Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

The Best Is Yet To Come

Whatever you believe, you will always prove yourself exactly right.

Expect the best from life, and by and large you will get it. Expect the worst from life, and generally you will receive it. In other words, you get what you give, in all dimensions.

Our personal expectations play a core role in the truth of our daily reality, in all our life outcomes. Our minds are very powerful. One moment our head can be our ally, and then the next our deadly foe, but who's in charge of your head, the way you think?

When we deliberately and sincerely aim our mind in a positive direction, focused on positive results, it will generally do whatever is required to guide us to where we are meant to be. Our mind will fulfill our self-prophecy - positive, negative, or anywhere in-between.

If we unfailingly we keep our minds on positive expectations, we will be amazed before we are halfway through. If we unfailingly place our minds on negative expectations, we will have failed even before we have even begun.

Expect the best from those around you, and generally you will get it. Expect the worst from those around you, and by and large you will receive it.

What happened the last time you went to speak with the station Traffic Manager about a late advertising placement that you needed to make happen? Did you head off to the scheduling department expecting to receive a difficult time, or did you go expecting the very best of assistance from the Traffic Manager? Did you assume that they would be eager to help you and your client, or did you expect that they would be combative and stubborn? What attitude did you approach them with? Did you treat them as an adversary (someone to get around), or as someone to work effectively with?

If you went expecting a hard time, I'm willing to bet you got one.

Are you having difficulties relating to someone? A member of your radio station? An advertiser? A business associate? A family member? Anyone? Have you come to the point where you continually expect a problem when dealing with this person? Do they generally live up to your expectation? Do you understand that your expectation and the energy that you are putting out in this process has become a very large part of the entire problem?

Whatever you believe, you will always prove yourself exactly right.

What do you suppose would happen if you started treating this person with empathy, love, and respect? You may not like them or approve of what they do, but then you don't have to. There is no need to become a doormat; however you should learn to expect the best from people because they will, over the longer term, deliver. Learn to relate to people with absolute respect and empathy. Try expecting excellence from people - you will be amazed at the results.

Most of all expect the best from yourself. Practice speaking to yourself in encouraging language.

Don't say, "If I hit this month's quota." Say, "When I hit this month's quota."

Don't say, "I'll try to build my client base." Say, "I am building my client base."

Language is so important - words like "try" and "if" presume a negative outcome.

In other words, you are already subconsciously accepting the possibility of disappointment in order for these types of words to make sense. This may not sound significant, and it isn't if you only do it once or twice, but the truth is we are constantly talking to ourselves inside our heads. Our thoughts (those voices) underpin all of our expectations, over, over, and over again, all day long, day after day after day. Even the tiniest thought of negativity, repeated again and again, will work itself into a life of negative expectation.

Learn to expect the best from yourself (and everyone else); in the way you talk to yourself and other people. Learn to expect the best from yourself in the way you think of your future, and in the decisions you make through the days ahead.

If (when) you truly believe, then the very best is yet to come.

Sell without Regret

Michael Tate

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Sales Training