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Brian Tracy! The art of closing the sale! Double Productivity! Double Income

The art of closing the sale

Chapter 6: Double Productivity – Double Income

Waking up in the morning to plan the day’s trades

and following through on that plan will be the rope

that will guide them through the maze of busy lives. – Victor hugo

The ability to manage time is the key

to help you become a successful sales professional.

The quality of time management often determines

the quality of your life.

As a salesperson,

I considered time management an important issue in my sales career.

I consider it the little planet orbiting the sun of my lifetime.

It was only when

I realized that time management was the sun of my life

and that everything else going on was just a planet orbiting

that sun did I double and triple my efficiency.

“Our greatest asset is the customer!

Treat each customer as if they are the only one!” – Laurice Leitao



How you think about your income is

what determines how much you earn.

The average salesperson thinks of their income

in terms of how much they make each month

and each year.

But top sales professionals think of their income

in terms of “hourly earnings,”

and they are determined to make every hour profitable.

When calculating your income

by how much you earn per year or per month,

it’s easy to waste time.

According to a Columbia University study,

the average salesperson only works 90 minutes a day.

They visit the first customer after 9am

and the last customer around 3pm.

The time in between,

they wasted their time on aimless preparations,

hanging around vending machines,

talking aimlessly…

“If you just communicate, you can get by.

But if you communicate skillfully,

you can work miracles.” – Jim Rohn



Top sales professionals figure out how much they want

to earn by dividing their annual income goal by 2000

– the number of hours worked in a year and committing

to making that much per hour.

For example, if you want to earn $50,000 an hour,

then your income goal is $25 an hour.

If you want to earn $100k a year,

you have to earn $50 an hour,

no matter what.

You can’t reach your income goal

without doing the things that help you earn it.

When working and receiving a fixed salary,

you will receive the same salary

as long as you demonstrate competence in the workplace.

But the seller is different.

Sales staff are only paid according

to the results of their work.

As hunters say,

“You can only eat what you hunt”.

“Face the simple fact before it comes involved.

Solve the small problem before it becomes big.” – Lao Tzu



In our advanced training for sales professionals

and successful entrepreneurs,

we taught the Law of Three Activities.

This law states that no matter

how many jobs you do a week or a month,

there are only three activities

that will help you earn the hourly wage you want.

These three activities account

for more than 90% of your income.

The secret to success in sales

or in any other field is this:

try to do fewer and fewer things,

but do more of the important things,

and improve your skills at doing each of them better.

In sales, whatever the product,

there are only three activities

that will help you earn your desired hourly pay:

prospecting, pitching the product,

and closing the sale.

It is only when you engage in these three main activities

that you actually work.

“Your ability to communicate is an important tool

in your pursuit of your goals,

whether it is with your family, your co-workers or your clients

and customers.” – Les Brown



Every morning, salespeople wake up unemployed

and will remain unemployed

until they sit across from someone

who can and will make a purchase.

Only then does the working day really begin.

When we say the average salesperson

only works 90 minutes a day,

that’s because they only spend 90 minutes a day generating leads,

pitching products,

and closing deals.

“One of the deep secrets of life

is that all that is really worth doing

is what we do for others.” – Lewis Carroll


Increase face-to-face time with customers.

One way to determine if you’re working is

by the amount of time you spend face-to-face

with your client each day.

Your job is to meet people directly who are likely to buy

and then sell your product or service to them.

Driving to a customer’s home or office,

sorting through sales documents,

writing reports,

and listening

to music in the car may take place,

but those aren’t the main activities.

Of course you don’t get any coins.

The simplest ways to double your income is

to double your lead time,

introduce products, and close the sale, ie

double your face-to-face time

with potential customers.

Every hour of the day you should ask yourself:

Can I pay someone else $25 or $50 to work for me?

If you’re not paying someone

by the hour to do what you’re doing,

then stop and start tapping customers,

pitching products,

and closing sales.

Zig Ziglar once said,

“If you are strict with yourself,

your life will be easier.

But if you go easy on yourself,

your life will be hard.”

“A customer is the most important visitor on our premises,

he is not dependent on us.

We are dependent on him.

He is not an interruption in our work.

He is the purpose of it.

He is not an outsider in our business.

He is part of it.

We are not doing him a favor by serving him.

He is doing us a favor

by giving us an opportunity to do so.” – Mahatma Gandhi



Since they only work in person,

sales professionals often prepare

and organize during non-sales.

They are

Plan to work on the weekend.

They prepared for the workday the night before.

They plan and organize their sales

before the workday in the evening.

But when a client has time to see them,

they dedicate their time to meeting that customer face-to-face.

That was the decisive moment.

“Service is the rent we pay for being.

