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Brian Tracy! Psychology Of Selling! The Secrets of Sales

Psychology Of Selling!

Part 1. The Secrets of Sales

Look, feel and believe it.

Make a plan in your head and start executing. – Robert Collier

This world only begins when there is trade.

Salespeople are ranked among the most important people in society.

Without sales,

society would stop growing and fall into poverty.

The element that creates wealth for society is business.

All products and services,

profits and wealth,

all wages and benefits,

are generated by the business.

The potential of the business community in a city,

state, or country is the determining factor in the quality of life

and living standards of the people in that area.

Life is for service. ― Fred Rogers


You are really important

Salespeople are the most important person in any business.

If they can’t sell,

even the biggest and most famous companies have to close down.

The main selling point is the spark plug of the enterprise apparatus.

There is always a relationship

between the success of the business community

and the development of the nation.

The more vibrant commercial activities in any industry or region,

the more successful

and profitable that industry or region is.

The salesman is the one who pays for all the schools,



libraries, parks and all the nice things

that matter by our standard of living.

The sellers

– through the sales,


and taxes they generate for companies

– paid the government all social benefits,

unemployment benefits,

social insurance,

health care,

and so on.

health and other benefits.

Salespeople are really essential to our lives.

“To maintain your enthusiasm,

you have to make your goals substantial enough

that they keep your attention.” – Grant Cardone


Salespeople are the driving force behind development

US President Calvin Coolidge once said,

“Life in America is business.”

If you flip through the major newspapers like the Wall Street Journal

and Investor’s Business Daily,

or the big business magazines like Forbes,

Fortune, Business Week, Inc.,

Business 2.0, Wired and Fast Company,

you’ll find all the information is the same related to sales.

All financial markets,

including those for stocks,

bonds and commodities,

as well as prevailing interest rates,

involve selling.

As a professional sales person,

you are the driving force behind the development of society.

The only question is,

how good are you at selling?

For many years,

selling was considered a second-rate profession.

Many people are embarrassed

to tell others that they work in sales.

In the past,

society used to have a prejudice against sellers.

The president of a Fortune 500 company told the press:

There are still people who consider sales

to be an unappreciable part of the business.


The strongest companies

This attitude quickly changed.

Today, the strongest companies are those with the best salespeople.

Second-rate companies have second-rate salespeople.

And third-tier companies are on the way to dissolution.

The most successful organizations in the world

are the best sales organizations in the world.

More CEOs of Fortune 500 companies come from the sales department

than from any other part of the company.

Now, hundreds of universities are offering professional sales courses,

which is a huge change from a few years ago.

Many young people leave school

immediately looking for business positions in large companies.

More CEOs of Fortune 500 companies come from the sales department

than from any other part of the company.

The most powerful businesswoman in America today is Carly Fiorena,

President and CEO of Hewlett Packard Corporation.

After receiving her diploma in Medieval History from Stanford University,

she worked at AT&T in sales

and developed her career from there.

Pat Mulcahy, President of Xerox,

also rose from a sales job.

Many of the world’s top companies are led

by people who started out in sales.

The ability to sell is the number one skill in business.

If you cannot sell,

don’t bother thinking about becoming a business owner. — Robert Kiyosaki


High income and stable job

You can be proud of being a professional salesman.

Your sales ability can bring you a high income

and long-term stable job.

No matter the economy changes,

no matter how many companies go bankrupt

or how many industries become obsolete,

society will always need good sales people.

By being an excellent salesperson,

you will achieve all of your financial goals.

74% of self-made millionaires in the US are entrepreneurs.

They may get an idea for a product

or service that no one else offers,

or they think they can better offer their competitors

and start their own business.

For entrepreneurs,

the most important skill for success is the ability to sell.

All other skills can be outsourced.

But the ability to sell is a factor that

determines the success or failure of a company.

“Your greatness is limited only

by the investments you make in yourself.”– Grant Cardone


5% of self-made millionaires

American businesses are people

who spend their whole lives selling goods for companies.

Sales today are among the highest-paying professions in America,

often earning more than doctors,

lawyers, architects or those with advanced degrees.

Sales is really a high paying profession.

In sales, there is no cap on your income.

If you are fully trained,

skilled and you sell the right product to the right market,

there is no limit to how much you can earn.

Sales is the only activity in society that

you can start with

with little skill or basic training,

it accepts any background and

can give you life wealth in just 3–12 months.

“Everything in life is a sale

and everything you want is a commission.”– Grant Cardone


The 80/20 Rule of Sales

When I started selling,

someone told me about the Pareto principle,

the 80/20 rule:

The top 20% of salespeople generate 80% of the sales

and the other 80%

just make up 80% of the sales make 20% of the revenue.

Wow! I was young then

and this rule really opened my eyes.

Right after that,

I decided I would be in the top 20%.

Later, I understood that

it was one of the most important decisions

and turning points in my life.

As a reminder, the top 20% of salespeople generate

80% of sales and 80% of sales.

In contrast,

the remaining 80% of salespeople make only the remaining 20% of sales.

Your task is to decide to join the 20% group,

then learn how to do it.

The Pareto Principle can also continue

to apply to the top 20% of sellers.

Thus, that is, the top 20% of the total

20% corresponds to the top 4% making

80% of the revenue of the top 20% of sales.

Really impressive?

Out of 100 sales people,

only 4 or 5 people can generate so much sales

that all the rest of the people combined can do so.

“When I had money everyone called me brother.” – Polish proverb


Never have to worry about money

There’s a compelling reason you’re in the 20%,

and then in the 4%:

you’ll never have to worry about money

or worry about job security.

You will never lose sleep

because of work.

People in the 20%

or even more selective group are the happiest people in society.

On the other hand,

those in the bottom 80% have to worry about money all the time.

One of the greatest tragedies of society,

the greatest preoccupation in human history,

is that most people have to worry about money all their lives.

Every morning when they wake up,

they have to think about money.

The rest of the day,

they have to think about how to manage with the little money

they have to pay for their needs.

