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They need tea/coffee immediately after lunch to wake up. Finally, they make a few phone calls and as expected they get rejections.|They need tea/coffee immediately after lunch to wake up. Finally, they make a few phone calls and as expected they get rejections.
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They rationalize by saying, ‘Nobody wants to talk to me’ or “Everyone is busy’.|They rationalize by saying, ‘Nobody wants to talk to me’ or “Everyone is busy’.
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At this point, they need another break to re-energize and when they look at the watch, three-fourths of the day has gone by with no result.|At this point, they need another break to re-energize and when they look at the watch, three-fourths of the day has gone by with no result.
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‘Everybody must be planning to go home and so who would want to talk to me?’|‘Everybody must be planning to go home and so who would want to talk to me?’
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This way the complete day is lost.|This way the complete day is lost.
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Typically they go home and complain that business was bad that day. Next day, they go back to office and repeat the same routine,|Typically they go home and complain that business was bad that day. Next day, they go back to office and repeat the same routine,
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demoralizing others, telling them that the company’s product is not good,|demoralizing others, telling them that the company’s product is not good,
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the company is not good, the boss is not good, the economy is not good, and so on,|the company is not good, the boss is not good, the economy is not good, and so on,
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and that, ‘they must start looking for another job.’|and that, ‘they must start looking for another job.’
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This is the loser’s profile achievers and non-achievers are given the same time (twenty- four hours a day),|This is the loser’s profile achievers and non-achievers are given the same time (twenty- four hours a day),
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same company, same product, same territory.|same company, same product, same territory.
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Is it not a wonder then that twenty per cent of the people make eighty per cent of the sales?|Is it not a wonder then that twenty per cent of the people make eighty per cent of the sales?
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Great achievers, whether a scientist or an artist, did not waste time waiting for an inspiration.|Great achievers, whether a scientist or an artist, did not waste time waiting for an inspiration.
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They kept working anyway, just like most good professionals,|They kept working anyway, just like most good professionals,
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who routinely continue to do what is required of them. MENTAL TOUGHNESS|who routinely continue to do what is required of them. MENTAL TOUGHNESS
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All of us have good days and bad days.There are days when we get up in the morning, feeling good, the world looks good,|All of us have good days and bad days.There are days when we get up in the morning, feeling good, the world looks good,
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productivity goes up and relationships are a lot better and no matter what we do, everything comes easy.|productivity goes up and relationships are a lot better and no matter what we do, everything comes easy.
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Our energy levels are low and we feel terrible.|Our energy levels are low and we feel terrible.
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What happens on these days? Productivity goes down, we fight with everybody and no matter what we do, it takes a lot of effort to get even the simplest of tasks done.|What happens on these days? Productivity goes down, we fight with everybody and no matter what we do, it takes a lot of effort to get even the simplest o...
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The sign of a good professional is that on a good day or a bad day, their output is identical.|The sign of a good professional is that on a good day or a bad day, their output is identical.
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On good days, it comes easy, but on bad days it takes a lot of effort.|On good days, it comes easy, but on bad days it takes a lot of effort.
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They, however, don’t compromise on their quality and standards this is called Mental Toughness.|They, however, don’t compromise on their quality and standards this is called Mental Toughness.
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Selling is a rejection business; you get more ‘nos’, than ‘yeses’.|Selling is a rejection business; you get more ‘nos’, than ‘yeses’.
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To some, every rejection is dejection,|To some, every rejection is dejection,
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but to a good salesperson it is an opportunity to bounce back and to turn severe setbacks into comebacks.|but to a good salesperson it is an opportunity to bounce back and to turn severe setbacks into comebacks.
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To a good professional, NO means Next Opportunity.|To a good professional, NO means Next Opportunity.
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From my insurance selling days, I remember one of the top producers in the company.|From my insurance selling days, I remember one of the top producers in the company.
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When he made calls for prospecting, to him every ‘no’ was a time to celebrate.|When he made calls for prospecting, to him every ‘no’ was a time to celebrate.
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His attitude was: “I’m getting closer to my next ‘yes’” and he used to qualify for the million-dollar round table.|His attitude was: “I’m getting closer to my next ‘yes’” and he used to qualify for the million-dollar round table.
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An athlete who trains every day, is learning through a process that takes self-discipline.|An athlete who trains every day, is learning through a process that takes self-discipline.
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Sometimes the training is fun and sometimes it’s not, but the athlete trains nevertheless.|Sometimes the training is fun and sometimes it’s not, but the athlete trains nevertheless.
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and self-esteem is the way we feel about ourselves.|and self-esteem is the way we feel about ourselves.