It is the very purpose of life,

and not something you do in your spare time.” – Marian Wright Edelman




Cause 1: Procrastination and procrastination

The first cause of time-wasting in sales

is procrastination and procrastination,

which often happens

when you’re looking for a good reason

to delay meeting potential customers.

Everyone has a reason to procrastinate,

there is always so much to do and so little time.

The difference between successful people

and unsuccessful people is determined

by the things they procrastinate.

Losers who procrastinate on important things

can make a significant difference in their lives.

Meanwhile, winners who procrastinate

on low-value activities make little difference.

“Thank your customer for complaining and mean it.

Most will never bother to complain.

They’ll just walk away.” – Marilyn Suttle


Stop wasting time:

According to research

by international recruitment firm Robert Half International,

people often waste half of their working time.

Most of this time is wasted on drinking coffee,

making phone calls,

doing personal work,

shopping, etc.

When people actually work,

the average person works about 32 hours a week.

Out of that,

16 hours are wasted and only 16 hours are actually working.

Of these 16 hours of work,

many people prefer to do the easy

and enjoyable things over the difficult

and necessary ones.

“Thank your customer for complaining and mean it.

Most will never bother to complain.

They’ll just walk away.” – Marilyn Suttle


Get rid of procrastination:

The best way to get rid of procrastination is

to plan each day in advance,

prioritize your activities,

and then meet your first client

as soon as possible better.

Wake up and get to work right away.

When you quickly start the workday,

do the important work as soon as possible,

you will be more productive.


When you find yourself procrastinating, tell yourself:

Do it now!

Do it now!

Do it now!

These words will motivate you to do immediately.

When repeated often,

you will put this message into your subconscious,

forming an element that stimulates you

to work and work continuously.

People are the main cause of time waste.

To break the habit of procrastination,

stick to your work schedule.

Don’t associate with people

who have time to make friends.

People are the biggest cause of wasted time.

Stay away from people who have a habit of procrastinating,

they only make you more and more retarded.

There’s nothing wrong with drinking coffee,

but do it when you’re on the road

or drinking with your clients.

There’s nothing wrong with stopping for lunch,

but have a quick lunch.

Don’t waste time on lunch.

If possible, have lunch on the way

to the client or have lunch with the client.

Break the habit of having lunch with colleagues.

This is a waste of time

and pulls you out of your core sales activities.

“How you think about your customers influences

how you respond to them.” – Marilyn Suttle


Cause 2:

Another cause of wasted time is that the offer doesn’t work out

and you have to redo everything.

This happens

when you don’t properly prepare your presentation

or collect the necessary sales materials

when you go to the client.

When you go to a customer,

you find yourself forgetting the standard order form,

price list

or documents needed to close the sale.

Then you have to reschedule the time to go back

and see the customer a second time.


Poor sales skills:

The unsuccessful offer can be caused by poor sales skills,

you do not know how to handle objections

or persuade customers to buy.

At that point you don’t know what

to say or how to handle it.

And you inadvertently encourage the customer to say,

“Let me think.”

As I wrote in the intro,

when I started my sales career selling

and earning direct commissions,

pitching from office to office,

selling $20 memberships to the club set of a restaurant.

With the discount card,

customers can get 10-20% off in about 100 different restaurants in the city.

The card also allows one free meal.

Perhaps such an offer to sell cards

is as simple as that.

But the truth is not so.

Because I don’t know how to sell after sales

and product introduction,

I don’t know what to say.

Then the customer says,

“Let me think about them.”

I thanked them

and said I would come back

and continue working.

But every time,

when I come back, the client isn’t there,

they’re in a meeting, they’re busy…

and forget everything I said.

I feel boring.

“If you don’t care,

your customer never will.” – Marlene Blaszczyk


Change method.

One day I discovered: the reason

I only sell cards two or three times a week is

that I usually agree to come back

after the client has a chance to think about the offer.

From that moment on I decided never

to make a second offer.

After each product introduction,

I will invite customers to order always,

yes or no.

To do this requires a lot of courage.

In the next offer,

when I finished my presentation

the guest said:

“Sounds good, let me think.

Please come back next week.”

I took a deep breath and replied,

“I’m sorry but I’m not coming back.”

The guest looked at me and asked,

“What did you just say:

I replied,

“I’m sorry, I won’t be back to sell.

Sir, it’s not a big decision

and this is a great product.

The card also allows one free meal.

All you need to know to decide to buy,

you already know.

Why don’t you buy this card?”

And the customer replied,

“Okay, I’ll buy it.”

“I’ve learned that people will forget what you said,

people will forget what you did,

but people will never forget how you made them feel.” – Maya Angelou


Important turning point

At the end of that sale,

I became a whole new salesperson.

Since then,

I have not made an appointment

with a customer to return to offer.

My sales career changed completely.