This is not how you should live.


Top people make a lot of money

People in the top 20 percent typically earn an average of 16 times

what those in the bottom 80 percent earn.

Those in the 4% quintile can earn an average of 16 times

what the rest of the bottom 20% earn.

This is so thoughtful!

A major US insurance company tested the 80/20 rule

with thousands of insurance brokers across the country.

They found that insurance brokers could sell

and make 20–30 times more money than

professional insurance agents

who were trained and worked full-time,

even when all are selling the same product to the same audience,

at the same price,

in the same office,

and under the same competitive conditions.

That same year,

I turned my attention to two groups

that excelled in two fields.

Those who work in these two fields together start on the street,

starting with calling each phone number in the newspaper

and the phone book.

They work together on commission,

selling the same product at the same time.

But the average annual income of each salesperson in these elite groups

is $833 thousand and $850,000 respectively.

Some of the top people

in these two groups have made millions in a year on commissions alone!

So your goal should be to be in the top 20%,

and then the 10%,

the 5%,

the 4%, and so on.

The purpose of this book is to help you realize that goal,

to take you from wherever

you are now to wherever you want to be in the future,

to be one of those people who are highest paying in your field.


Likelihood of success

If the top 20% of sales in an industry, it  can make 80% of the revenue

and the top 20% of the companies in an industry, 

it can make 80% of the profits,

what is the factor?

What makes these individuals and organizations different?

In short,

it is because they have developed the ability to succeed in their field.

The ability to succeed is one of the most important ideas about sales

and management of the twenty-first century.

This concept is understood as:

“Small differences in performance can lead

to large differences in results.

results achieved.”

The difference between the leaders

and the middle and mediocre is not talent or ability.

Usually, it’s the very small things that require persistence.


Close victory

The expression “win by a nose” is only a close victory,

this idiom comes from the racecourse,

when two horses sprint and reach the finish line,

only one nose apart.

For example, if a horse wins a race solely

because of its nose,

it will receive a bonus 10 times the amount of the horse

that lost because of the nose alone.

So the question is:

Is the horse that wins

because of the nose 10 times faster than

the horse that loses because of the nose?

Or is it 1/10 faster?

Not so? It’s just the nose that gets to the finish line,

but this makes a 10x difference in the prize pool.

If a salesperson makes a sale in a competitive market,

is he or she 10 times better than someone who doesn’t?

Of course it’s not.

Sometimes it’s just a small tactic,

but it makes customers buy from one person

and not from another.

In fact, the salesperson

who won the order may only be superior

to the other by the “nose”.

Salespeople don’t have the advantage of racehorses.

In their work there is no consolation prize.

If a horse comes in second or third,

it still wins.

But selling is a matter of “all you can eat,

you will lose nothing”.

A salesperson who loses an order loses everything,

no matter how much time he

or she has invested in the sale.

“The price of success must be paid in full,

in advance.”— Brian Tracy


Be a better person even if it’s just a little

In sales, you just need to be better

and slightly different in each stage to accumulate

and gradually make a big difference in income.

A bit of skill,

when raised gradually,

even 3 or 4% can give you a success advantage,

possibly putting you in the top 20%

and then the 10%.

In sales,

you just need to be better

and slightly different in each stage to accumulate

and gradually make a big difference in income.

As you continuously hone your skills,

your abilities will grow,

similar to how you accumulate profits.

First, find a way to get ahead of the crowd.

When you master these skills,

you will become more

and more advanced than the rest.

The more you progress,

the better results you will achieve

and will quickly stand out from the crowd.

In just a few years,

even a few months,

you could be making 5,

10 times more money than the average person.


Qualities of top salespeople

Successful salespeople all have certain qualities

that set them apart from the average salesperson.

Those qualities have been established over the years

with numerous interviews,


and remarkable research.

We all know these two things:

first, no one is born with those qualities;

second, all of those qualities can be learned through practice.

You can equip yourself

with those qualities to ensure yourself a good life.

People used to believe that

many people are successful

because they have good backgrounds,

high education,

established the necessary relationships,

good academic results

and many other suitable factors.

But then researchers discovered that there are people

who start out without any advantages,

but they still make it to the top of their careers.


Start from zero

The best proof of this are new immigrants.

They came to the United States with little money,

no relationship,

no qualifications in high school or college,

limited English and many other disadvantages,

but within a few years they overcame their difficulties,

and rise to the top position in their professional field.

During the seminars,

I met many American immigrants from all over the world.

They came to the United States empty-handed,

but now they are the best sales people

who are well paid

and some have even become millionaires.

The success of each person stems from their own internal strength,

not dependent on external factors.


Success with the mind

What makes the difference is the mind of the salesperson.

A few years ago,

Harvard University conducted a study of 16,000 salespeople

and discovered that

the basic quality that determines sales success

or failure is mental capacity.

A person who has all the minimum necessary qualities will be successful,

and will be successful with everything.

If you develop these psychological competencies,

they will gradually form the basis of your own successful sales career.

If you want to know how tall a building is,

look at the depth of the foundation.

The deeper the foundation,

the taller the building.

Similarly, the deeper your foundation of knowledge

and skills,

the stronger your life will be.

Once you’ve built a foundation

and become a great salesperson,

you can go anywhere

and decide your own career.

And you can always strengthen your own foundation.


Unleash your potential even more

The average salesman effectively uses only a small fraction

of his abilities in selling.

It has been estimated that the average person,

in general,

never uses more than 10% of his capacity.

That means each one has at least 90%

of the capacity left untapped,

possibly more.

Therefore, when you learn

how to unlock 90% of your potential,

you have put yourself on the list of the highest earners.


Follow in the footsteps of the leaders

If your goal is to be in the top 10% of your field,

the first thing you need to do

is find the real leader in that group.

Instead of following in the footsteps of those

who are also following

– the average person in that job

– follow closely those who are leading.

Compare yourself to those people and remember,

no one is better than you, no one is smarter than you.

