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S i t e  S e a r c h

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P r o s p e r i t y  N o t e s

1) Matthew 6:5-8,25-34.(re: Kingdom of God, re: sufficient unto the day is the evil thereof); 1Thessalonians 4:11,12. The Creator promises to take good care of you and yours.

-The Harvard Discovery on Success:.(from a Brian Tracy letter)
In 1970, sociologist Dr. Edward Banfield of Harvard University wrote a book entitled.The Unheavenly City. He described one of the most profound studies on success and priority setting ever conducted.

Banfield's goal was to find out how and why some people became financially independent during the course of their working lifetimes. He started off convinced that the answer to this question would be found in factors such as family background, education, intelligence, influential contacts, or some other concrete factor. What he finally discovered was that the major reason for success in life was a particular attitude of mind.

Develop Long Time Perspective
Banfield called this attitude 'long time perspective'. He said that men and women who were the most successful in life and the most likely to move up economically were those who took the future into consideration with every decision they made in the present. He found that the longer the period of time a person took into consideration while planning and acting, the more likely it was that he would achieve greatly during his career.

It is important to develop the habit of delaying gratification in small things, small expenditures, small pleasures, so that you can enjoy greater rewards and greater satisfaction in the future.

-The Key to Confidence:.(from a Brian Tracy letter)
"Most fear however, is rooted in ignorance. The more knowledge or skill you have in any area, the less fear it holds. Consider Napoleon's example.

"Napolean Bonaparte is considered by historians to be perhaps the greatest single military leader who ever lived. More than 100,000 books have been written about him since his death on St. Helena. 

"Napolean paid attention to details. Napoleon's courage was legendary but it was not vain or impetuous. Napoleon was famous for his fastidious attention to detail, for taking pains to study and thoroughly understand every military situation he ever faced. He led the French army in hundreds of minor and major engagements and lost only three, the last one being Waterloo. 

"The more you know about what you face, the lower your level of ignorance, the more courage and confidence you will have naturally. 

"The more time you take to think through a situation, the more capable you will be of dealing with it when it arises. Napoleon planned for every contingency

"Get the facts. Double check everything. Be prepared for unexpected setbacks and reversals. The more prepared you are, the more confidence you will have."

-Selling: How Much Sales Experience Do Salespeople Really Need to Succeed?

Chris Lytle, CSP, Author of The Accidental Salesperson..Her name is Becky. She is 24 years old. Becky lives 'out West' and works for one of those big payroll processing companies that are always after you to outsource your company's payroll. Becky has won a dozen plaques, trophies, paperweights and pens at the evening's awards banquet. Her two most impressive awards are Rookie of the Year in her zone and Salesperson of the Year in her zone. She has sold the most new customers.(212).and has produced the most revenue too. As Becky walks to the podium to receive her final award, the 80+ people she has outsold give her a standing ovation.

Some surveys say it takes 18 months of ramp up time before a salesperson is productive. Becky is not only productive, but a top producer in her first full year. I want to know how she manages to outsell her more experienced peers, so I ask her and then boil down her answers into three key principles managers can use to instruct and inspire their inexperienced, and experienced sellers. 

#1  Trust your training and your company's sales process: This is Becky's first sales job.."First, I had to sell my manager on putting me into sales".she explains. The company typically hires people with 2 to 3 years of sales experience. She convinces her manager he will be hiring someone with no bad habits or preconceived notions about selling. She goes through the company training process and follows it. She doesn't try to reinvent the wheel. She learns the standard, proven presentation and makes it time after time.."The company wants us to have at least two lunches with CPAs each week, to create a referral network".she says.."I have at least four CPA lunches a week. I've had lunch with every CPA in my territory."

One secret that most salespeople don't realize is that experience is accrued by the meeting, not by the year. The more meetings Becky has, the more experience she amasses. By taking massive action and simply holding herself to a higher standard than her more experienced peers, she is able to nearly double the results of many of them. And there's a way to go even further:.John 10:10.

By not changing the presentation and by giving it to more people, she gets very good at it. The better she gets, the more referrals customers give her and the more sales she makes. 

#2  Set a goal and see yourself achieving it every day:."Once I decided to go for Rookie of the Year".she tells the audience at the awards banquet."I got up every morning and thought about it.".She describes how she solicited the help and support of her manager and the people who process the payroll. She had a strong support team in place as she pursued her goals. She didn't second guess her goal or readjust it when she had a little adversity. Becky's manager became a mentor. Mentors set high expectations of performance, encourage winning behavior, help build self confidence and inspire the people they mentor. Becky's manager bought into her goal to be Rookie of the Year and helped her get there. Having someone else believing she could do it helped Becky keep the vision alive. 

#3  Enjoy what you do: I ask Becky when things really started to happen for her. She doesn't hesitate.."It is the day I said and meant 'I truly enjoy what I do.' Those days are your most successful days. When I'm completely prepared for it and my day is perfectly planned, it is easy to have success. And those are the days when people refer me to others."

Aristotle said there are three principles of persuasion: 1) ethos, logos and pathos. In English, we would call these three principles of persuasion credibility.(trust), logical argument.(evidence).and passion.(emotion). Too often salespeople omit the emotion, or they take the meeting and themselves so seriously that they bore the prospect. It is very difficult to bore people into buying from you.

As Becky wipes back a tear after the standing ovation and starts her acceptance speech, it is obvious that she has invested a lot of herself and a lot of emotion into her successful first year. It is easy to imagine her giving off the 'three vibes' that lead to sales success: 

1. I'm glad to be here. 

2. I know what I'm talking about. 

3. I love what I'm doing.

She knows her company's presentation, but she also knows she has more information about payroll and IRS penalties than her prospects. She knows she can save them time and money. She knows she benefits them by meeting with them and educating them. That 'knowing' gives her confidence that is contagious. Customers catch it. She doesn't simply make the presentation. She transfers her confidence and her enjoyment of the job to the people she meets with. And last year, 212 of them transfered their payroll processing to Becky's company.

What to do to get right with yourself so you get along well with others and have favor in their eyes; a lesson from history about a very wise woman.

And what about fulfilling desires; a lesson from Deepak.

And getting along well with others.

And how to bless others and why you should.

And two secrets to success in anything: 1, 2.

-Remember DREM: dynamic, resourceful, energetic, motivated.

David Sarnoff of RCA, who virtually single handedly made the addition of color to TV broadcasting happen, applied these principles.

Successful people believe that whatever they passionately believe becomes reality. So obviously it's important to think good thoughts. What are 'good' thoughts based in?

We all don't want more of the negative stuff in life. We all have a tendency to block out information coming to us that is inconsistent with our reality, our conditioning. It has been discovered that successful people absolutely believe they can succeed. They do not even consider the possibility of failure. In addition they use their 'gut feeling' all the time.

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"If you pump casually, you will pump forever. Pump hard to begin with and keep it up
until you get that water flowing. Then a great deal will happen."....Zig Ziglar
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