You Must Believe A 100% In The Product Your Selling

John Wayne

COURAGE:

Courage Is Being Scared To Death,

And Saddling Up Anyway.

By: John Wayne

The Duke

Don't Let Fear Of Failure Destroy Your Future

Fear of failure often times holds us back from achieving our potential: “So much failure is avoidable when we know how. Preventing failure- any kind of failure in personal, business, or public life-starts with understanding why don’t I do what I know I should do?”, which is the title of chapter 5 in Tom Hopkins’ book “How To Master the Art of Selling.”
“But it isn’t failure that hurts us most-fear of failure does the greatest damage. Failure is in the past; fear of failure can destroy our future. That’s why this book puts so much emphasis on methods that beat down our fear of failure, on methods that banish our fear of rejection. Use this book to learn how to waste less of your time on failure and fear. When you’re doing that, you’ll automatically enjoy life more.” Preparing yourself for this coming summer will be one of the most important factors for overcoming self doubt and possible failure.

Recommended things to do before the summer:

· Study the APX training manual and DVD as often as possible
· Write down your own door approach and memorize it. Role pay with other people that have been successful at security sales
· Write out the complete sales process and memorize it and role play with other successful reps
· Have at least Three pre-season sales
· Meet with Your sales manager at least once a week to discuss goals, role play, and perfect selling techniques
· Decide now that you will finish the whole summer, and that you will be successful. This will be the most important decision you will make!!!
· Study motivational books and sales material:

With APX ALARM You Can Change Your Stars

Brian Tracy

"You Should get up every morning and give a silent prayer of thanks that selling is so difficult. If it were easy, the field would be flooded by amateurs and the amout you could earn would be greatly reduced. But because it is hellishly hard, by becoming very good at it, your future can be unlimited."

Preparation

An Opportunity Like No Other!

"The Strangest Secret"
By Earl Nightingale

"...there is no othe person in the world today with the future of a good salesman. Selling is the world's highest paid profession-if we're good at it, and if we know where we're going. Every company needs topnotch salesmen and they reward those men. The sky is the limit for them."

"How To Master the Art of Selling"
By Tom Hopkins

"No matter what you choose do in life, your success depends upon your ability to sell: “The next time you want something from someone, will you get it? Or will you get nothing because you haven’t mastered the techniques and art of selling?
“But I’m not selling anything.”
If that’s what you believe, that’s why you aren’t getting your way more often-why your advice isn’t persuading more people to accept your opinion. That’s why your advice isn’t sought more often-why your influence doesn’t reach further and cut deeper.
The truth is, you’re constantly trying to sell quite a number of ideas, beliefs, and goals, aren’t you? You want your point of view to win more often with members of your family, with friends, associates, and neighbors, and with the world in general, don’t you...” The more effective you become at the techniques and principles of selling, the greater your ability will be to achieve your goals. That way you can get what you want from life."

High potential returns, low capital investment:
"One huge advantage of selling is that it offers high potential returns from a low capital investment. What does it cost to gain entry into this profession that has no income ceiling? You can launch yourself into a sales career for a tiny fraction compared to most other careers and have greater earning power sooner."

It stimulates your personal growth­:
"No one limits your growth but you. If you want to earn more learn more. That means you’ll work harder for a while; it means you’ll work longer for a while. But you’ll be paid for your extra effort with enhanced earnings down the road. Most people in this world have jobs and professions—existences—that can’t fulfill their potential. The scope of their labor is confined to narrow limits; their toil hinders rather than fosters their growth; they dislike everything about their employment except the sense of security its familiarity has bred in them. So instead of venturing into what they don’t know and might love, they allow themselves to be trapped by what they do know and don’t like. Professional salespeople recognize no limits to their growth except those limits that are self-imposed. They know that they can always reach out for more. They know they will grow in direct proportion to their competence. And they have little fear of the unknown in change because overcoming the unknown is their daily work."