If someone is doing a better job than you,

it’s just

because they figured out the cause,

and effect relationship at work before you.

The English philosopher Bertrand Russell once said,

“The best proof of what can be done is

that someone else has already done it.”

This means that if someone else is making 5 times,

10 times more money than you,

this is the basis that

you can make the same amount of money,

and it is simple if you learn how to do it.

Remember that everyone starts at the bottom

and must find their way up.

If someone is doing better than you,

learn how that person got to where they are now.

Sometimes the best way to know is to ask in person.

Maybe they will let you know.

Leaders are often willing to help those with ambitions to succeed.


Major problems in confidentiality

The most memorable breakthrough in human psychology

and ability of the twentieth century was the discovery of self-awareness.

Self-awareness is your beliefs about yourself,

how you see and evaluate yourself

and all areas of your life.

Self-awareness is the “master program” of your subconscious.

It’s like an operating system,

which dictates everything you say,



and act on.

There is a direct relationship

between your self-perception

and your actions and results.

You always act in a way that is consistent with your perception.

Your life really improves

when you change your self-perception

and overcome the person you were before.

Not only do you have an overall self-perception

– which determines how you think

and feel in general about yourself,

your life and the people around you

– you also have “micro-perceptions” that

determine how you behave.

Be active and effective in every specific area of your life,

from something as small as riding a bicycle

to as big as giving a public speech.


Sales self-Awareness

In the field of sales,

self-perception is how you think about your job prospects.

If you have a positive self-perception,

good job prospects are no longer a concern.

You wake up in the morning excited to call new clients.

You are skilled and confident in your leads,

so your sales communication channel is up and running.

Conversely, if you don’t have positive self-perception

and your ability to identify leads is poor,

you’ll always be hesitant and nervous

when it comes to sales promotion.

This view will make you feel stressed and uncomfortable,

you will always find ways to avoid work.

The same is true for every other stage of sales.


What does your income depend on?

Every salesperson is self-aware of how much money he or she makes.

Psychologists have found that your income is always close (up or down 10%)

to what you think you can earn.

If you earn about 10% more than expected,

you will immediately have a reaction to spend the compensation.

That month has a lot of money,

you will not be able to ignore the desire

to spend on eating,


buying clothes or countless other pleasures.

And you’re quickly overspending.

If you earn 10% less than you planned or less,

then you have a compensatory response.

You will begin to think that you have to work harder,

harder, smarter

and more efficiently

to get your income back to the “abundance threshold”.

Once that is done,

you will again find ways to relax

and find the pleasure of spending money.


Change the threshold of affluence

There is only one way for you to increase your sales,

that is to raise the threshold of affluence,

and also to increase the amount of money you earn.

Some people have a threshold of $50,000 a year.

With this income, they can relax

and spend money quite comfortably.

For others, their threshold is $100,000 a year.

This income threshold requires them to always move forward

and they can only relax

when they have reached their income goals.

There’s a funny but very reasonable case,

that there’s usually not much difference in talent

between someone who makes $50,000 a year

and someone who makes $100,000 a year,

only one difference.

One has set a $50,000 per year rate

while the other doesn’t accept a lower than $100,000.


Adjusting the financial “thermostat”

You can never earn more than your ability can bring.

It’s like you have a “thermostat” that determines your financial heat.

You also know that,

when the thermostat is set to a certain temperature,

it continuously automatically adjusts the hot

and cold air to keep the room at that temperature.

Similarly, if you see yourself as the type of person

who can only make $50,000 a year,

you will have your own reactions to keeping your income at $50,000.

You can never earn more than your ability can bring.

It’s like you have a “thermostat” that determines your financial heat.

In seminars and when working with businesses,

I have noticed a strange phenomenon:

A salesperson will set a goal of making $50,000

or $60,000 for the whole year.

That year he was lucky to hit $50,000

by the end of September.

But soon, for whatever reason,

sales dropped again

and he stopped selling for the rest of the year.

Although the product market is still good,

he can’t seem to maintain his morale

and motivation anymore.

His wheels wobble until the end of the year.

Then, on the first day of January,

he was as eager as a horse to start a race and keep selling.

The cause is thought

to stem from his self-perception.

People often set a goal

of earning a certain amount of money in a month.

But if that month does well

and they make enough money

by the middle of the month,

they will stop selling again for the remaining two weeks

and wait agonizingly

until the first day of the next month to return to selling.

This happens quite commonly.


Exceeding precedent

Many people falter

when they think it is not right for them

to earn more than their predecessors.

I have seen many salespeople

who always stay in place with a certain income,

which is also the level that the seniors have earned.

Their subconscious has already decided that

they won’t make more than that.

And that naturally became true for them.

I have witnessed a young man from

the countryside go to the city

to earn a living selling satellite dishes to ranchers.

This person came from a poor background

and never made a lot of money.

But that year’s crop was good,

and the farmers bought up to $5,000 worth of satellite dishes.

Money earned faster than his own dreams.

But the hard work and struggl

e to earn money quickly exhausted him

to the point that after a few deals in the first week,

he floundered home,

turned off all the lights in his room,

and lay down on his bed.

In exchange for his dream income,

he was engulfed in stress.


Change your mind

To increase your income,

you need to think carefully about your financial goals

before you can actually achieve them.

The goal that you need to set

is that right in your self-awareness,

your income must increase little

by little until you always think,

always see and feel yourself to have a higher income.

Imagine you have entered the desired class

and made the desired money,

observe the people who earn more than you

and imagine that you are like them.

Assuming you’re already financially independent,

paint a picture of yourself

when you make your dream money

and pick up the phone

to call a client just

because you’re eager to meet new friends.

It is the calm, confident,

relaxed attitude like a rich person that

will help your work achieve the highest efficiency and least stress.


Be realistic

You need to be realistic

when changing your self-perception,

especially in the early stages.

For the first time,

when I learned about the power of self-awareness

and its impact on income

I was making $30,000 a year.

Immediately I set a goal to make 300,000 dollars a year.