I went to the next office,

got the same answer (“Let me think about it”)

and I got the same answer

as before (“I won’t come back for a second sale”).

The second also agrees to buy.

Then the third,

fourth and fifth.

I sold more cards that day than in a normal week.

The truth is people don’t think about your offer.

They will forget you

as soon as you walk out the door.

When you come back,

they don’t know what you’re talking about

or why they were interested in

that product on the first meeting.

“A satisfied customer is the best business strategy of all.” – Michael LeBoeuf


Skill improvement

The main reason for wasting time in sales is

because salespeople don’t know how to sell.

They don’t clearly define their needs,

don’t know how to make a convincing presentation,

don’t know how to handle objections tactfully,

and don’t know how to close professionally.

As a result, they go to one customer

after another

but still sell very little.

This difficulty will be removed

as you improve your sales skills

and increase your determination.

“Bottom-line obsession comes from

turning the pursuit of money into a God

and forgetting the real master your business serves:

The Customer.” – Michael Shevack


Cause 3: Inaccuracy and lack of information

You waste time selling

when you meet a customer

without the necessary information to recommend the product.

You may collect wrong information,


specifications, or give incorrect prices.

You may misunderstand a customer’s requirements

and offer suggestions that don’t solve the problem

or don’t meet their needs.

“Be kind and merciful.

Let no one ever come to you

without coming away better and happier.” – Mother Teresa


Small mistakes cause big consequences

A few years ago,

when I introduced a client to a building for sale,

I included a list of all sales,


and expected margins in my proposal

for the sale of the building.

I asked my assistant to type the proposal,

but didn’t have time to check it again.

As a result,

I lost that transaction

because of a single decimal point.

Instead of indicating a total return

on the investment of 15%,

the proposal states that the building has a return of only 1.5%.

The guest was very attentive.

He studied the proposal very quickly,

checked the numbers,

then tossed the proposal to me.

“Why are you wasting my time with something like this?”

The numbers were wrong

and I paid the price.

My reputation has plummeted.

That guest didn’t want to see me anymore.

Since that time,

I often carefully check every number

on the proposal

before giving it to the client.

You must accurately ensure

that all your documents are drafted correctly

and thoroughly checked

before meeting the client.

Never assume that everything will be okay.

Time management expert Alex Mckenzie says,

“False assumptions are at the root of all failures.”

“Remember, the best job goes to the person who can get it done

without passing the buck

or coming back with excuses.” – Napoleon Hill


Cause 4: Lack of product knowledge

This disadvantage will make you feel like working very hard.

Its cause is due to lack of knowledge about products

and services and laziness of sales people.

However, this disadvantage can be easily overcome

with hard practice.

You must have a thorough understanding

of your product or service.

Know the difference

between a competitor’s product

or service and the product

or service you are offering.

Understand why your product

or service is better than other similar products on the market

and in what ways it is better.

“How you think about a problem

is more important than the problem itself,

so always think positively.” – Norman Vincent Peale


All questions answered

When a customer asks,

“If I have this problem or request,

will your product or service meet it?”

You must answer clearly

and accurately.

If you don’t get an answer,

and then start mumbling

and talking nonsense,

you’ll look stupid.


customers will realize that

you do not understand what you are saying.

Your credibility is reduced

and customers are no longer interested in buying from you.

You leave the client’s office

and don’t understand what happened.

Understanding your product is the foundation for success in sales.

The best sales professionals are in the habit of remembering

every spec of their product.

If they lose all their brochures or sales information,

they can still recommend products that are very appealing

to them using their memory.

“The only certain means is to render more

and better service than is expected of you,

no matter what your task may be.” – Og Mandino


Cause 5: Not well prepared

Careful preparation distinguishes good and bad salespeople.

Excellent sales professionals spend a lot of time carefully researching

every detail about a product or service.

They review it many times and then take notes.

They decided that they had to answer

“It is not your customer’s job to remember you,

it is your obligation and responsibility

to make sure they don’t have the chance to forget you.” – Patricia Fripp


Complete and intelligent all customer questions.

One benefit of being well-prepared is confidence.

With careful preparation,

you will be calmer,



and more confident and self-centered.

This will help you make a good impression on your customers

and at the same time make you feel at ease.

The whole sales process is easier and smoother.

Good preparation really brings positive results.

“It is not your customer’s job to remember you,

it is your obligation and responsibility to make sure

they don’t have the chance to forget you.” – Patricia Fripp


Time Wasting Cause 6: Not Reconfirming Appointments

This is a fairly common phenomenon.

A salesman drives from one end of town

to the other to see a customer.

The date was pre-arranged

so he thought maybe everything would go as planned.

But when the salesman arrived,

the customer was sent out of town,

busy with a meeting….

As a result,

salespeople have to go the long way

and drive back to the office.

Sometimes salespeople take up to half a day

for not reconfirming the appointment.

