Every sales book I have ever read and pretty much every
sales training course I have attended in the last twenty five years or so has
taught me so many wonderful ways to sell but none and shown me how to get a
sale and feel happy with my result. Not a single sales book or sales training course
I have attended has taught me how I should feel before I go out and sell, yes they
all say dress smart and be confident but none have told me how I should feel
inside.
I have been reading some of the Frank Bettger books about sales
and what they contain is nothing new but at the same time something very new to
the current young generation of sales people and those out there getting
business done. I have just finished “How I multiplied my income and happiness
in Selling” first published in 1955. One thing that became very obvious was
contained within the title of the book and it’s something we all must have even
before we sell or do any form of business or even just get the most out of life.
Happiness, without this nothing seems easy and abundance and increase feel and
often are unlikely because inside we are not feeling right. I believe the title should read “How I multiplied
my income from sales using happiness”, the book clearly illustrates a law of attraction
fact that is vital for the given laws to work, what you feel you attract. The
book is written by a man who is clearly happy, a man that understood that if he
didn’t feel happy he would not get the sale, it is perhaps the one sales secret
he did not tell anyone.
Reading the book, which is essentially a set of case studies
used with some well-known, tried and tested sales techniques it became very
clear that the sale is more about the man than anything else. Everything needed
for success is covered, planning, time keeping, record keeping and even some
guidelines on what to say. Frank Bettger’s books are clear and simplistic and extremely
helpful, taking a person back to a place in time where times were just as hard
as they are today but without the technology that in many ways hinders mankind. His books are about getting out there and
meeting face to face not sending emails and making phone calls. The books are
about energy, the physical doing and in their day were among the best sales
books in the world. Without knowing and
without telling, the Law of Attraction was actually being described in detail
from a sales person’s aspect, described in a way that only a handful of readers
can pick up. It became very clear from
the opening chapters that anyone could follow the basic principles but to gain
the results that Mr Bettger suggests will, and certainly do deliver the key is
to change the person you are. Whilst it’s not stated directly in the books, intention
is felt; perhaps Mr Bettger could not explain the Law of Attraction or the law
of success thus simply chose to leave it out. It’s not stated at any point in
the book about how you the person should or has to “feel” to get the sale or
gain success, it does conclude though that you will feel happy afterwards by
following the guidelines but it does not say that you should be happy before venturing
out and applying the guidelines which is essential.
Psyching yourself up, convincing yourself, changing your
state of mind to happy even when struggling and seemingly not having anything
to be truly happy about is not easy, but it has to be done. I personally have
been unwell for the last 24 hours, my son has also been unwell so I have not
had much proper sleep, and the weather is Cape Town is freezing cold with rain
and snow – yes Cape Town can experience this! On the outset feeling happy is not easy. But
if I am to get out there and do what I do and make myself a success I need to
change my inside and get not motivated but also smiling inside and out! And I
have done so, as I sit here writing this now.
Getting into the happy place is relatively easy. Napoleon
Hill regularly spoke of starting the day with a hearty laugh to get him into
his happy place, a physical change to change the inner person. Having a laugh, not just a chuckle but a
hearty laugh really can change your day, make it a habit and it will change
your life. If you, like me end up with an inbox fairly full of jokes from the “office
serial sharer” that person is your saving grace, don’t be afraid to spend 5 or
10 minutes reading the humour sent – it could be the most valuable time of your
day! The laughter will change you, it’s actually scientifically proven. Use what makes you happy to full effect;
first thing in the morning do you listen to the news or music? I used to listen to news first thing but have
now changed the habit and listen to music for my first half and hour, my
feelings inside change, I relax and I smile and since doing this my days have
been more rewarding – try it, change a habit and change you!
In a nutshell, don’t just let sales make you happy be happy
and let the success that flows make you.
That’s me, it’s time to get going on this cold wet and
seriously rewarding day. Thank you for the day ahead and the rewards I will get!
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