But, this great goal,

instead of motivating me,

it holds me back.

My mind should have rushed to find a way to earn that money,

but it closed tight,

as if I had blown a light switch.

Later, I have learned that

if you set a goal that

is too high compared to what you used to do,

that goal will be denied by your own self-concept.

Instead of motivating you,

it frustrates you.

After 6 months of hard work towards this new but unrealistic goal,

I finally realized my mistake

and corrected my goal of $50,000 a year.

Almost immediately

I saw work progress

and quickly reached my new goal.


Constant income

Here is another interesting issue.

A salesperson can start at the bottom,

go up for a few years,

and eventually make over $100,000 a year.

But then the economy went down,

that industry shrank

and he had to start his career again

from scratch at a new company,

dealing in a different kind of product.

How much money do you think he will make next year?

The answer is:

still more than 100 thousand dollars.

Why is that?

Because in his self-perception,

he thought of himself

as someone capable of making $100,000 a year,

no matter what was going on outside,

he would always find a way to earn $100k,

even more and more.

You read about the top executives of big businesses

who are making millions of dollars a year.

They are also likely to lose their jobs.

But just a few months later,

they were working for another company

and still earning more than a million dollars a year.

It is not believed that someone

who can earn millions of dollars a year will work for less.

That is the main problem of self-awareness.


Key sections in sales

Selling has up to seven stages.

These steps are similar to the numbers of a phone number.

You need to dial the numbers in the correct order

if you want to work and sell.

It is the work and efficiency of each stage

that will determine your success and income.

These seven key stages are identifying potential customers,

establishing relationships,

identifying needs,

making sales presentations,

responding to reviews,

completing sales transactions,

taking care of existing

and potential customers.

Your self-awareness in each stage will determine your performance

in these stages,

as well as determine your total income.


everyone who is good at one of these seven stages has been very bad

at that very stage.

Every expert in the top 10% started from the bottom 10%.

The good news is that if you can learn to drive a car

or use a cell phone,

you can master all seven of those important steps.

It’s simply a matter of learning and practicing.

If you consider yourself bad at any business,

you will avoid it whenever possible.

But the only reason you don’t act boldly is

because you haven’t done well,

haven’t mastered that skill – just not yet.

If you’re not good at something, you’ll make mistakes,

get scared,

get angry,

and get frustrated.

And it’s understandable that you shy away from work.


Mastering the skill

The solution to fear or hesitation in any sales skill is

to master that skill.


there are many books,


training courses,

and a wealth of advice available today

that will help you become more resilient

without having to spend time learning on your own.

There is no reason to stop you from joining the top 10%,

simply because you are weak at a certain stage.

a. You can learn how to effectively identify leads,

how to build deep relationships

and trust those leads.

b. You will have the skills to ask questions

and listen attentively to the answers.

c. You know how to control,

more confident in relationships.

d. You can learn anything you need to learn

by practicing and practicing.

The same goes for every other step.

e. You’ll become adept at accurately identifying the needs

of the person you’re speaking to,

and in assessing potential customers

by asking more questions

and being more effective.

f. You will become more

and more excellent at your sales presentations,

the effect will soar that

people will rush to buy from you,

even before you finish the presentation.

g. You will learn how to answer questions

and how to critique,

the questioner will be so satisfied

that objections disappear

and do not reappear.

And you can learn a lot from this book,

from exploiting orders

to closing deals at the right time.

Finally, you can learn how to create a “golden value chain”

with customer referrals,

including potential customers,

and know how to increase sales from people

who have purchased from you before.

These skills can all be learned.


Let’s do better

In any field,

your work performance is always proportional

to your self-perception in that field.

The more confident you are in your abilities,

the more satisfied you will be with your work,

and the better your results will be.

In fact, like a sculptor,

you can shape your own selling abilities.

You won’t feel comfortable doing something

you think you won’t do well,

you’ll just feel stressed.

Trying to improve yourself in any area boosts your confidence

and increases your chances of success every time you try something.


Face your fear

During the first sale,

you will usually feel extremely nervous.

Your heart is pounding so hard

you think everyone around you can hear it.

Your stomach rumbles

when you call a customer.

Psychologists say that

such a reaction often occurs,

like you are a child threatened with spanking.

Your self-perception is often very subjective.

It is not based

on the basis of fact but only on ideas

or thoughts about oneself,

especially those that think that

one’s own abilities are limited.

They have held back most people,

preventing them from growing.

Fear and self-doubt are the biggest enemies of potential growth

in every human being.

Many people doubt their ability to achieve excellence

when they work in a certain field,

and even when that is not true,

it turns out to be true in the end.

As William James of Harvard University put it:

“Faith creates truth.”

If you assume that your abilities are limited,

you will always feel

and act as if you are indeed limited,

and so what you think will come true.

Fear and self-doubt are the biggest enemies of potential growth

in every human being.


Don’t limit yourself

Some people feel that

the way they offer to sign the order is very bad.

As long as you think

and talk to yourself like that,

you’re going to do a terrible job.

The thought of suggesting an order makes your heart pound,

your stomach rumble,

your hands sweaty and your mind go blank.

Through practice,

you will learn how to casually

and naturally close a sale.

Once you have mastered this art,

you can make an order request in any situation.

Some people believe that

they are bad at talking on the phone.

Due to fear of rejection,

people often avoid calling customers

who are not friendly and open.

And so they often say to themselves,

“I hate calling strangers.”

As long as you think

and say it to yourself,

every time the music on your phone plays,

you’ll stammer again,

make mistakes,

and be less productive.


Challenge your limits

Another very interesting piece of information:

You often view limitations in terms of misinformation rather than fact.

Those illusions are always in your head.

They are not real, remove them with new,

positive beliefs about your abilities

and confidence in any area.

Self-limiting beliefs emerge early and easily:

When you try something like rollerblading or snowboarding,

the first try you play very poorly.

You immediately conclude that

you cannot play the sport.

From then on you spoil yourself

by always looking for ways to justify that thought.

And you will also dodge that game.

