Here are some attitudes for success to adopt, but first go back to your why. What is your ultimate pain? What are the five worse case scenarios. Are these whys painful enough? Then turn these into positives. What are the ultimate why’s, the positive reasons. Use both these worse case scenarios and positive whys. Develop both a push and a pull. This is your motivation and will ensure your success. Remember pain can push until desire starts to pull you.

The attitudes for success to adopt

Tell me you have no money and I’ll respect you.
Tell me you don’t like the product and I’ll respectfully argue with you. Ie let me tell you some more.
Tell me you don’t like me or my company and I’ll educate you. Ie let me tell you about…
But don’t tell me you will think about it – I won’t respect this.

The art of deflecting objections

Ninety percent of objections are just stalls. Which means as a salesperson, you haven’t done your job yet.
Remember – I can’t close everyone. The goal is to close everyone who is closable and then take those people and turn them into customers for life.

The rules for creating customers for life

Never duck a phone call. Give them the bad news and be honest. Apologise regardless if it wasn’t your fault.
Send the customer to the competition if you can’t help them. You will then become the go-to person for advice. You may lose some unsuitable business but you will gain much more suitable business in the end.
Remember your customer’s family. Find out about them after you have closed them, in a non-cheesy way. Learn basic facts like birthdays, kid’s names, interests.

Use gifts appropriately, for big-ticket sales. For example a $50 signed football for a $60M deal makes sense.
Write effective thank you notes. Use language properly. For example “I really loved the xyz it looks great on the mantelpiece. Its gorgeous, my family think it’s awesome.”

Be a person

Even though you might be selling B2B, you are selling to a human being after-all. So be one yourself.

Motivation strategy

Here is an excerpt from Jordan’s motivation speech he gave his Wall Street stockbrokers every morning to motivate them:
“Every time I walked through the door or pick up the phone, I say a silent prayer and use these scripts. All my past falls away. I become as powerful as the most successful CEOs in the world. This phone is the great equaliser. Say the words in the right tone and the right structure. It doesn’t matter where I’m from. I can become great and wildly successful, with this little phone.

ACT AS IF.
Act as if you are wealthy and rich already. Then you will become wealthy.
Act as if you have all the confidence in the world. Then the people will have confidence in you.
Act as if you have all the answers and the answers will come to you.”
Act as it – Use the physiology of success – Then the emotions will come.

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Your external results come from your internal mind-set – who you are. As much as you can, try to behave as if you are someone who has achieved what you want or who owns the things you want.

Fake It Until You Make It

Firstly I don’t condone telling lies to people. Pretending you’re a brain surgeon, if you clearly aren’t is deluded and dangerous. But could you act like a successful businessperson before you actually get the success – yes. Make a study of the person you want to become. What are their habits? Do your habits match up to theirs? If not, change your habits to those of a person who you want to become. Start to behave like the person you want to become.

Look the Part

Look the part in everything you do. I remember before I got my first job in sales; I really wanted to work as a Salesman and I had many job interviews, but didn’t get a role. Then I read that you should dress like the role you want to become and not just in the interview. So I bought (invested) in a proper business suit, shirt, tie and shoes. I even started wearing cuff-links. By the way, open your mind to second hand clothes; you can often buy high quality clothes second hand clothes on eBay or in Charity shops. They usually last longer and look better than some of the cheap poorly made clothes on the high street.

Lie to Yourself

How much of the brainwashing, that you hear and see in the modern media is true. Can you believe what they tell us? Most of it is at best an opinion. So instead of listening to it, create your own agenda. Tell yourself what you want to hear. Lie to yourself. What do you want to hear? Why not tell yourself that you are the person you want to become. Remind yourself that you do deserve all the riches that are coming your way.

The Words You Use

Be careful of the words you use, you are always listening to yourself. Self-deprecating humour is very nice, but remember that your subconscious is always listening and takes everything you say literally.



Start by just noticing how you describe yourself to others. If what you are saying is anything less than glowing terms, then stop it. I cringe when I hear good people say “I am just a …” I want to shake them and tell them they are not just anything. You are a valuable human being, made of stardust, with the potential to change the world.

Also, how would you answer if we met and I asked you how you were? Typical answers might be “Not bad” or “Ok” if you are lucky. Sometimes you get “Must n’t grumble” followed by a 5 minute monologue on how the economy, weather, traffic or xyz is a nightmare.

This is one of the first things that I changed in myself on my personal development journey. In my late twenties, my stock answer to the question was “Not too bad”. I consciously changed this to “Very well thanks and how are you?” At first it was uncomfortable, but it became a habit. You might even graduate to “I’m awesome thanks”,” I’m living the dream” or even “I’m perfect”.
Did my life change over-night? No. However in my training as a Hypnotherapist, I learned all about the power of suggestion. I can guarantee that just the simple act of changing how you describe yourself will sow seeds in your subconscious, which will start to germinate faster than you think.

The People You Associate With

There is a saying that you are the average of the five people you associate with the most.
You’ve heard the saying, “Birds of a feather flock together”. Well what is more true is “a bird will adopt the same feathers as those birds he flocks together with”. Probably not as poetic but truer. In my book on the Subconscious Mind I go into more detail on how the power of influence can change you for good or bad. Heed this advice.
In this chapter, we’ve seen that acting as if your goals and dreams are already true, is a vital second step in using the Law of Attraction. In the next chapter I will show you how infusing your goals with emotion, is the key third step.

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