Success is the progressive realisation of a worthy goal - doing what you want to do - living your passion - living from the inside-out.

» Back to Top

Understand that you are already successful - One of 40 million sperms that survived. You are also a miracle when you think about it.

But you were exposed to all of life's external messages and internalised them to become who you are today.

Don't compare self to others, compare to what you want to be, do or have.

Success to date - learned how to ride a bike, completed school, partner, job, etc. Be thankful and realise that you are already successful.

» Back to Top

First they have to realise their fears before they can face them.

This goes back to the baggage we picked up along the way.

Discipline #1 - Right to Fail - don't because of F.E.A.R. Learn from failure - Success based on good judgement, based on experience, based on failure not success.

Discipline # 3 - Take control of your life - things under your control - thoughts, attitudes, self-talk. Red X or elastic bank - 21 days to make it a habit.

Discipline #11 Monthly Monitor chart 25 - 30 days to master any habit.

Discipline #4 Know Yourself - Identify fear - what has it prevented you from doing? What experience caused this fear?

If you faced the fear head on, what is the worst thing that can happen?

» Back to Top

For a number of reasons but first let's understand that I don't set the rules, you set your own rules, I only provide you with the tools and a proven process so that you can taste success daily.

First if you don't write things down you are only dreaming.

Record keeping is important. Writing down your goals and action plans represents a commitment. Otherwise your dreams are merely wishful thinking. You can re-read and visualize written goals.

They are credible and legitimate. They live and lead you onward. When you write you have begun to act. Inertia is gone. You sense accomplishment already.

This is also an internal approach - from the inside out - nobody can tell you what your dreams are but you. Once those dreams are identified you have to apply the disciplines to make them a reality and build a plan of action that will help you get where you want to go.

If you fail to plan, you plan to fail.

The major reason for writing the book the way I did is that I realised that every book on motivation or dreams tell you what do. I decided to do the opposite - asking versus telling using adult learning principals.

By getting you involved, asking you questions, that only you can answer for yourself, you own the idea. By writing down the idea, not only do you own it, you become committed to doing it and that is where the discipline starts to set in.

I don't want to tell you what to do with your life, you have to make that decision for yourself. I cannot motivate you, I can only provide you with the tools and the process so that you can make the difference in your life.

» Back to Top

Discipline # 1 Right to Choose, Discipline # 2 Make a Decision.

You can choose your attitude, your thoughts and your actions. You can make a decision to live the life of your dreams, somebody else's, a combination of the two or to leave life to chance and circumstances. It is your right to choose the life you want to life - choose what you want to do, be or have.

» Back to Top

1 Don't know, wander around aimlessly

2 Wish and dream, but do nothing about it - lottery ticket buyers

3 Know what they want, plan for it and go out and make it happen

» Back to Top

By first knowing what we want to be, do or have in life. By having goals and plans and knowing what our priorities are.

By taking control of the things that are under our control and not letting the things that are not under our control affect us the way they have in the past. First take control of your life, and then maybe you can control other things that happen around you.

» Back to Top

It could be because they don't know better, the way they were raised, lacking confidence, etc.

The first step is to identify what is not under your control and what is under your control. Take control over the things that are under your control - attitude, thoughts, self-talk, reactions, etc.

» Back to Top

I can relate to this, as I too misunderstood success when I was younger. The best advise I can give them is to have a balanced plan - know what you want out of life and go for it, but remember one thing - you can have all the success in the world, but if you have no one to share your success with, what is the point?

You only live life once. Make the best of it.

» Back to Top

No definitely not. You have the right to your dreams, desires and expectations. What you do about that right is under your control. You can either do something about it or wait for it to be delivered to you on a silver platter. I can guarantee you it will not be the latter.

It is your dreams, desires and expectations that get you out of bed in the morning - nothing more. That is where your motivation comes from. Without dreams, you're the walking dead.

» Back to Top

Yes, but that comes out when you answer if you had six months to live and when you identify the most important things to do.

Next in Discipline #6 you group, categorise and prioritise. This will help you realise that you need to do this before that.

For example, when I was 22. I needed the job, to get the money, to secure a mortgage to build the house, to see Canada, to learn.

» Back to Top

1. Goal setting focuses your efforts and improves your direction in life.
2. Goal setting causes you to set priorities and become more organized.
3. Goal setting turns your wishful thinking into reality.
4. Goal setting points out to you your successes as you achieve them, motivating you on to further success.
5. Goal setting can improve your self-esteem.
6. Goal setting makes you responsible for your own life. It causes you to define your own value system.
7. Goal setting makes you aware of your strengths, which you can use to overcome obstacles and solve problems.
8. Goal setting points out your weaknesses. You can begin setting new goals to improve in those areas and turn them into strengths.