Louise Hay,

a teacher and writer of metaphysical things,

said that the main mistake of every person is always feeling

“I am not good at anything”.

Deep down in our minds,

we all have the feeling that our abilities are not

as good as others

and that people are doing better

because they are better.

Invisibly, we ourselves conclude that if they are better,

we are inferior,

if they are appreciated, we are undervalued.

This is the main cause of almost all unhappiness in society.


Chapter 1. The center of self-awareness

The most important discovery in the psychology of self-awareness

is the pivotal role that self-esteem plays.

The best definition of self-esteem is:

“How much you love yourself.”

It is what determines your personality

and all that is related to you.

How much you love yourself in any field determines

how and how well you work in that area.

It determines how much money you make,

how you dress,

how well you get along with others,

how much sales you make, and your quality of life.

A person who truly loves himself will have high self-esteem

and therefore will have a positive self-perception.

When you truly love yourself in a certain role,

you will put in your best effort

when performing the work in that role.

The more you love yourself,

the more you value others.

And the more you respect others,

the more they respect you.

The same goes for your customers

and the more they are willing to buy from you,

refer you to their friends.

People with high self-esteem will again meet

and marry people with high self-esteem.

Parents with high self-esteem will raise children

with high self-esteem.

Bosses with high self-esteem build high-esteem employees.

People with high self-esteem are more disciplined with themselves.

They have better friendships

and are more sociable with their surroundings.

In general, they are happier

and feel more self-fulfilling

than those who don’t really love themselves.


Self-esteem and sales effectiveness

When putting your self-esteem into identifying leads,

establishing relationships,

identifying needs,

making sales presentations,

responding to reviews,

closing deals,

taking care of old and new customers potential customers,

you’ll find yourself doing those parts much better.

A person who does not love himself,

always feels like he is inferior in a certain field,

that person will work less effectively.

Vendors do not have people

with high self-esteem are people

who don’t love themselves

and they don’t value other people either.

At that time,

it will be difficult for them

to build a good relationship with customers.

Therefore, customers do not like,

do not trust them and will turn to buy from others.

How much you love yourself will determine your success in business

and your income.

And obviously it also determines

how successful you are in all aspects of your life.


A great discovery

If you doubt that mental strength determines your life and destiny,

one of the greatest discoveries in history will confirm it,

that you will become the person you think you are thoughts

that you always carry in your head.

Happy people always have happy thoughts.

Successful people always have the mindset of success.

Rich people always have rich thoughts.

And they become the right people with

the thoughts they always carry in their heads.

Moreover, you will become the person you always told yourself to be.

Successful people always control their self-talk

in their mind in a positive

and confident way.

Perhaps the most powerful word you can say to yourself

to build self-esteem is “I love me!”


Successful people always control the self-dialogue in their mind.

When you say,

“I love me!”, your self-esteem will increase.

When you repeat the phrase

“I love me” over and over again all day long!

That is, you are changing the chemical composition of the brain.

The release of endorphins will give you a feeling of confidence and euphoria.

The more you mention this sentence,

the more confident you will feel

and the more proficient you will be at the job.


Take control of your emotions

When I learned about this motto many years ago,

I would repeat it 10–20 times a day,

or sometimes as many as 50 times.

I say it in the morning,

I repeat it in the afternoon.

I speak while driving on the road

and before every sales presentation.

I repeat it over and over

until the message is ingrained in the mind,

where the message is stored and exerts its power.

You can do that too.

Every time you say “I love me!”

Your self-awareness will be enhanced.

The ability and level of work efficiency increase immediately.

You do everything,

including sales,

better each time you develop and increase your self-esteem.


The best time to make a sale

Here’s the question for you:

When is the best time to sell?

The answer is: right after the sale.

Why so?

Because after you make a sale,

your self-esteem will go up.

You feel great as a salesperson.

You love yourself more.

You have a feeling of victory.

When you go to talk to your next client,

with that great feeling,

you will perform at your best.

Your customers will see you as powerful.

Your positive attitude and confidence will instill in your customers a desire

to buy from your company.

Sometimes a salesperson will make a sale in the morning,

and so on, business after sale,

sometimes selling more in a single day than in several weeks.

This leap in sales performance was not determined by the product,

the market,

or the customer.

That’s because a shopkeeper’s self-awareness has increased,

like mercury in a thermometer on a hot day.

And that salesman was working

and performing at the highest level.


Do the job with the utmost effort

As soon as you make a sale,

you will feel more in love with yourself.

You will feel more confident,

more proficient,

and sell more effectively.

If you’ve just closed a deal that took a lot of work,

drive straight to that customer

and try to deliver right away.

Over and over again you will be surprised

at how effective it is.

You’ll be more persuasive

after a sale than at any other time.

It’s not that the client has changed.

The change is not due to product or service,


market or competition.

The only thing that has changed is you.


Nothing can stop you

One of the common things in sales is

“Success brings success.”

The more you sell, the better you are at selling.

Your self-perception of a salesperson will get better and better.

In the end, you will understand

that nothing can stop your thoughts.

If you continue your sales career,

you will again use the experience you already have to achieve success.

As you sell more and more,

your self-awareness will increase

until you convince yourself that

you are a great salesperson,

you can make a good life selling,

no matter what you go anywhere.

When you feel great about yourself,

and you love yourself,


when you know you can do anything well if you put in it.

When you sell well,

your family and loved ones will also have a better life.

You will sleep less,

but you will have more



And you will think more positively about yourself.


Spiritual encouragement creates strength

In order to have a positive attitude,

you need to be mentally prepared before each sales call.

Stop for a few seconds and say to yourself,

I love me! I love you!”

Positive dialogue with yourself is also a way to lift your spirits.

Like inflating a tire,

here you inflate your self-esteem.

The first thing you do in the morning

when you get out of bed is to say to yourself,

“I love me, I love my job!

I love me, and I love my job!”

Whatever you say to yourself,

you will perceive it subconsciously

as a command or instruction.