Why are salespeople afraid to confirm appointments?

They fear that if they call to confirm,

the customer will cancel the appointment.

They are more willing to lie down on any opportunity

than risk being turned down.

“Most people spend more time and energy going around problems

than in trying to solve them.” – Henry Ford


Two ways to reconfirm the appointment.

There are two ways to reconfirm an appointment

without fear of canceling it.

First, call the customer directly and ask:

“Sorry sir, we will meet at two or three tomorrow.”

When the customer responds;

“Well, we’ll meet at two o’clock” you can say,

“As I thought, at exactly two o’clock tomorrow

I’ll be there,

looking forward to seeing you soon.”

The second way is to call the front desk and ask:

“Is Mr. Brow there?”

When the receptionist confirms Mr. Brow is in the office,

you continue:

“Please tell me that John Jones has called

and I will meet him at the office

at exactly one o’clock tomorrow afternoon as scheduled.

Thank you very much”

Calling and confirming appointments helps you work more professionally,

remind customers of the relationship

and arouse curiosity or prepare mentally.

This will also remind customers

to schedule

and spend time with you.

“Two important things are to have a genuine interest in people

and to be kind to them.

Kindness, I’ve discovered, is everything.” – Isaac Bashevis Singer


Reschedule your appointment

Occasionally, you call to confirm an appointment,

the customer assistant will say:

“I’m glad you called.

Mrs. Prospect has urgent business and can’t see you today.”

You reply:

“I’m sorry but thank you for letting me know.

Perhaps we should arrange another appointment

at a more convenient time.

Do you have a schedule there?”

“Courteous treatment will make

a customer a walking advertisement.” – James Cash Penney


Send confirmation email

E-mail is an effective means for you to confirm your appointment

without fear of cancellation.

When you first schedule your appointment,

ask for the client’s email address.

Then, the night before your appointment,

email them to confirm you’ll be there at the agreed time.

Because the first thing people do in the morning is check your email,

it will remind them of your appointment

and wait for you to come to the office.

Many salespeople call after hours

and leave voice messages reminding customers of appointments.

This is also a safe and effective way to confirm.

“If you just communicate,

you can get by.

But if you communicate skillfully,

you can work miracles.” – Jim Rohn


Cause 7: Improper offer scheduling

This often stems from the fact

that salespeople inadvertently avoid the risk of being turned down

in sales by spreading out their customer appointments.

They will meet with one client in the north of the city

and then meet the next one in the south of the city

and they spend a lot of time traveling

between the two locations.

When they drive on the road,

listening to the radio,

they excuse themselves that they are traveling means working.

You can streamline sales

and increase income

by streamlining customer appointments.

By reducing travel time

between two far-flung locations,

you’ll increase the time you spend talking face-to-face

with potential customers.

Divide your sales scope into four regions.

Only work in one area for a day

or half a day.

Gather all the appointments in that area for that time period.

If a client in the Southwest of the city wants to see you

while you are working in the Northeast,

make an appointment to meet on the day you work in their area.

“The most important adage and the only adage is,

the customer comes first,

whatever the business,

the customer comes first.” – Kerry Stokes



After I lectured on this skill at a sales seminar,

a successful saleswoman walked up to me

and told an interesting story.

Two years ago, she decided to move into sales

but she needed self-motivation.

In the following month,

she applied for a job

for a domestic company but failed.

Finally, one of their salespeople quit,

they decided to give her a chance.

Less than six months later,

she became the best female employee in the country.

She says the secret to her success is simple.

She divided her sales territory into four areas

and then disciplined herself to work diligently

in one of the four areas each day,

four days a week.

She does not allow herself to move

between the two areas.

As a result, she spends more time

with customers and improves her sales skills.

The more she improved her sales skills,

the more sales she got

and the more customers she introduced

to her area of expertise heart.

She eventually became one of the most well-paid sales professionals.

 “If you make a sale, you can make a living.

If you make an investment of time and good service in a customer,

you can make a fortune.” – Jim Rohn


Cause 8: Perfectionism is not necessary.

An old proverb says,

“Perfection is the enemy of good values”.


who are nervous

when meeting new customers,

insist that everything is set up perfectly

before meeting the customer for the first time.

They see the need to be prepared

as an excuse to avoid selling.

They argue that they have to remember every detail.

They feel the need to check

and understand every line in the orders.

They study the sales literature thoroughly.

This is called unnecessary perfectionism.

The basic rule in sales is to try

to prepare about 80% well

and then start working.

Develop enough skill

and product knowledge to get started,

then become a leader.

Benamin Tregoe once said,

“The worst use of time is to do very well what is not necessary.”

You’ll find that the more time you spend face-to-face with customers,

the better you understand your product

and know how to sell.

