in this book are universal. They are applicable in any situation, organization, or country. As Plato said,
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“Truths are eternal.’ Throughout the book I have used the masculine gender, only for the purpose of ease in writing.|“Truths are eternal.’ Throughout the book I have used the masculine gender, only for the purpose of ease in writing.
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The principles apply to both genders.|The principles apply to both genders.
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Chapter One, A Chosen Profession|Chapter One, A Chosen Profession
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CARDINAL RULE|CARDINAL RULE
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ONE OF THE HIGHEST PAID PROFESSIONS IN THE WORLD IS THE PROFESSION OF A COMMISSION SALES PERSON.|ONE OF THE HIGHEST PAID PROFESSIONS IN THE WORLD IS THE PROFESSION OF A COMMISSION SALES PERSON.
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Many times, I have been asked what profession I would pick if I had a rewind button and I could live my life all over again.|Many times, I have been asked what profession I would pick if I had a rewind button and I could live my life all over again.
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Would I be a doctor, an engineer, an attorney or an accountant?|Would I be a doctor, an engineer, an attorney or an accountant?
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My answer is, ‘I have respect for all these professions, but the only profession that I will pick,|My answer is, ‘I have respect for all these professions, but the only profession that I will pick,
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and pick much earlier in my life, would be that of a commission salesman, not a salaried salesman.|and pick much earlier in my life, would be that of a commission salesman, not a salaried salesman.
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’The reason for this is that a salesman on commission writes his own pay cheque.’|’The reason for this is that a salesman on commission writes his own pay cheque.’
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He decides his own compensation. He says, ‘Pay me nothing if I do not produce!’|He decides his own compensation. He says, ‘Pay me nothing if I do not produce!’
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The best part of selling is that a good sales professional controls and in fact, creates his own destiny.|The best part of selling is that a good sales professional controls and in fact, creates his own destiny.
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Good sales professionals are goal driven.|Good sales professionals are goal driven.
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They realize that in life results are rewarded, not efforts.|They realize that in life results are rewarded, not efforts.
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In cricket, no matter how many times a batsman scores ninety-nine runs, nobody ever gives a grace run to call it a century!|In cricket, no matter how many times a batsman scores ninety-nine runs, nobody ever gives a grace run to call it a century!
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THE START OF MY CAREER IN SELLING It is not unusual to see many people enter the profession of selling totally by accident.|THE START OF MY CAREER IN SELLING It is not unusual to see many people enter the profession of selling totally by accident.
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I am such an example.|I am such an example.
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My career started in North America back in ninety seventy-five, when I saw an advertisement in the newspaper saying,|My career started in North America back in ninety seventy-five, when I saw an advertisement in the newspaper saying,
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‘If you want to make some extra money do door-to-door demonstrations of vacuum cleaners.’|‘If you want to make some extra money do door-to-door demonstrations of vacuum cleaners.’
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I responded to the advertisement thinking, During the day I will wash cars and in the evening I would do the demos.|I responded to the advertisement thinking, During the day I will wash cars and in the evening I would do the demos.
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There were a lot of people there. We got a pep talk and were told, Go! do the demos of the vacuum cleaner.|There were a lot of people there. We got a pep talk and were told, Go! do the demos of the vacuum cleaner.
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For every demo you do, you will get paid five dollars.|For every demo you do, you will get paid five dollars.
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I was genuinely naive and actually believed,|I was genuinely naive and actually believed,
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that I only had to do the demo and not sell.|that I only had to do the demo and not sell.
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I would go to an apartment building, knock on the door and when the lady or man opened the door, I would say,|I would go to an apartment building, knock on the door and when the lady or man opened the door, I would say,
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Some people took pity on me and let me come in, but others slammed the door. That was all right too.|Some people took pity on me and let me come in, but others slammed the door. That was all right too.
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One day I was doing a demo at an Indian family’s home.|One day I was doing a demo at an Indian family’s home.
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The husband and wife were sitting on the sofa and I was on the floor. The entire time, the man instead of looking at the vacuum cleaner, kept looking at me.|The husband and wife were sitting on the sofa and I was on the floor. The entire time, the man instead of looking at the vacuum cleaner, kept looking at me.
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I asked, ‘Sir, did I do something wrong?’|I asked, ‘Sir, did I do something wrong?’
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He said, ‘No.’ I asked, ‘Why do you look at me this way?’|He said, ‘No.’ I asked, ‘Why do you look at me this way?’
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He asked me, ‘Shiv, have you ever sold life insurance?’ I said,|He asked me, ‘Shiv, have you ever sold life insurance?’ I said,
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“Never, and I never will, because I remember, back home the life insurance agent was considered the pest|“Never, and I never will, because I remember, back home the life insurance agent was considered the pest
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He said, ‘No Shiv, it doesn’t work that way here. Look at me, I am a life insurance agent. Look at my lifestyle, I drive a Lincoln car.’|He said, ‘No Shiv, it doesn’t work that way here. Look at me, I am a life insurance agent. Look at my lifestyle, I drive a Lincoln car.’