At that time,

the subconscious will give words,

actions and you will have a feeling that matches the message sent.

Before meeting a potential customer, say,

“I am a great salesperson

and I will have a successful meeting!”

Repeat this sentence a few times,

mentally preparing for the best results.

When you meet a potential customer,

your subconscious will come up with words,


and actions that match the style of the stellar.

Communicating with yourself in a positive way

will make you more confident,

more comfortable,

and better at doing things.

A confident and calm demeanor will make a good impression

on the person you are talking to

and lead to positive sales results.


Obstacles in selling work

There are two main obstacles to selling and closing the deal.

Both are spiritual.

It is the fear of failure

and the fear of rejection.

Fear of failure is the biggest reason for failure in life.

It is not failure,

but the fear of failure

or the anticipation of failure that will paralyze you

and make you work less than your true capacity.

The fear of failure is subconsciously in all of us

from the very beginning of life,

often children being scolded

by their parents will create a tendency

to become defensive people,

subconsciously will always be afraid of failure

until the very beginning of life,

when the person learns to let go of this feeling.


Why don’t customers buy?

The fear of failure or the fear of dissatisfaction is the biggest obstacle

to a customer’s purchase decision.

Every customer can make a mistake when making a purchase.

There are customers who use the service

and discover that they have paid wrongly.

Someone buys and the goods are broken.

People buy things that they don’t need,

can’t use or can’t afford.

They have been confused many times like chickens with hair.

Fear of failure and disappointment is the number one reason

why customers don’t buy.

So, one of the most important things

you can do in the process of building credibility

and trust is to reduce your customers’ fears

until they don’t feel confused when you ask them to buy.


Fear of rejection

The second obstacle to selling

and closing the deal is the fear of rejection.

This fear arises when you encounter rude customers,

you are criticized or criticized by them.

The rule shows that 80% of sales calls fail for

a thousand different reasons.

This does not mean that the seller

or the products

and services offered for sale are problematic.

People refuse simply because they don’t need,

don’t want or can’t use,

can’t afford that product or service,

for many other reasons.

If you’re a salesperson and fear rejection,

you’ve chosen the wrong way to make a living.

If you’re a salesperson and fear rejection,

you’ve chosen the wrong way to make a living.

You will encounter a lot of rejections.

People often say,

“You have to know who you are.”

Every failure

or rejection affects your self-esteem.

It damages your self-image.

It makes you feel insecure

and brings out the worst fear,

which is “I am not good at anything.”

If we weren’t afraid of rejection,

we would all have been excellent salespeople,

we could have doubled,

even 5 or 10 times the income now.


An ordinary day for a salesman

In a Columbia University study a few years ago,

it was found that

the average salesperson worked only about an hour and a half a day.

They also noticed that

the first sales call usually won’t be made before 11am.

The final sales call is usually made at 3:30 p.m.,

and the normal business day ends shortly thereafter.

The salesperson will return to the company or go straight home.

Most people spend half of their morning warming up,

drinking coffee,

chatting with colleagues,

reading newspapers,

organizing cards,

and surfing the internet.

Then they went out and started making sales calls

when it was almost lunchtime.

The second sales call begins at 1–2pm,

after which the enthusiasm for work is significantly reduced.

The average customer meeting time is only about 90 minutes per day.

Half of the sales people will work above average

and the other half will work below average.


Brakes in sales

Why do salespeople work so little

and avoid meeting customers?

Simply because fear of rejection.

This is like a subconscious “brake” that holds people back,

making them less effective.

Of course, they have a whole host of justifications,

but the real reason is the fear of rejection.

We can easily prove this.

Imagine your company hired a marketing research firm

to find more customers.

This company has a unique method of identifying leads,

they give you a list of 50 leads

and guarantee exactly 90% of them

will buy from you on a specific date.

This hot and reliable listing is only valid for 24 hours.

Imagine they will give you a list of 50 leads tomorrow.

If you received this list

and only had one day to call them,

what time in the morning would you start?

How much time will it take for you to rest or eat lunch?

How long will you be chatting with colleagues

or reading the newspaper?

If you’re guaranteed to sell to most of the people

you talk to in a day,

you’ll probably start at dawn

and work until midnight,

if you can afford it.

So, if you don’t have the fear of rejection

and are guaranteed a high probability of success,

of course you will take advantage of every second to call the customer.


Not the person being rejected

All top salespeople have reached the point

where they no longer fear rejection.

They have built up

such a high level of self-esteem and self-awareness

that if rejected they don’t feel hurt or discouraged.

They were also not sad at all

when they had to return with no results.

This is the key to solving the problem.

You need to realize that

you are not personally rejected,

the rejection has nothing to do with you.

It’s like rain and shine,

it happens every day.

As you increase your self-worth,

stop thinking about low self-esteem,

treat it like a duck’s head,

take it for granted,

stretch your shoulders

and move on to the next customer.

There is a slogan about sales as follows:

“Some people buy,

some people don’t;

what’s wrong?

Come on, let’s continue!”

Listen to this slogan.


Never give up

Perhaps the two most fundamental qualities that

make up sales success are courage and perseverance.

It takes courage to wake up every day,

overcome your fear of failure and rejection,

and the perseverance to stay motivated despite daily challenges

and disappointments.

But there’s good news for you,

courage is made of habit.

Just like muscles,

the more you exercise,

the stronger you become.


you’ll reach a point where there’s almost no fear.

And then your career will soar like a rocket.


5 sales calls or close the deal

Up to 80% of sales are made after the fifth offer.

Yes, especially

when you are trying to convince customers to buy from your company.

A new supplier can only sell after at least 5 contacts.

About 10% of salespeople try to make more than 5 calls

and try to close the deal.

Half of all salespeople, even more than that,

call once and give up.

When you want a customer to switch from an existing supplier

to buy from you,

remember that you usually need to meet

with them about 5 times to break the skepticism

and inherent habits of the customer.

This doesn’t mean you have to spend 5 hours.

You simply need to meet the client 5 or more times.