Nothing can replace face-to-face appointments

and direct question-

and-answer time with customers.

“We see our customers as invited guests to a party,

and we are the hosts.

It’s our job to make the customer experience a little bit better.” – Jeff Bezos


Hit the road and get to work

Insist on everything perfect

before meeting a client can be poison to your success.

Research what you need to research,

get the basics right,

then hit the road and meet potential clients.

Everything else will take place in the original order.

Fear of being met

by the word choose is

is like a goblin hidden deep in your subconscious.

That fear grows on its own as you panic

and try to find excuses

to avoid seeing new clients,

confirm appointments,

and meet them in person.

Remember you overcome your fear by facing it.

You eliminate your fear of rejection

by facing rejection so many times

that you no longer fear it.

“One of the deep secrets of life is that all

that is really worth doing is what we do for others.” – Lewis Carroll


Cause 9: Absent-minded and inattentive

Many times, salespeople miss out on buying

and selling opportunities

because they don’t pay attention

to what the customer has to say.

Maybe the seller is thinking of personal matters

or weekend plans….

In any case, if you don’t listen attentively

to your customers,

you won’t know what they’re talking about,

you won’t be able to catch the nuances of their expressions,

but the delicate matter they’re trying to present.

You don’t notice the customer’s eyes

on you in your product presentation,

and it’s impossible to know

which feature of your product captures

their interest the most.

“The most important thing in communication

is hearing what isn’t said.” – Peter Drucker


Every rule can be learned

The ability to focus, pay attention to customers

and what they say is a rule,

and every rule can be learned.

Concentration isn’t easy at first,

but over time you’ll find it gets easier.

You can increase your ability

to focus and pay attention

by taking notes as the customer speaks.

When you practice skills like leaning forward,

stopping and asking questions that are not clear,

you will pay more attention,

grasp more quickly what the customer is saying,

and more importantly,

understand the underlying meaning in what they say.

“The goal as a company is to have customer service

that is not just the best but legendary.” – Sam Walton


Cause 10: Overworked and Too Tired

Fatigue is a cause of wasted time.

But selling is hard work that drains your energy,

drains your stored energy,

and leaves you exhausted.

The harder you work,

the more people you come into contact with

and the more tired you will be at the end of the work day.

As you decide to stick

with this profession,

understand that your energy

and sharpness are key factors in the sales process.

Customers don’t buy your product,

they buy who you are,

and then the product.

When you are full of energy

and enthusiasm you make a good impression on the person

you are talking to.

When you’re at your best,

you make the most sales.

Without health,

you can’t sell anything.

“Rule 1: The customer is always right.

Rule 2: If the customer is ever wrong,

read Rule 1.” – Stew Leonard’s Grocery Store Customer Policy


Sleeping enough

Most adults have a mild form of sleep deprivation.

They don’t get enough sleep each night

to get the most out of the workday.

Don’t let this happen to you.

Go to bed before ten o’clock at least five nights a week.

Many people have followed my advice.

They increased their sleep time from

or seven hours

to eight hours a night

and were amazed at the change.

They felt as if their bodies had just awoken

from a hypnotic sleep

because of the sleeping pills.


they did not accept that each day passed they lived in a state of lethargy,

confusion, bewilderment,

not as alert and agile as before.

“The magic formula that successful businesses have discovered is

to treat customers like guests

and employees like people.” – Tom Peters


Health care

Your chances of selling will be greatly improved

if you prove yourself to be smart,

agile and enthusiastic

when talking to customers.

Excellent salespeople take great care of their health.

They eat nutritious food, get regular rest,

and exercise regularly.

In the United States,

many well-paid salespeople are marathon runners,

and they even compete in triathlons.

Buy a book on how to stick to proper nutrition.

Eat lots of fruits and vegetables.

Choose a high-protein breakfast,

eat bread,


and soda

chains and indigestible,

high-fat foods.

Lunch with fish

or chicken salad.

Drink plenty of water during the day.

Maintain the high efficiency of your kidneys

with a reasonable diet to stay healthy

and full of energy.

Imagine you achieve your dream of becoming rich through sales.

You buy an expensive racehorse for $500,000.

If you owned an expensive horse,

what kind of food would you feed it?

If you invested that much money in a horse,

would you feed it junk food like chips,

donuts, donuts…?

Of course not!

How much more valuable are you than a racehorse?

Just like when you feed a racehorse

with the most nutritious food,

you must also nourish your body

with the best food.

Take care of yourself as the most important

and valuable person in the world,

because it is true.

“Rule 1: The customer is always right.

Rule 2: If the customer is ever wrong, read Rule 1.” – Stew Leonard’s


Energetic Sales Professional

An old adage says:

“It is not the strength of the competitor

or the size of the match that determines,

but the determination of the competitor is the prerequisite”.