"The Greatest Salesman in the World"
By OG Mandino

“It is my desire to become a seller of your goods instead of only your camel boy. I wish to become as Hadad, Simon, Caleb, and others who depart from our baggage wagons with animals barely able to crawl from the weight of your goods and who return with gold for thee and gold also for themselves. I desire to improve my lowly position in life. As a camel boy I am nothing, but as a salesman for you I can acquire wealth and success.”
How do you know this?
Often have I heard you say that no other trade or profession has more opportunity for one to rise from poverty to great wealth than that of salesman.”

Pay The Price For Success

The Power of Dreams!

GOALS VERSUS DREAMS

• What’s the difference?
  


• Dreams are where we want to end up. Goals are how we get there. Dreams are our vision of where we are after our struggle, the prize at the end of the journey. Goals are the individual steps we take to ultimately deserve the Prize.

GOALS!

• The Most Valuable Advice I Can Offer You
  


• “Write down your Dreams, make plans to achieve them, and work on your plans every single day.”
  Brian Tracy

DREAMS

• We all want to believe that we are special, unique. We all want to believe that we are capable of great feats, of reaching our fullest potential. We need dreams. They give us a vision of a better future. They nourish our spirit; they represent possibility even when we are being dragged down by reality. They keep us going. Most successful people are dreamers, ordinary people who are not afraid to think big and dare to be great. Dreamers are not content with being merely mediocre, because no one ever dreams of going halfway.”

ROAD MAP TO SUCCESS

• I promise, if you will do this you will have a successful summer. Your goals will be a road map or guide to help you get from wherever you are to wherever you want to go.

To get started, YOU must have a destination.

JOIN THE TOP THREE PERCENT

• Mark McCormack in his book What They Don’t Teach You at Harvard Business School tells of a Harvard study conducted between 1979 and 1989. In 1979, the graduates of the MBA program at Harvard were asked, “Have you set clear, written goals for your future and made plans to accomplish them?” It turned out that only 3 percent of the graduates had written goals and plans. Thirteen percent had goals, but they were not in writing. Fully 84 percent had no specific goals at all, aside from getting out of school and enjoying the summer.


• Ten years later, in 1989, the researchers interviewed the members of that class again. They found that the 13 percent who had goals that were not in writing were earning, on average, twice as much as the 84 percent of students who had no goals at all. But most surprisingly, they found that the 3 percent of graduates who had clear, written goals when they left Harvard were earning, on average, ten times as much as the 97 percent of graduates all together. The only difference between the groups was the clarity of the goals they had for themselves when they graduated.

“If I’ve got correct goals, and I keep pursuing them the best way I know how, everything else falls into line. If I do the right thing, I know I’m going to succeed.”
-Dan Dierdorf

PAYING THE PRICE

• The great oil billionaire H.L. Hunt was once asked the secret of success. He replied that success required two things and two things only. First, he said, you must know exactly what you want. Most people never make this decision. Second, he said, you must determine the price that you will have to pay to achieve it and then get busy paying that price.

A PLAN OF ATTACK

• In order to reach your final dream you must have a plan. This means having beginning goals and intermediate goals that move you towards accomplishing your dream.


• Confucius said, “A journey of a thousand leagues begins with a single step.”


• But if you’re not sure exactly where that first step needs to go, you could easily be headed in the wrong direction. So make sure every step you take puts you closer to achieving your goal.

DESIRE

The starting point of all goal attainment is desire!

• You must develop an intense burning desire for your goals if you really want to achieve them. Only when your desire becomes intense enough will you have the energy and the internal drive to overcome all the obstacles that will arise in your path.


• The good news is that almost anything that you want long enough and hard enough, you can ultimately achieve.

CREAT AN INTENSE AND ROARING DESIRE TO ACHIEVE YOUR DREAM!

• When it comes to aggressively selling your product or service, who do you think will be more motivated? Will it be the person with one or two reasons to succeed, or the person with fifty-plus reasons? The fact is that the more reasons you have, the greater will be the intensity of your desire, like a roaring furnace. The more you want it, the more guaranteed it is that you will do whatever it takes to achieve it. The more reasons you give yourself, the more of your subconscious powers will be available to you in each selling situation.

Keep your head and your heart in the right direction

and you'll never have to worry about your feet.