You need to make appointments,

visit customers,

talk and convince customers that you

and the company are always ready to serve them.

Usually after the fifth meeting,

the customer becomes more interested.


Most people give up too soon

In a recent study,

it was found that up to 48% of sales calls ended

without a single attempt

by a salesperson to close the deal.

Salespeople enthusiastically introduce customers to products

and services, provide information,

and flood them with compelling arguments.

Then, when the customer has been completely captivated

by that enthusiasm

and quick talk,

the salesperson will sit back,

take a deep breath,

and say, “Yes, what do you think?”

And an automatic reply pops up:

“Oh, I need to think about this more.”

The client will say he wants to discuss further with his boss,

with his wife,

with brothers and sisters,

with his partners,

with the board of directors,

with the bank,

with the accountant

or with whomever he can. think.

Finally: “Can you call me back later?”


Customers don’t care anymore

One of the most important secrets

to sales success is to understand

and accept the fact that

customers don’t “think more” as they say.

When you step out of their sight,

they’ll forget about you too.

Do you ever come back

to see a client after a week,

when you think you’ve made a good offer

and the prospect will think about your offer again?

Some salespeople have very frivolous beliefs that

customer will continue to think about their products

and services when they get home,

even 24 hours a day.

They think that the customer will always dream about it,

will tell anyone the customer meets

and is waiting for them to return.

But when you come back to the client after a week or two,

you’ll be shocked to discover that

the customer has forgotten about you, your name,

your product, and everything else.

They don’t think about you

or your products and services.

People don’t think more about the product

or buy as you would like.

They greeted very politely:

“Hello there!” When they say to you, ”

Let me think about it,”

they mean to let you know the conversation is over

and you’ve lost your invested time and energy.


Self-esteem eliminates fear

Between the courage and persistence of calling on the one hand,

and the sale of success on the other,

there is always a direct, as well as direct,

direct and adversarial relationship

between fear of rejection and failure defeated with high self-esteem.

The more you love yourself,

the less afraid you will feel of rejection, of failure.

Imagine there are two ladders leading in two different directions.

One leads to high self-esteem,

the other leads to a fear of failure

and rejection that holds you back.

The more you love yourself and the higher your self-esteem,

the higher you climb the ladder to courage and confidence.

The more you think about failure

or fear of rejection,

the faster you fall down the ladder to fear of failure and rejection.

I prefer dreams of the future

to the history of the past. – Thomas Jefferson


You are a good person

When someone rejects you,

that person is not rejecting you personally.

People simply refuse your offer,

presentation or price.

Once you understand this,

you won’t have to worry about a negative reaction

to you or your product.

The danger is this:

If you think you’ve been personally rejected,

you can start to blame yourself that

there’s something wrong with your product,

that there’s something wrong with your product.

With that kind of mindset,

you’ll soon get frustrated and lose your sales enthusiasm.

As a result,

you start looking for leads less often and before long,

you’ll only be working an hour and a half a day.


Fear leads to many excuses for not selling

As your fear grows,

you’ll begin to find ways

to justify the drop in sales.

You’ll find excuses and do all sorts of things

you’ve come up with at the office.

You convince yourself that you have to read the newspaper

to have enough information

to call customers,

you have to organize the cards

and ask the front desk if anyone has called you,

have to exclude people in the state of “thinking more”

maybe someone on this phone called

and suggested something.

You go to the office and plan your first hour

or two with a few cups of coffee.

Then, to get mentally alert in the morning

so that you can be sharp

and ready to go to the client,

you chat with your co-workers

and discuss the difficult situation at work today.

You’ll waste most of the morning

before you realize it’s better to go out

and call someone,


And you rush to make a phone call just before lunchtime.


An unproductive day

Because you don’t want to disturb customers

when they’re getting ready for lunch,

don’t call after 11:30.

You’re out for lunch with friends,


washing your car,

or somewhere to pass the time.

Time goes by so.

Of course, you don’t want to call people right

after they’ve finished their lunch

so as not to upset their stomachs.

Therefore, you do not call until it is 2-3 pm.

Then soon it’s 3:30, then 4,

and isn’t everyone already home by then?

You also don’t want to disturb a client late in the afternoon,

when they’re getting ready

to pack up after a day’s work.

Instead, you’ll return to the office

and complain to the other salespeople gathered there

who look like they’ve survived an accident,

and talk about a tough day at work.

Here is the story of two salespeople

when they return to the office at the end of the day.

One person said:

“All day today I just interview and talk to customers!”

And the other said,

“Yeah, I can’t sell anything either.”

Do you recognize anyone around who resembles this story?

That’s the common excuse of salespeople

who are in the bottom 20% of their field.


Spend more time commuting

One way that salespeople often use

to avoid the possibility of failure

and rejection is to spread the sales area.

He went to meet a customer at the top of the city

and in the afternoon met

with a second customer at the end of the city.

This took the employee an hour to move

between the two places

as if he was still working.

Fear of failure and rejection is lowering your self-esteem

and is the main obstacle preventing you from achieving success in sales.


Build your self-ref, your income will increase

Everything you do to strengthen your self-esteem,

such as talking to yourself,

coming up with your own slogan,

motivating yourself,

being enthusiastic,

self-learning, etc.,

helps you improve your character

and enhance your self-esteem and sales efficiency.

We have already mentioned the direct relationship

between your dignity and the money you earn.

The more you love yourself,

the better you will be at selling,

thus the higher your income will be.

Organizing your life to be a self-respecting person

is the factor that helps your income the most.


Friend factor

Customers today are very demanding.

They are not loyal.

They always demand to be treated well

before buying anything from you.

Furthermore, they will only buy from someone they like.

And we call this the “friendship factor”.

The element of friendship in sales is understood that

customers will not buy from you

until you convince them that you are their friend,

you are doing it for their benefit.

Therefore, the first thing you should do in the presentation is

to befriend the customer, create friendship.

Sales expert Heinz Goldman has written a book

with a title that fully summarizes this process,

How to Win Customer.

