SALES

THE POWER OF POSITIVE SELF-TALK

The degree to which you succeed in sales (or any other endeavor, for that matter) will be largely determined by the way you talk to yourself on a regular basis. You must instill in yourself the habit of positive self-talk.

When facing challenges and adversity, always remember the priceless conclusion reached by Napoleon Hill, who interviewed some 500 of the most successful individuals of his day: "Contained within a setback or disappointment is the seed of an equal or greater advantage or benefit."

You must look for the valuable lesson contained within each setback. Only those who actively acknowledge this truth consistently achieve great results.

THREE MAGIC PHRASES

Three of the most difficult phrases to say in business, as well as personal, situations are also among the most extremely useful:

1. "I was wrong." We naturally don't like to do this but admitting that you were wrong has tremendous power: It instantly disarms criticism and establishes credibility.

2. "I don't know." Another phrase that we have all been conditioned to avoid but one that also establishes credibility and creates trust. One major advantage to this admission is that it creates the opportunity to follow up with the answer or information.

3. "I need help." People naturally respond to pleas for help. One of the fastest ways to overcome a prospect's defensive posture is to cause the prospect to see you as the one who is vulnerable and in need of assistance. When asked the right way, prospects will often help *you* to close the sale!

Skeptical? Try using these phrases, as described above, and see what happens!

THE VALUE OF PROBLEM SOLVING

Regardless of your job title, what you are really being paid to do is to solve problems. People buy not products and services but SOLUTIONS to their problems.

The more you think in terms of helping people solve their problems (rather than in terms of selling things to them), the more successful you will be. The sooner you actively implement this principle, the faster you will achieve success.