Goals must be S.M.A.R.T. - Specific, Measurable, Attainable, Relevant, and Trackable to a Timetable. Let’s look at each of these elements in detail.

1. Goals must be specific. "Happiness" or "success" are too vague. Ask yourself: what exactly do I want to do, be or have?
2. Is your goal measurable? How will you know you obtained your goal?
3. Is it attainable? Give yourself a chance to succeed. Take little steps and succeed. Success breeds success.
4. Is it relevant? Would the attainment of the goal be worthwhile to you? Before you can answer this question you need to know what kind of life you want.
5. Is there a way of tracking your performance on a timetable? How do you know you are getting closer to your goal?

Select dates when you will measure your progress against the milestones in your plan. You will either re-affirm that you are on track or make adjustments.

» Back to Top

Yes, if they take the time to discipline themselves to make it happen.

» Back to Top

It all depends on how strong their desire is and the price they are willing to pay to make it happen. If we let others influence us that we are not good, and believe them, we will never make it.

Henry Ford said it best, "If you think you can, or if you think you can't, your absolutely right."

You have to decide what you want to do, plan it out and discipline yourself to make it happen, from the inside-out, not from the outside-in. I have seen people overcome stuttering, go from poverty to riches, from having no confidence to having self confidence, even from not being able to sing to being great singers.

Why, they knew what they wanted, created a plan and disciplined themselves to make it happen.

» Back to Top

The monthly monitor chart is a form that provides you with a 31 day habit forming process for monitoring and measuring your progress. It keeps you on track, disciplined and focused.

You will note this is the outcome of all the work in the book, while saving the most important discipline of all to last - Discipline # 12.

» Back to Top

Simple, get out of sales. You don't belong here. This is the greatest profession in the world and it is people like that that are destroying this profession.

The world revolves around sales. Without sales, there would be no financial transactions, no revenue and ultimately no jobs for the rest of us. Sales people have to focus on customer needs, not their needs.

» Back to Top

That is a good question and one that I ask right at the beginning of every sales training program. It helps people to identify with their own strengths and weaknesses against those who they perceive as being successful and allows them to do something about it.

Good sales people are good communicators - they ask questions and they listen effectively. They are confident, motivated, goal oriented and organised, patient, honest, trustworthy and professional.

» Back to Top

First ABC, 123 is a simple process. Simple because as salespeople we like to keep things simple.

The A is for Attitude, B for Behaviour and C for Competencies

For attitude the 1, 2, 3 is 1. Belief in Yourself, 2. Your organization, 3. your market

» Back to Top

Sales is a numbers game. You cannot sell everyone, nor do you have a solution to everyone's needs or problems. It is the salesperson's job to build relationships and to qualify prospects. Not for prospects to qualify sales people as is the case most often.

So, failure can be best described a learning experience. You see a sales call has 5 positive outcomes - Yes, No, Clear Future, a lesson learned and a referral.

» Back to Top

You can't. If you don't believe in it, how can anyone else believe in it.

This is part of what I was talking about in A2 Attitude towards your organisation, its products and services and the team you work with.

» Back to Top

First my taking the target and breaking it down into smaller pieces - annual to month to week to day and identifying the appropriate daily behaviours that have to be performed like calls, face to face visits, etc.

But, before you do that you need to track yourself so you know your ratios. You also need to look at seasonality trends. Then you just need to do it.

Pay time and No Pay time behaviours - Sales Training on no pay time.

» Back to Top

As important as everything. If you can't see your ideal prospect in your mind, you will never find them.

If you can't see yourself succeeding, you will not succeed.

What the mind conceives and believes it can achieve- Napoleon Hill

» Back to Top

Nobody cares how much you know, until they know how much you care - Calvert Robert

By asking questions and listening empathically. By going out of your way, by doing what you say you are going to do. by following up and being proactive. Be there, treat them as a close friend.

» Back to Top

Salespeople think they are in control but they are not.

The key is in the asking, not answering questions. In order to get what you want, you would need to keep questioning the answers.

» Back to Top

Anyone - Parents with children, management, consultants, doctors, lawyers, business owners - anybody who wants people to buy into an idea, product or service. It is a self-discovery process that teaches us how to get people to buy instead of selling them.

It is the opposite approach of what salespeople have been traditionally trained on.

» Back to Top