The Psychology of selling - W. Clement Stone  ## Metadata - Author: **W. Clement Stone** - Full Title: The Psychology of selling - Category: #books ## Highlights - ACTION EXERCISES 1. Think big! Set an income goal for yourself for the next year that is 25 to 50 percent more than you have ever earned before. 2. Determine how much of your product or service you will have to sell over the next year to achieve your ideal income. 3. Break your income and sales goals down by month, week, and day; determine the activities you will have to engage in each day to earn the money you have decided that you desire. 4. Plan every day in advance; determine exactly the number of prospects you will have to call, the number of people you will have to see, and the number of sales you will have to make. 5. Set big, exciting goals for your family and your personal life; make a list of fifty to one hundred things that you want to buy and do with the extra money you are going to earn. 6. Make a written plan to achieve each of your goals, and work on your plans every day. 7. Determine the price you will have to pay, in terms of additional work and sacrifice, to achieve your most desired goals, and then begin paying that price. You too can determine what you want. You can decide on your major objectives, targets, aims and destinations. —W. CLEMENT STONE - Tags: #goal-setting #execution #discipline #wealth-creation - THE INNER GAME OF SELLING ACTION EXERCISES 1. Decide today to become a totally confident, high-self-esteem salesperson; say over and over to yourself, "I like myself!" 2. Visualize yourself continually as the very best in your business; the person you "see" is the person you will "be." 3. Resolve in advance that, no matter what happens, you will never give up; failure is not an option. 4. Refuse to take rejection personally; accept it as a normal and natural part of selling, very much like the weather. 5. Follow the leaders in your field; pattern yourself after the highest-paid and most successful people. Find out what they are doing, and then do the same things until you get the same results. 6. Make a decision today to join the top 20 percent of people in your business; remember that no one is smarter than you, and no one is better than you. Anything that anyone else has done, within reason, you can do as well. 7. Take action on every new idea that you think can help you in any way. Give it a try. The more things you try, the more likely it is that you will eventually triumph. We advance on our journey only when we face our goal, only when we are confident and believe we are going to win out. —ORISON SWETT MARDEN - Tags: #sales #mindset #success-habits #visualization #confidence - “Small differences in ability can lead to enormous differences in results.” The difference between the top performers and the average or mediocre performers is not a huge difference in talent or ability. Often, it is just a few small things done consistently and well, over and over again. Win by a Nose For example, if a horse runs in a race and wins by a nose, it wins ten times the prize money of the horse that loses by a nose. Here’s the question: Is the horse that wins by a nose ten times faster than the horse that loses by a nose? Is it 10 percent faster? No. It is only a nose faster, but that translates into a 1,000 percent difference in prize money. - Tags: #performance #compounding #consistency #marginal-gains