Making things happen is what the proficient salesperson does.Making things
happen is your job.When you make enough things happen right,a smile is on
everyone’s face.A lack of smiles calls for change.But what can you change to
help yourself make things happen right and to make yourself more successful
at what you do than you are right now?

• You can change your environment.
• You can change the people you work with.
• You can change yourself.
  Changing your environment is possible, but not totally within your control. Some environments are more conducive to success than others. It is as
  if they were planned to promote success and breed production. But we
  know that high producers work equally well in gorgeous settings as in lackluster surroundings.So something else must also be at play. The environment
  is the icing, not the cake.
  Changing the people you work with is also possible, but again not totally up to you. We all work better with certain types of people than with
  others. But we do not live in vacuums where we control who enters our career bubble and who is barred at the door. We cannot pick buyers the way
  we pick fruit at the store. If you are to achieve real success, you need to be
  flexible, versatile, and open to possibilities.
  Changing yourself,then,is the key to becoming more successful,and it is
  the one thing within your control that will influence the way you think about
  you,the way you act toward others,the way you communicate,and the results
  you achieve.
  Changing is not easy. Try this:

1. Fold your hands the way you normally do. Notice which thumb you
   place on top.
2. Unfold your hands.
3. Fold them again,but this time,fold them so the opposite thumb ends
   up on top.
4. Unfold them and fold them again.
   Did you fold them the new way or the old way? If you are like most people
   who try this exercise in our seminars, you folded them the old comfortable
   way, the way you are used to. Why? Because old habits die hard and new
   habits need time to replace them. Here are two things you can change immediately: your outlook and your demeanor.

Some of us consider ourselves optimists. If we suffer a defeat, we view it as
a temporary setback brought about by circumstances, bad luck, or other
people. Salespeople who are optimists are resilient; they do not view defeat
as their own fault. Other people categorize themselves as pessimists. In contrast to optimists, pessimists lack resilience and believe that bad events are
their own fault, will last a long time, and will undermine whatever they do
in sales. Instead of believing they can control their own destiny, they believed that outside forces determine their fate.
In one study, swimmers were told that their times were slower than
they actually were. The optimists responded by swimming the next heat
faster, while swimmers who considered themselves pessimists swam the
next heat slower. Thus you can see that it is important to be an optimist,that
is, to establish what many people call a positive attitude. Trainer Jeffrey
Gitomer calls it the “Yes!” attitude. We score a touchdown, hit a home run,
score a goal and scream “Yes!” We need to do the same thing everytime we
make a sale! Yes!!

How Sensible Selling Works

First, consider all your work time as business development time. This perspective will prevent you from thinking of yourself as a passive recipient of business and will cause you instead to see yourself as an active creator of business.

Second, think of business development time as prime time. Consider every business development minute as true opportunity time. Use the time to develop leads, follow up on inquiries, build rapport with potential customers and referrals, and establish your credibility as a source with the people whose business you desire.

Third, keep yourself on track. Track your daily business development results on a form like the one provided here.Examine your results to determine if your prospecting time is well spent and productive.Usually,it takes at least ten prospecting calls to get a single appointment with a decision maker.How many calls does it take you? If you are making lots of calls and landing few, if any, appointments with decision makers, you may be turning prospects off rather than on to you and your product or service.The scripts that follow will help you prospect more efficiently, enabling you to double, triple or quadruple the sales call appointments you actually make. More appointments will help you increase your sales,and increasing your sales increases your income.
You can do it! You can ride the wave to success.