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Later on I came to know that he was working for MetLife, and the manager there had a recruitment drive going on.|Later on I came to know that he was working for MetLife, and the manager there had a recruitment drive going on.
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If you recruited a new salesperson, you would get a Samsonite briefcase.|If you recruited a new salesperson, you would get a Samsonite briefcase.
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So to him, I was the briefcase!|So to him, I was the briefcase!
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I said, “Thank you, but no thank you.’|I said, “Thank you, but no thank you.’
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I finished the demo and left.|I finished the demo and left.
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When you cannot go straight, you go the other way around.|When you cannot go straight, you go the other way around.
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We were living in the same building; his wife became friendly with my wife and somehow she convinced her that selling life insurance was the right thing to do.|We were living in the same building; his wife became friendly with my wife and somehow she convinced her that selling life insurance was the right thing to do.
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My wife also knew that we had to do something different; we couldn't go through life washing cars.|My wife also knew that we had to do something different; we couldn't go through life washing cars.
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I had a family to support.|I had a family to support.
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We had a little daughter and my wife knew that it would not be easy for her to convince me either.|We had a little daughter and my wife knew that it would not be easy for her to convince me either.
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She knew how to handle the situation well. She said, ‘Shiv, to sell life insurance you have to take an exam.|She knew how to handle the situation well. She said, ‘Shiv, to sell life insurance you have to take an exam.
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Why don’t you take the exam and if you pass, you have a choice.|Why don’t you take the exam and if you pass, you have a choice.
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Right now, you have no choice.’|Right now, you have no choice.’
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I said, ‘OK, I will take the exam, but I won't sell.’|I said, ‘OK, I will take the exam, but I won't sell.’
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I took the exam and passed. This person, who had gotten the whole process started,|I took the exam and passed. This person, who had gotten the whole process started,
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asked me to come along to his office and meet the District Manager.|asked me to come along to his office and meet the District Manager.
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The District Manager was a very sharp, mature person by the name of Joe Bonny,|The District Manager was a very sharp, mature person by the name of Joe Bonny,
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who congratulated me and said, ‘Shiv, if you decide to sell life insurance right now, I will make you an offer and I will give you time to think.’|who congratulated me and said, ‘Shiv, if you decide to sell life insurance right now, I will make you an offer and I will give you time to think.’
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Then, he pulled out his watch, and said,|Then, he pulled out his watch, and said,
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‘If you become an agent right now, I shall give you a draw of hundred and fifty dollars a week|‘If you become an agent right now, I shall give you a draw of hundred and fifty dollars a week
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I said, “Joe, you said you will give me time to think.’ He nodded and said, ‘You have twenty seconds left.’|I said, “Joe, you said you will give me time to think.’ He nodded and said, ‘You have twenty seconds left.’
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I said, ‘I will take it.’|I said, ‘I will take it.’
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For the next three months I went out selling and I thought I was putting in a hundred per cent effort.|For the next three months I went out selling and I thought I was putting in a hundred per cent effort.
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We all have our own perceptions of hard work. I broke the company’s record. Guess, how many sales I made?|We all have our own perceptions of hard work. I broke the company’s record. Guess, how many sales I made?
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None! My manager called me and said,|None! My manager called me and said,
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‘I have been in the life insurance business for close to thirty-five years and I have seen some slow starts in my life,|‘I have been in the life insurance business for close to thirty-five years and I have seen some slow starts in my life,
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but I have never seen one like you. Don’t come back tomorrow, you are fired.’|but I have never seen one like you. Don’t come back tomorrow, you are fired.’
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I said, “Joe, at least hear me out before you fire me.|I said, “Joe, at least hear me out before you fire me.
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I am not a doctor, an engineer or an accountant. I am only a Commerce graduate and I failed in my 10th grade. I’m not an educated person. I have a handicap.|I am not a doctor, an engineer or an accountant. I am only a Commerce graduate and I failed in my 10th grade. I’m not an educated person. I have a handicap.
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How do you expect performance out of me?|How do you expect performance out of me?
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Joe said,|Joe said,
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‘You shut up and listen to me today. You don’t have a handicap, you have a bad attitude.|‘You shut up and listen to me today. You don’t have a handicap, you have a bad attitude.
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It is people like you who ruin not only their own but their family’s lives, too.|It is people like you who ruin not only their own but their family’s lives, too.
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Do you know who has a handicap? It’s the doctor, engineer,|Do you know who has a handicap? It’s the doctor, engineer,
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attorney and accountant.’|attorney and accountant.’
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I had never heard that before.|I had never heard that before.
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I asked,|I asked,
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‘How do they have a handicap?’|‘How do they have a handicap?’
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He said, “Go check out all over the world.|He said, “Go check out all over the world.
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It is generally true (exceptions are different) that they have all picked their fields and they are stuck.|It is generally true (exceptions are different) that they have all picked their fields and they are stuck.
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