Just sitting directly across from

the customer is not enough.

The biggest impact on a sale is the passionate passion you show

in front of your customers.

Be determined to take care of your health from today.

The more energy you have,

the faster you will bounce back after each failure or rejection.

You will be more confident

and have higher self-esteem.

You will make a good impression on people.

When you are tired,

you find it difficult to accept,

difficult to overcome failures

and unsatisfactory things in life.

They make you depressed

and fully rested,

you will easily overcome all difficulties

and sell tirelessly.

“Your work is going to fill a large part of your life,

and the only way to be truly satisfied is

to do what you believe is great work.” – Steve Jobs


Cause 11: Lack of ambition

Perhaps the single most important quality

that will help you get there

and lead you

to sales success is ambition.

To be ambitious,

you must have a desire.

You must have a strong desire to succeed.

Every morning you wake up you have to think:

I can’t wait to start the day with something new!

Success in sales stems from an eagerness

to meet new customers.

When you realize

that sales success can help you achieve other goals,

for you and your family,

your ambition will reach the point

where nothing can stop you.

Ambition is a miracle.

“The fastest way to improve your relationships is

to make others feel important in every way possible.”— Brian Tracy


No ambition, no future

There are people who are not really ambitious

and therefore are not suitable for sales.

In many cases,

they reach a certain threshold

and then become complacent with themselves.

They adjust their lives

to their existing income

and have no desire

to increase their income.

Even if you give them incentives,

even if they offer prizes,

they still don’t have the motivation to work harder.

They may be stable average producers,

but they have no future in the competitive world of sales.

“Optimism is the one quality more associated

with success and happiness than any other.”— Brian Tracy


Qualities of mediocrity

Not long ago I was invited to collaborate with a large company.

They want me to encourage

and motivate their salespeople

with ideas on how to set goals,

be more productive,

and achieve better.

All morning I gave a passionate speech,

sharing with them some of the best ideas

from thousands of salespeople across the industry.

But the price difference is very indifferent

and even hummed for passing.

Many people lean back

and chairs,

very few people take notes,

some even read newspapers

or talk to people around.

I have never seen such a sight.

Finally, I consulted a senior salesperson during the break.

What he said shocked me.

He said that this lecture did not appeal to him or anyone else.

All salespeople here are union members

and are paid by the hour.

An ordinary employee has worked

for the company for 0 years

and whether

or not they do anything does not affect their income.

Most people are full-time employees.

They plan to stay with the company

for the rest of their lives,

and then retire.

“Develop an ‘attitude of gratitude.’

Say thank you to everyone you meet

for everything they do for you.”— Brian Tracy


There is no cure.

He continued:

“I myself do not understand what you are saying.

I have no ambition,

I don’t care how much or how little I do.

That doesn’t change my practice.

It also does not affect my liability.

Why should I work harder?

I just like working for eight hours

and then going home to watch television.

That salesman was about 40 years old.

What a tragedy,

I think. He may have lived to be 80 years old,

yet the fire of his enthusiasm had died out by the age of 40.

He has no ambitions

or desires except a leisurely job

and watching television every night.

Lack of ambition is the cause of wasted time and talent.

“Seek first to understand.

Then to be understood.” – Stephen Covey



One of the most effective principles of time management

and getting better at the things that matter most.

You know 20% of salespeople make 80% of the money.

As always, the top 20% of those employees know

how to make the most of their time

and effort to do the things that matter most.

The better you do what you do,

the better make money fast and more.


No one is smarter than you

and does better than you.

Everyone starts from the first rung of the ladder.

People who do very well today may have done very poorly.

Whatever other people learn,

you can also learn.

If someone does you a favor,

it’s only because they learned important skills before you.

The proof that you can learn them is

that they learned them too and started from scratch.

“When a customer complains,

he is doing you a special favor;

he is giving you another chance

to serve him to his satisfaction.

You will appreciate the importance of this opportunity

when you consider that the customer’s alternative option was

to desert you for a competitor.” – Seymour Fine



Schedule your first appointment early.

The most difficult people to meet are those

who can meet you at seven

or seven thirty in the morning.

Sometimes, they even date you earlier.

The best time to meet customers is

before and after business hours.

This is especially true for successful entrepreneurs

or business owners.

The reason why they become leaders is

because they work earlier

and leave later.

If you extend your working hours

and meet them at a time

that is convenient for them,

you can make great deals in your career.

In fact, the most difficult people

to meet are often the most valuable customers.

Those who have free time rarely buy anything.

“You are a living magnet.

What you attract into your life is in harmony

with your dominant thoughts.”— Brian Tracy


Applying the 80/20 Rule

Apply the 80/20 rule to everything.

Spend 80% of your time prospecting

until you have so much to do that

you don’t have time to meet any more customers.

