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Memo To Sales People
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Success Is Much Easier Than You Thought

It has been reported that the highest incomes among working people are earned by sales people. It is also reported that 80% of the  commissions paid are earned by 20% of the workers.

This, of course, seems unfair. If two sales people working for  the same firm and selling the same product or service spend the same  amount of time working, why should one earn four times the amount of the other?

There are countless valid reasons, of course. But the most  important will involve the two M's--motivation and method. Sales  professionals must be able to generate and maintain motivation. Without it all the sales training courses in the world will not produce  success. With motivation enhanced, sales training takes on meaning and  positive results ensue.

Motivation, to be effective, requires positive self-esteem and  self-confidence, which can be greatly enhanced through hypnotherapy. As these basic qualities are developed, hypnotherapy focuses on method,  which entails learning to plan, set goals, deal with mind-set, and  prepare for progress and achievement.

For Service In the West Georgia Area, Please tedContact

Ted Ceccoli, MA

Certified Hypnotherapist;
Licensed Professional Counselor

by email or

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Stress  Management

Goal-setting is in itself a skill requiring deep understanding of  step-by-step advancement. Few people know how to set goals; few people  are aware of various types of goals and the interrelationship between  them. A career in sales, to be successful, requires a self-starter  attitude. Hypnotherapy can prove highly effective in producing the  mind-set necessary for sales success.

Accomplishment Goals

There are two major types of goals, accomplishment goals and  activity goals. Accomplishment goals deal with where a sales person  wants to go with a career. Activity goals deal with how such a person  gets there. Without activity goals, accomplishment goals are usually  worthless. They can be nothing but dreams, totally without the  essential of accountability.

Self-hypnosis, competently learned from a qualified source of  instruction, is an ideal place to begin. Deep relaxation, accompanied  by exploration of the inner self, can help develop understanding of  personal capabilities and potential, which are necessary to the  establishment of realistic accomplishment goals. Realistic evaluation  of desires is important.

For example a statement like, "I want to have a million dollars,"  does not create an accomplishment goal. On the other hand, a new sales  person might decide, "I want to earn $50,000 this year." This could be a realistic accomplishment goal.

Having looked within to determine an accomplishment goal which is  within reason in view of the capabilities of the goal-setter and the  constraints of his position, it becomes necessary to determine the steps and sequences necessary to achieve the objective. For a real estate  sales person, as an example, it might be helpful to work backwards.  What dollar amount of sales would be necessary to generate commissions  received of $50,000? Considering the average price of homes sold, how  many home sales must be closed to achieve the objective? Again dealing  with averages, how many homes must be shown to reach the necessary  number of sales; how many prospective buyers must be contacted to show  the number of homes required; how many telephone calls must be made to  generate the necessary number of prospects?

Now, the sales person has a roadmap showing the direction to the  goal and what is necessary to achieve the objective.

Activity Goals

At this time, having done the research, the sales person is in a  position to determine the activity goals. Having established that a  specific number of telephone calls per day must be made, the motivation  to accomplish that specific activity goal must be generated.  Hypnotherapy may be selected as the appropriate means of stimulating the motivation and creating the self-esteem and confidence to move forward. Conditioning against discouragement likewise may be advisable.

Activity goals, obviously, are the steps necessary to move toward  the accomplishment goal. In the real estate example, a certain number  of contacts per day are necessary to produce one prospective buyer. In  listing properties, likewise, the law of averages indicates that a  specific number of contacts are necessary to generate a listing.  Turndowns and rejections are frequent, which is why motivation and  self-confidence are essential elements to success. Sales people who  look at rejection as nothing more than a necessary step toward the next  acceptance will join the 20% group of higher earners. Those who see the rejection as a defeat discouraging future effort will be in the larger  80% group of poor to mediocre producer.

The importance of attitude is evident. The occurrence of  rejection is inevitable. That is why true sales competency is the  highest paid profession in the world. It demands control of the self by the self, which is a rate asset.

The hidden secret, however, is that all the essentials necessary  to sales success can be acquired. Those who suffer from low self-esteem due to past failures or poor performances can turn around, regain their senses of self-worth, and achieve the success available to them. Those who lack self-confidence, who find it difficult to dial a telephone or  knock on a door, can bolster their confidence, achieve a memorable  success and build on it. Those who lack motivation and just can't get  moving, and those who keep creating duties which justify the  postponement of what they know they should be doing, can change both  habits and attitudes. Hypnosis can deliver the specific kick in that  portion of the anatomy where it is most needed.

And those who, after perhaps repeated exposure to sales training  courses, never seem to put their training to use or follow the guidance  provided by top sales pros, can come to life and demonstrate shining  examples of professional techniques. They simply must be prepared to  learn before being subjected to the training experiences. Hypnotherapy  can accomplish these goals.

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