10 Steps to Become the Greatest Salesperson In the World – Part 9

“I will act now.” - from The Scroll Marked IX, The Greatest Salesman In the World by Og Mandino

I love the way this scroll starts: “My dreams are worthless, my plans are dust, my goals are impossible. All are of no value unless they are followed by action.” There’s a cold shot of reality, eh?

Many in the “law of attraction” crowd would have you believe that dreams, plans and goals (mixed with positive thinking, of course) are all you really need to succeed. I’m reminded of a quote I heard a few years ago: “If all you do is sit on your couch and meditate all day, eventually they’re going to come and take your couch!”

You probably know by now that I’m a firm believer in the power of dreams, plans, goals and a healthy dose of positive thinking; you probably have also discerned that I’m a firm believer in activity. What you have to find is the right mix of inner planning and outward manifestation of that planning. Finding the right mix is essential.

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10 Steps to Become the Greatest Salesperson in the World – Part 8

“Today I will multiply my value a hundredfold.” - from The Scroll Marked VIII, The Greatest Salesman In the World by Og Mandino

What do you do when you’ve accomplished a goal? Hopefully, you take some time to bask in the warm glow of accomplishment…but not for too long. Hopefully, you also set your sights on something higher and start working on it immediately. Resting on your laurels and past acheivments will never get you where you want to go.

Success is like a muscle; stretch it and work it and eventually it rises to the occassion. If your goal is to be able to lift 200 pounds 10 times in a row, you can get there even if you start off lifting less than 100. When you hit your goal though, a funny thing happens: you plateau. The muscle stops growing because it’s no longer challenged. Step your goal up to 300, and you kick the growth cycle off again.

It’s the same with your personal growth. Once you reach a goal, you run the risk of stagnation if you stop there. Human beings have an amazing potential for growth that sometimes gets hampered because we’re unwilling to push ourselves to grow. Why? Growth is painful. It’s uncomfortable and scary. We set up all kinds of elaborate, unconscious schemes to avoid the pain of growth, and we seriously limit the results we can acheive in the process.

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The Sugartone Business Blogging Contest

The folks over at Bloggertone have a great vision: they want to bring together bloggers who write about topics related to small business so that entrepreneurs and business owners can have a single source for valuable information about sales, finance, marketing, management and a host of other topics.  They’re off to a great start; since they launched in October of 2009, they’ve added 50 talented business bloggers to the family, and they’re growing by the day.

As a way to introduce themselves to a larger audience, they’ve been running a business blogging contest in collaboration with BizSugar, the bookmarking site for business-related articles on the web.  The contest is called Sugartone, and you can read a little more about it by clicking here.

Being the blogging-junkie that I am, I couldn’t resist the call to write a guest post for the contest.  You can read that post by clicking here.  I hope you enjoy reading the post as much as I enjoyed writing it; it touches on a topic that will be familiar to regular readers of this blog. 

And if you do enjoy it, maybe you could leave a comment and/or vote for the post?  That’d be the bees knees!

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10 Steps to Become the Greatest Salesperson In the World – Part 7

“I will laugh at the world.” - from The Scroll Marked VII, The Greatest Salesman In the World by Og Mandino

Is there any ailment in the world that a good laugh won’t cure? I don’t think so. I mean, the jury’s still out on whether Norman Cousins actually healed himself by watching Marx Brothers movies, but I’ll tell you one thing for certain: he sure felt better!

And that’s all that really matters, isn’t it? I know that when things are going great and I’m happy, I can be sick as a dog and it doesn’t phase me. I to recover a lot faster from any illnesses, if I get them at all. On the other hand, whenever I’m feeling down or depressed, the slightest cold can put me down for days.

Once again, we find that it’s all a matter of our perception of our situation and our chosen reaction to it. We can choose to be in a depressing slump or we can do something about it: laugh! Have you ever been in a situation where things were so bad, so depressing, that you didn’t know if you could endure any more, then caught a case of the giggles? How did it make you feel? At first it’s a little disturbing and you question whether you’ve lost your mind, then you start to feel a little better. The giggle turns into a hearty belly laugh and, before you know it, you’re wondering what you were so worried about!