Then spend 80% of your time meeting the 20% of the customers

who can make up 80% of your work,

those customers who buy the most for you.

“The goal as a company is to have customer service that

is not just the best but legendary.” – Sam Walton



Like the athlete at the starting line,

when the firing command starts at eight o’clock in the morning,

you can rush to work hard at any time.

Think of it as a race to meet

as many customers as possible.

You can even compete with your colleagues.

Each set a goal of meeting 100 customers

as quickly as possible.

When you have met 100 customers,

you become optimistic,



and very knowledgeable about your product or service.

You no longer worry about rejection or failure.

You will hear any comments

or questions that some customers may have.

You will know the most effective way to sell.

Good customer service costs less than bad customer service.” – Sally Gronow



Calculate time in minutes instead of hours.

Enjoy every minute of work.

Do things faster.

Accelerate more often.

Develop a sense of urgency

and the habit of taking immediate action.

Let’s work faster, more urgently.

When you get to the office don’t wait

until you’ve finished making your coffee.

Get to work now.

Once you’ve started,

be productive in your work time,

don’t stop to dry-clean,

pick up clothes at the laundromat….

Work hard every minute, every hour.

Be determined to be the hardest worker in the company.

Don’t tell anyone about your determination

just make sure that

when people see you,

you’re working hard.

Don’t take a break

or waste time,

for you,

it’s not a break,

it’s work.

If someone asks:

“Can we chat for a bit?”


“Sure, but not now.

I have to get back to work.”

“Inside of every problem lies an opportunity.” – Robert Kiyosaki


Breaks can make you rich.

Don’t waste your coffee break.

When people go to college,

they spend a lot of time taking breaks,

having coffee,

and having lunch.

When they go to work in the morning,

they think about taking a break

and choosing who to talk to,

but don’t make it a habit of your own.

Since you get paid for the fruits of your labor,

don’t do anything that doesn’t make you money.

Save the time the average person takes

for a break and use that time

to increase sales.

This has a significant impact on earnings

both before and after you realize it.

“When the customer comes first,

the customer will last.” – Robert Half


Raise your salary now

The average person takes a break twice a day,

20 minutes each time, sometimes longer.

That’s 40 minutes a day.

Those 40 minutes multiplied

by five working days of the week make 200 minutes,

which is multiplied by 50 work weeks a year,

the result is ten thousand minutes,

which equates to 166 hours of work

or more than a month.

So you have wasted more than 1 month of overtime just

because of taking a break to drink coffee.

When you decide to take a break to work,

you will be able to add 1 month’s salary

to your income.

A month’s overtime salary can help you buy comfortable equipment

or a new house,

new car,

vacation, etc.

“People expect good service

but few are willing to give it.” – Robert Gately


Improve your income

Take advantage of lunch time.

The average person in college

or new to work often spends an hour eating lunch.

One hour is equivalent to five hours a week.

When you multiply those five hours

by 50 weeks of work per man,

the result is 250 hours.

The amount of time after that work week is wasted

and an activity doesn’t add any benefit to your life.

When you combine breaks

and lunch breaks, using that time to sell,

you can quickly add two

and a half months

and your working time ie

your income increases by nearly 25 %.

When you do something over and over again,

it will become a habit,

and the effect will soon become a habit

If you make a habit,

you will have a habit of using your time more effectively.

You will form the habit of earning more than your peers.

That’s a great habit you need to have.

“If you work just for money,

you’ll never make it,

but if you love what you’re doing

and you always put the customer first,

success will be yours.” – Ray Kroc



Regularly attend sales seminars, before a seminar is held,

the content of the seminar will be checked and proven.

Seminar speakers often spend hundreds of hours of research

and thousands of hours of experimentation

to gather all the information

and findings to present at the conference.

When you attend a symposium,

you will learn some great ideas

that have come up in that field.

Attending a workshop can save you weeks,


and even years of hard work.

Many sales professionals have doubled

or tripled their income in 30 days thanks

to the idea they got from a seminar.

“Until you understand your customers,

deeply and genuinely,

you cannot truly serve them.” – Rasheed Ogunlaru



Probability explains success and failure quite well.

Successful people do many things

that can lead them to success.

Unsuccessful people do less.

According to the law of probability,

successful people often do the right things

at the right times in a more rational way than unsuccessful people.

By regularly attending sales conferences,

you greatly increase your chances of learning

what is needed to achieve your goals.

But if there are many different ideas,

according to the law of probability,

you will surely have one or two ideas

that can change your career for the better.

This is why the top 10% of experts

in all fields regularly attend seminars.

Likewise, the most successful

and well-paid sales professionals regularly attend sales seminars.

Low-income people often sit in the office worrying about money

and complaining about the difficult business situation.

The people who lead are eager,

eager to learn everything

that can increase sales and income.

