Messages from the Masters
Three Principles That Lead to Sales Success and Wealth by Jeffrey Gitomer

Many people get into sales to "make money." There could not be a worse reason to enter the profession of selling. The best way to amass a lot of money in sales is to earn it. 

NOTE WELL: I did not say make money. In sales you don't make money -- you earn it. The biggest reason sales people fail is the philosophy -- "I'm in sales to make money." "I'm in sales because that's where the money is."

As a sales professional, everyone wants to earn a million dollars. Each of us for different reasons -- but we all need (want) money to achieve our goals and dreams. How do you get the money? By living and executing the three principles of sales wealth building. 

1. You earn money by building a strong self-belief system. 
2. You earn money by being better than the rest. 
3. You earn money by having answers that others don't. 

Here's a brief overview of each principle. 

Building belief is...Having the confidence that you can do whatever you set your mind to do. Knowing why you want to earn a fortune, and living the dream by having the confidence to take action. How are you building that belief now?

Being better than the rest is...Doing whatever it takes to excel at what you do. Getting up one hour earlier. Always making the last call of the day. Striving to be the best at everything, and not be willing to settle for second place. There is no prize for second place in sales.

Learning new answers is...Exposing yourself to success information that you don't now have -- but need to be the best. Seminars, books, tapes -- a plan of life-long learning. There is only one way to get answers. By learning them. It seems simple -- just not easy. Some people have to go through failure to get them. Some have a steady diet of exposing themselves to new information every day. The key is learning something new every day. 

How are you getting those answers now? Have you put yourself in a position to get the knowledge you need -- to earn the money you want to achieve your dreams?

It's not so important that you want to succeed -- it's critical you know why you want to succeed -- and what has prevented you from achieving your success to date? What belief system and game plan do you need to put in place to gain that success?

Warning: If you read the last paragraph and blamed everyone and everything but yourself, you are doomed. Take responsibility for the failure -- and do something about it (I'll guaranty when you succeed you'll take the responsibility).

It's easy to lose self-belief, if the one you've got in place is weak due to poor knowledge and lack of determination. It's easy to fail at sales if you have never told yourself (sold yourself) the real reason you want sales success in the first place. Not earning money for moneys sake -- but the real reason you want the money, and what you'll do with it once you get it.

For example, you may want money for a specific college that you want your child to attend, it may be to liberate you from a spouse, it may be to say "HA!" to a sibling or a parent. Whatever it is -- uncover it, write it down, post it up (if possible), carry it with you, read it twice a day -- and then you will begin to live it. 

Combine your "why" with the desire and dedication to be the best, and presto -- sales success.

Some of you are reading this and saying, "Jeffrey, don't bug me with this philosophy stuff, tell me how to make sales." I am. This is the most powerful sales lesson I can deliver. Only a few will get it -- the ones who will rise to the top. FREE GitBit...All the facts you need to know about persistence. Persistence will lead you to sales success if you know the principles. Just go to http://www.gitomer.com - click FREE STUFF, then click GitBit - register and enter the secret word, "PERSISTENCE."

Jeffrey Gitomer is the author of The Sales Bible, Knock Your Socks Off Selling and Customer Satisfaction is Worthless; Customer Loyalty is Priceless. To order Jeffrey's many books and/or audios and videos, go to www.yoursuccessstore.com.  (c) 1999 All Rights Reserved.


Provided courtesy of  Jim Rohn International