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10 Steps to Become the Greatest Salesperson In the World – Part 6

“Today I will be master of my emotions.” - from The Scroll Marked VI, The Greatest Salesman In the World by Og Mandino

I woke up in a bad mood today. I was still tired from staying up until 1:00 AM writing a guest blog post, and I’d failed to meet my goal of getting this post finished in time for Wednesday morning . I must have slept in an odd position, because my shoulder was throbbing with pain. I left the house in plenty of time to make it to the meeting I was headed to, then got stuck in traffic. It seemed like a dozen or more bad drivers cut me off, and once I got off the highway every light was red. I ended up being 10 minutes late.

As I was parking my car, I stopped to check the rising tide of of frustration I was feeling. I realized that if I was going into this meeting under the control of the emotions I was feeling, I might as well get back in my car and head home; the meeting would be a pointless waste of time. Instead, I closed my eyes, took a couple of deep breaths and broke the spell of negativity I’d been under. The meeting turned out to be a success, and I was able to form an alliance that I believe is going to do great things for my business. All because I was able to master my emotions…this time.

Trust me: there have been many times that wasn’t the case, and I’m sure there are going to be many more. Why? Because I’m going to forget that I have the ability to control my emotions. I know I’m going to slip back into the illusion that all of us suffer under from time to time: the illusion that our emotions spring unbidden from somewhere deep in our hearts and that we can’t do a thing about them. It’s just an illusion, though. Our emotional reactions are programmed responses, and if they’re to be reprogrammed it’s up to each of us to get it done.

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10 Steps to Become the Greatest Salesperson In the World – Part 5

“I will live this day as if it is my last.” - from The Scroll Marked V, The Greatest Salesman In the World by Og Mandino

I’ll never forget the scene in “Dead Poets’ Society” when Robin Williams lines his students up in the hallway in front of the pictures of students from years past and whispers in their ears, “Carpe diem, boys…seize the day”. The Scroll Marked V reminds us of this valuable lesson in a powerful way: don’t just seize the day…seize it as if it were your last!

I encourage you to consider that everything you’ve ever been told about guilt and worry is wrong (that is, unless you’ve been fortunate enough to be told that they are both wasted energy). Unscrupulous and/or misguided parents, teachers, leaders and managers have for centuries used guilt and worry to manipulate those under their supervision to do what was expected of them; that kind of manipulation is certainly effective at motivating in the short-term, but the long-term stress it causes ultimately destroys any motivation and puts the subject in a state of constant, immobilizing fear.

Have a look around and you’ll see what I mean. Way back in 1854, Henry David Thoreau identified the cumulative effect of this kind of manipulation when he wrote that “the mass of men lead lives of quiet desparation”. How many of your friends, neighbors and co-workers does that describe? The problem, of course, is fear. Fear that yesterday’s transgressions will somehow prevent us from succeeding today; fear, too, that we won’t be up to the challenges that tomorrow presents.

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10 Steps to Become the Greatest Salesperson In the World – Part 4

“I am nature’s greatest miracle.” - from The Scroll Marked IV, The Greatest Salesman In the World by Og Mandino

By now I hope it’s clear that the path to becoming the greatest salesperson (or anything else) in the world is mainly an effort made with your attitude and beliefs rather than your skills and methods. The greatest challenge a salesperson has to overcome to acheive success is the challenge of mastering his or her own mind! The first three scrolls have taught us the importance of optimism, love and persistence. The fourth scroll sets out the importance of a healthy dose of self-esteem.

Without a proper view of yourself, success is next to impossible. The person who constantly degrades himself is assured of fulfilling his own prophecies. I have a question for you: when is the last time you gave yourself a little encouragement? We are ususally so quick to condemn ourselves as failures that we often forget how truly wonderful and miraculous we are. Just the fact that you can breathe, beat your heart, convert food into fuel, ward off disease, think about a beautiful sunset and a billion other things all at the same time is a miracle; you should be constantly amazed at how incredible you are!