We’ve talked about the benefits of reading books

about your field,

as well as taking advantage of the accumulated knowledge gained

from radio programs.

Imagine you read a book for an hour a day,

attend a regular sports festival,

and listen to radio programs while driving.

Naturally, you can make one more trade a day.

Once you get into the habit of doing one more trade a day,

you will automatically move on

to making two more trades a day and so on.

How does that impact your performance and earnings?

You can become one of the most competent

and well-paid professionals in your field

by continuously improving your skills.

“Never underestimate the power of the human element.

Whether it’s assisting a guest

with a special request

or a friendly greeting from staff members in the hallway,

the people aspect plays a key role

in guest satisfaction and loyalty.” – Ramez Faza



Peter Ducker writes:

“Thoughtless actions are the root of all failures.”

The most effective way

to help you accelerate sales

and earnings is to plan ahead.

The more time you spend carefully thinking

and planning your sales activities,

the more productive you will be

and the more sales you will make.

Any type of schedule works for you as long as

you make it a natural extension of your business.

It doesn’t take long to learn how to use a schedule.

Every day, you will have at least two more productive hours

by using a reasonable schedule.

When you know how to manage your time properly,

you will double your productivity,


and income.

“The most important thing in communication

is hearing what isn’t said.” – Peter Drucker



Hourly pay is a metric

by which you measure how effectively

you use yourself and determine exactly

how well you apply your skills

to your life and world.

Monetization is your primary valuable asset.

Everything you do to improve your earning potential

will improve your quality of life.

“We asked ourselves what we wanted this company to stand for.

We didn’t want to just sell shoes.

I wasn’t even into shoes

but I was passionate about customer service.” – Tony Hsieh



When planning strategies

for companies and corporations,

we often focus on improving the standard

of return on investment.

It is the amount of profit the company owner

gets from the investment in the business.

It is the primary benchmark

for strategic planning

and determining business performance.

But in life, the main investment capital is intellectual,

emotional and physical.

In your personal strategic plan,

focus on improving your return on energy investment,

increasing your money by the hour,

and the results you get every minute of every day.

“When you make a mistake,

there are only three things you should ever do about it:

admit it,

learn from it,

and don’t repeat it.” – Bear Bryant



In their book The Millionaire Neighbors,

Thomas Staney and William DanKo found that in the US,

79% of self-made millionaires are entrepreneurs and salespeople.

As such, the most important skill for business success is the ability

to sell a product or service.

According to the law of probability,

the ability to sell well helps you

to lead in terms of financial prospects,

even becoming a millionaire will be higher thanks

to good sales skills.

There is no limit to what

you can achieve except the limit of your thoughts.

“The only certain means is to render more

and better service than is expected of you,

no matter what your task may be.” – Og Mandino


Practical exercise

1. From today, resolve to double your productivity and income,

calculate your current hourly rate and multiply it by two.

2. Plan your day,

make a to-do list and prioritize your list,

always starting with the most important task.

3. Start each day by asking yourself:

what can I and only I do,

and if done well will make a huge difference in my work?

4. Constantly perfecting your skills,

always ask yourself:

what skills can I improve and master to double my income.

Whatever your answer,

practice that skill every day.

5. Form a sense of urgency,

the habit of acting immediately,

waking up and working early.

Make the most of all working time

6. Read books for 60 minutes every morning,

attend seminars on sales four times a year,

listen to radio programs on the radio in the car,

constantly improve yourself.

7. Analyze your sales activities every day,

determine the number of customers you need to meet

to sell a certain amount of goods,

then surpass yourself.

Be the leader.

Anything that wastes effort is also a waste of time.

Therefore, the most effective time management method is

to make the most of effort. – Alec MacKenzie



Every year, millions of businesses are born

and their success depends on the sales staff,

all of which is created from the exchange

and purchase.

So be the runner in the race for higher income

and financial independence.

The most important rule for success is

to learn from the experts.

You don’t have enough time to discover all those rules

by yourself through learning from mistakes.

The most recognizable quality in sales professionals

is action-oriented.

When they learn how to make new skills,

they will try it for days

and there are only two possibilities:

success or failure.

If successful, continue to develop

to improve that skill.

If it fails, learn from the experience to become a smarter

and more capable employee.

When I started selling,

I made a decision that changed my life.

I always try a method

or skill five or ten times

before giving up.

Then I understood that nothing works the first time.

Developing a vital skill takes a lot of practice,

just as walking requires a lot of falls before you can walk.

Likewise, skills can be learned.

You can learn any sales skill, including closing skills.

No limit exists.

What others can do,

you can do.

Your job is to take advantage of proven methods,

skills and strategies,

repeated and mastered

until you become the ultimate sales professional.

Take action now! – Brian Tracy

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Angel Cherry

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