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Our behavior depends on our perception of ourselves.|Our behavior depends on our perception of ourselves.
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Our success or failure in the external world will depend on this view in our internal world.|Our success or failure in the external world will depend on this view in our internal world.
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If you believe yourself to be a person of character, courage and integrity, then all these traits will reflect in your behavior.|If you believe yourself to be a person of character, courage and integrity, then all these traits will reflect in your behavior.
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Many successful people have a positive personality.|Many successful people have a positive personality.
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which is reflected in their self-confidence and the aura around them.They have a sense of self-respect coupled with humility.|which is reflected in their self-confidence and the aura around them.They have a sense of self-respect coupled with humility.
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Our self-perception and behavior is instrumental in the way others perceive us.|Our self-perception and behavior is instrumental in the way others perceive us.
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In fact, everybody wants to associate and deal with successful people.|In fact, everybody wants to associate and deal with successful people.
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Our positive self-image makes us walk confidently and with energy,|Our positive self-image makes us walk confidently and with energy,
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whereas a negative self-image makes us drag ourselves and our self-doubts are reflected in our behavior.|whereas a negative self-image makes us drag ourselves and our self-doubts are reflected in our behavior.
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Your self-confidence gets transferred to the buyers and generates their confidence in you, your product and company.|Your self-confidence gets transferred to the buyers and generates their confidence in you, your product and company.
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A prospect also treats a sales professional who radiates confidence quite differently than one who seems unsure and insecure.|A prospect also treats a sales professional who radiates confidence quite differently than one who seems unsure and insecure.
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The prospect can feel the vibes of self-confidence.|The prospect can feel the vibes of self-confidence.
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and this makes him feel that he must listen to the salesperson as he may have something important to say.|and this makes him feel that he must listen to the salesperson as he may have something important to say.
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It is the sales professional’s overall personality that makes all the difference.|It is the sales professional’s overall personality that makes all the difference.
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What product you sell or company you represent becomes secondary.|What product you sell or company you represent becomes secondary.
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‘Mr. ABC is here and it might be worthwhile to spend a few minutes with him.’|‘Mr. ABC is here and it might be worthwhile to spend a few minutes with him.’
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If people feel that you are important, they will automatically show respect for you and your time.|If people feel that you are important, they will automatically show respect for you and your time.
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An unimpressive salesperson might just be kept waiting at the reception, whereas a confident-looking person might be attended to, immediately.|An unimpressive salesperson might just be kept waiting at the reception, whereas a confident-looking person might be attended to, immediately.
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A sales professional who radiates confidence is more likely to get uninterrupted and undivided attention|A sales professional who radiates confidence is more likely to get uninterrupted and undivided attention
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whereas an unimpressive salesperson|whereas an unimpressive salesperson
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might be interrupted with many things that the prospect feels may be more important.|might be interrupted with many things that the prospect feels may be more important.
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The prospect may just be talking on the phone or reading the papers or clearing mail.|The prospect may just be talking on the phone or reading the papers or clearing mail.
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PERSISTENT OR PEST: Distinguish between being persistent|PERSISTENT OR PEST: Distinguish between being persistent
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and being a pest.|and being a pest.
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Persistence is the ability to bounce back after every rejection.|Persistence is the ability to bounce back after every rejection.
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It is this ability that prevents a rejection from becoming dejection.|It is this ability that prevents a rejection from becoming dejection.
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However, being a Pest is when a salesperson becomes too pushy, starts nagging and irritating the prospect.|However, being a Pest is when a salesperson becomes too pushy, starts nagging and irritating the prospect.
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He does not get the message that the buyer wants to be left alone.|He does not get the message that the buyer wants to be left alone.
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The ‘pest’ starts getting ignored. The prospect's patience is exhausted and chances of retaliation become higher.|The ‘pest’ starts getting ignored. The prospect's patience is exhausted and chances of retaliation become higher.
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So, be persistent but not a pest.|So, be persistent but not a pest.
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Lack of persistence can cause you to lose the sale. You actually end up selling for your competitors and making them richer.|Lack of persistence can cause you to lose the sale. You actually end up selling for your competitors and making them richer.
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Experience shows that eighty per cent of the sales are made after the fifth call.|Experience shows that eighty per cent of the sales are made after the fifth call.
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and that eighty per cent of the people quit before the fifth call.|and that eighty per cent of the people quit before the fifth call.
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This is called ‘selling for your competitors.’ The eighty per cent who quit have now prepared the ground and made the buyers ready to purchase.|This is called ‘selling for your competitors.’ The eighty per cent who quit have now prepared the ground and made the buyers ready to purchase.