This isn’t an invitation to become an egomaniac; nobody likes a braggart. At the same time, though, you must begin to develop and maintain the proper level of self-respect. You are truly a wonder of creation, and you should celebrate that each and every day you live.

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10 Steps to Become the Greatest Salesperson In the World – Part 3

“I will persist until I succeed.” - from The Scroll Marked III, The Greatest Salesman In the World by Og Mandino

This principle has become my personal mantra over the course of the last few years. I remember a former employer whose favorite phrase was “Persistence overcomes resistance”, and that phrase has stuck with me through some pretty challenging times.

It’s a fact: the last few years haven’t been easy on anyone. The reason I created Motivation 101 and started this blog was that I kept hearing people around me talking like they were ready to just give up and run for cover; I knew that was the wrong response, and I felt compelled to jump in and do something about it. So I recorded an audio program in a friend’s garage. He produced it, and I started making CDs in my home office and handing them out to anyone who was willing to listen.

The feedback was encouraging: most of the people I talked to were discouraged, but not quite ready to roll over just yet. We would talk about their challenges and how the principles of positive thinking and persistence were the only things getting them by. Some of them had lost jobs, homes, credit scores and personal dignity. It had all taken a toll on their self-image, but they hadn’t given up. They wanted to keep going, and we were able to offer each other mutual encouragement.

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10 Steps to Become the Greatest Salesperson In the World – Part 2

“I will greet this day with love in my heart.” - from The Scroll Marked II, The Greatest Salesman In the World by Og Mandino

Love can be hard to pin down to a single definition. In the second principle for becoming the greatest salesperson the world has ever seen, qualities like gratitude, passion, enthusiasm and optimism are grouped under the subject of love; each of these facets of love is required to truly succeed as a salesperson.

Think of the mental outlook this principle encourages the would-be salesperson to embrace: if you truly greet the day with love in your heart, do you think that a little discouragement or rejection will stop you? That’s the power of optimism, the part of love that’s always looking to the future with hope and a smile.

Mandino nails it when he says that “only the unseen power of love can open the hearts of men”. You’ve likely seen this in action. Think of the last time you were dealing with a real skeptic, a nay-sayer who had absolutely no interest in hearing about what you had to offer. How would you set about winning such a person over to your way of thinking? Would you try to persuade with logic and reasoning? Try that and let me know how it works out. Trying to convince another person they’re wrong with logic is like pushing a wheelbarrow full of bricks up a hill: no fun at all.

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10 Steps to Become the Greatest Salesperson In The World – Part 1

“Today I begin a new life.” - from The Scroll Marked I, The Greatest Salesman In the World by Og Mandino

Today begins our consideration of the 10 principles outlined in Og Mandino’s masterpiece, “The Greatest Salesman In the World”. The quote above, extracted from the first scroll is the perfect start to this process (which is probably why Mandino put it first, right?): Today I begin a new life!

I love the power of that statement. It says that even if I go to sleep a failure tonight, I can choose a different path in the morning. Imagine that: every morning, on rising, you have the power to decide! You can decide how you’ll spend the day, whether in activities that will carry closer to your goals or in procrastination, worry and anxiety; it’s entirely up to you. The question is, what will you do with your power?

I love the next line: “Today I shed my old skin which hath, too long, suffered the bruises of failure and the wounds of mediocrity.” That, dear readers, is the power of choice. The fact that you can, at any moment, shed the skin of failure and mediocrity and choose to pursue greatness. Each of us has that ability. I know that can sound like a load of new-age, feel-good, touchy-feely crap to someone who’s feeling down-and-out; I wish there was a way for me to assure you that you can do incredible things if you just want to badly enough, but that’s a lesson you have to learn for yourself.

Continue reading 10 Steps to Become the Greatest Salesperson In The World – Part 1…