You can have a fantastic attitude, but a positive attitude alone is not enough to guarantee long term success. You need goals and an action plan to get where you want to go.

The ‘B’ stands for behaviour in the ABC, 123 Sales Results System. Behaviour is the manner in which you conduct yourself. It is the way you behave, the way you act, function or react. The 1, 2, 3’s are the goals and behaviours from a personal, organisational, and market targeting level. Without goals there is no reason to act, no motivation to take daily actions or go the extra mile.

1. Appropriate behaviour drives opportunities. Opportunities come from setting goals. What do you want out of life or out of your business? Who could determine this for you and who can make it happen? What are the daily behaviours that you must apply to live the life of your dreams?

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You can’t build anything without a solid foundation. The ‘A’ is for attitude – the foundation of all successful sales people. Attitude is the “advance man” of our true selves. Its roots are inward, based on past experiences, but its fruit is outward. It is our best friend, or our worst enemy. It is more honest and more consistent than our words.

It is a thing, which draws people to us, or repels us. It is never content until it is expressed. It is the librarian of our past, the speaker of our present, and the prophet of our future. Yet, your attitude is under whose control?

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