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They have done the difficult work,|They have done the difficult work,
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but when the time comes to close the sale, they run out of steam and quit.|but when the time comes to close the sale, they run out of steam and quit.
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Now, when the competitor calls and sees the client ready to purchase, they come and close the sale. You have actually made the sale for your competitors.|Now, when the competitor calls and sees the client ready to purchase, they come and close the sale. You have actually made the sale for your competitors.
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You have damaged your own sale, by not being persistent.|You have damaged your own sale, by not being persistent.
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Perseverance does not mean that you bang your head against the wall.|Perseverance does not mean that you bang your head against the wall.
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You will only end up with a head injury and the wall will still be there, as it is. We must understand the difference between will-power and won’t-power.|You will only end up with a head injury and the wall will still be there, as it is. We must understand the difference between will-power and won’t-power.
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Will-power is persistence, won’t-power is obstinacy.|Will-power is persistence, won’t-power is obstinacy.
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Whenever there is a tussle between water and a rock, eventually water wins. The water wears down the rock.|Whenever there is a tussle between water and a rock, eventually water wins. The water wears down the rock.
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Everyone wants to win in life but very few people are willing to pay the price to prepare to win.|Everyone wants to win in life but very few people are willing to pay the price to prepare to win.
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Only those who care to do little things carefully and with pride.|Only those who care to do little things carefully and with pride.
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are the ones who perform well.|are the ones who perform well.
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That is when a salesperson’s career can sky-rocket.|That is when a salesperson’s career can sky-rocket.
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‘Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all the time.|‘Winning is not a sometime thing; it’s an all time thing. You don’t win once in a while, you don’t do things right once in a while, you do them right all th...
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Winning is a habit.|Winning is a habit.
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There is a prayer, “God, don’t lighten my burden in life, just give me stronger shoulders.’|There is a prayer, “God, don’t lighten my burden in life, just give me stronger shoulders.’
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None of us can escape trials. For someone who wants to accomplish something in life, every day is Judgment Day.|None of us can escape trials. For someone who wants to accomplish something in life, every day is Judgment Day.
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Only the strong-hearted have the courage to face their challenges head-on.|Only the strong-hearted have the courage to face their challenges head-on.
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RECIPE FOR BEHAVIORAL CHANGE: HOW TO GET RID OF NEGATIVE HABITS AND BUILD POSITIVE ONES|RECIPE FOR BEHAVIORAL CHANGE: HOW TO GET RID OF NEGATIVE HABITS AND BUILD POSITIVE ONES
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Winners focus their strength on winning.|Winners focus their strength on winning.
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Losers focus their strength only on what they can get by with.|Losers focus their strength only on what they can get by with.
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Selling is an inner game eighty per cent of selling is the result of self-esteem, self-image and mental conditioning,|Selling is an inner game eighty per cent of selling is the result of self-esteem, self-image and mental conditioning,
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and only twenty per cent is selling skills.|and only twenty per cent is selling skills.
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The way you think and feel about yourself gets communicated to others.|The way you think and feel about yourself gets communicated to others.
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If you feel good about yourself, your product and your company, it gets communicated non-verbally to the other person.|If you feel good about yourself, your product and your company, it gets communicated non-verbally to the other person.
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If you think and believe that you are a person of integrity, that too gets communicated nonverbally.|If you think and believe that you are a person of integrity, that too gets communicated nonverbally.
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This is the process of mental conditioning.|This is the process of mental conditioning.
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Mental conditioning is done through a process of autosuggestion and visualization.|Mental conditioning is done through a process of autosuggestion and visualization.
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It is a process used by some of the top sportsmen and athletes in the world.|It is a process used by some of the top sportsmen and athletes in the world.
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Visualization is a process of forming a mental picture. Mental pictures trigger emotions and feelings.|Visualization is a process of forming a mental picture. Mental pictures trigger emotions and feelings.
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It means that good pictures create good feelings, positive pictures create positive feelings.|It means that good pictures create good feelings, positive pictures create positive feelings.
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Pictures of success translate into success in life.|Pictures of success translate into success in life.
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Replay an incident in your life when you felt good. What was the experience like?|Replay an incident in your life when you felt good. What was the experience like?
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Negative self-talk pulls one down and positive self-talk lifts a person’s spirit.|Negative self-talk pulls one down and positive self-talk lifts a person’s spirit.
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Auto-suggestions are positive statements of the kind of person you want to be and they are made in the present tense.|Auto-suggestions are positive statements of the kind of person you want to be and they are made in the present tense.
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