Your job is to win customers by making it clear

that you really care about them

and bring out the best in them.


Set up a bridge

You can only start selling

when customers believe in your friendship.

If you recommend a product

before a relationship is established,

customers will not be interested in buying from you.

If you don’t genuinely care about your customers,

why should your customers care about you

and what you’re offering them?


Positive personality

An accurate definition of a positive personality is:

Your personality is considered positive

when you can get along with many different types of people.

You have a negative personality

when you can’t get along with most people.

Positivity is highest in people who

are most able to get along with all walks of life,

especially in sales.

Your level of self-esteem is directly proportional to

how positive your personality is.

It is not superfluous to repeat that

the more you love yourself,

the more sociable and popular you become.

Where are the people who don’t have goals headed?

Those 97% end up working for 3%. — Shiv Khera 


Make friend

Whoever has high self-esteem,

he has the ability to make friends everywhere.

Because they love themselves,

they also naturally make others like them.

When they feel that they are sincerely loved,

they will open up

and listen to their partners more,

will buy what the partner offers them.

When they feel that they are sincerely loved,

they will open up and listen to their partners more,

will buy what the partner offers them.

Have you ever bought a product

or service you liked

but you didn’t like the salesperson?

In almost any such situation,

you will walk away even if the product,

the price is very attractive.

Try to think about your best customers today.

The people you want to sell to

and the people who like to buy from

you are also the people

you like the most,

on the contrary,

they also like you very much.


Your self-esteem determines your income

Everything you do is aimed at boosting your self-esteem

and strengthening your relationship with your customers.

Self-esteem helps you take actions that form the “friend factor”

and help you sell more successfully,

while your level of self-esteem in selling determines

how much money you can make.

The best salespeople have the ability to make friends

with customers very naturally and easily.

However, it is also unfortunate that

all the things that lower your self-esteem will also reduce sales effectiveness.

If you feel tired for any reason,

your sales performance will decrease accordingly.

Arguing with your boss

or relatives will also lower your self-esteem,

sometimes even leading to the result that

you don’t sell anything.

Profit is better than salary.

Wages make you a living;

profits make you a fortune. — Jim Rohn 


A key for sales success

Enthusiasm is a key emotion that

contributes to a successful sale.

Enthusiasm will determine up to 50%,

possibly more,

sales ability.

One of the best definitions of sales

is “the work of conveying enthusiasm”.

When you instill your enthusiasm

for the product in the mind of the customer,

then you will make the sale.

When your enthusiasm reaches the customer’s mind,

they will not hesitate to buy again.

It’s important to reiterate the direct relationship

between your self-esteem,

how much you love yourself,

and how enthusiastic you are.

The more you love yourself, the more enthusiastic you are,

your customers will be more enthusiastic about you.

Anything that increases your self-esteem will also increase your sales potential.

“Spend eighty percent of your time

focusing on the opportunities of tomorrow rather

than the problems of yesterday.” — Brian Tracy


Emotions are contagious

In selling,

it’s important to understand

that emotions can be contagious.

Everyone can be influenced by the emotions of others.

When you feel confident

and positive about the product you offer,

your customers will feel that emotion,

and they will also be more enthusiastic and positive.

The bottom line is this:

You can’t give what you don’t really have.

You can’t convey enthusiasm if you don’t have it.

This is why the sales people in the leading group

are always passionate about their work

and passionate about their products and industries.

Customers will feel that sincere enthusiasm

and care about whatever they think is good for themselves

and their work. In return for the confidence

and passion of the seller,

customers will want to buy from them and recommend to friends.

Making money is a game most people just don’t know how to play. — Grant Cardone


Success is your choice

It is extremely important that you always strive to sell

with unceasing will and determination.

Right now, make up your mind that you will never give up.

Predestined to never give up means

you are ready to bounce back after failure.

When you persistently pursue your goal,

no matter how difficult,

you will eventually succeed.

You will definitely sell goods and convince customers.

Every time you make a sale,

you will feel a sense of victory,

your self-esteem will increase,

and your self-perception will improve.

Your image will be strengthened.

The more you love yourself,

the better you will be at sales and other things.

Even though these activities are not work related,

their performance and effectiveness increase.

Many people don’t sell, simply

because they don’t have enough perseverance

and struggle to achieve the first successes.

When you make a sale and feel like a winner,

you’ll be more motivated to sell more.

But without the first success,

it’s easy to lose enthusiasm and think selling isn’t for you.

To have the highest income, you have to be the best. – T. Harv Eker


Exercise your mind

Mind training is very important.

The more prepared you are,

the easier it will be to overcome failure

as an inevitable part of selling.

Have a positive self-talk.

Say things like

“I can do it! I can do it!

every time you feel the fear of failure or rejection.

When you decide to never give up on your goals,

interestingly your self-esteem will also increase.

You value yourself more,

your confidence soars.

Even if you haven’t left the office yet,

your determination,

will and energy have significantly improved your “status”:

you see yourself more positively,

always have a sense of victory,

calm points and more confident,

better deal with the ups and downs of sales.

The persistent pursuit of success will change your character,

making you stronger and more resilient.



1. Be determined to become a salesman with high self-esteem,

always say to yourself: “I love me!“.

2. Always see yourself as the best person at work,

the person you “see” yourself will be the person you become in the future.

3. Determine in advance that no matter what happens,

you will never give up on your goal, failure is not your choice.

4. Don’t take rejection personally,

accept it like the weather,

it’s an integral part of sales.

5. Follow in the footsteps of the leaders in your field,

learn from the highest paying and most successful people.

Find out what they’re doing,

then do the same until you get the same results.

6. Decide today to join the top 20%,

remember that no one is smarter than you,

no one is better than you.

Anything others can do,

you can do too.

7. Turn helpful thoughts into actions.

Give them a chance.

The more you try,

the more likely you are to succeed.

We can only go so far in life when we have a goal,

when we are confident and always believe in victory. – Orison Swett Marden

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Angel Cherry

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