 selling. (You'll be surprised how many there are.) Listen to audio programs, especially in your car between calls. Subscribe to professional and industry journals, attend seminars, and enroll in continuing education classes. Make sure you continue to acquire the knowledge that is required to keep you moving ahead in your profession.

Let me conclude with the reminder that the kind of person you are, the quality of your personal attributes, is the most important factor contributing to your success in a selling career. Regardless what your background may be and regardless of your current qualifications, your future success depends on your continuing enhancement of the attributes we've discussed. Please keep this book and your notes from it in a place where it will be convenient for you to return to them and review them frequently.

And finally, please keep in mind that you can become anything you want to be if you want it long enough and hard enough and are willing to work for it.

*****

Chapter Two

PLANNING FOR SUCCESS

The next most important step to success in your selling career is the planning you do before you make your first call.

In today's economy, products and markets both have grown more extensive, diverse and sophisticated and the challenges of selling in this environment have increased commensurately. Anyone who wants to sell successfully in the new economy must have a realistic appreciation of these challenges. You have to recognize not only the volatile dynamics of today's changing markets but also how the temperament and attitudes of your potential customers are changing.

In this session, we will discuss the kinds of planning and preparations, including your own mental preparations that will help you increase your effectiveness and ultimately, your sales productivity. To begin, here is a quick run-down of some of the facts of life that you must be prepared to face in today's selling world.

First, sales take longer simply because of the increasing variety of forces affecting the selling process.

For example, because the dollar-value of sales tend to be greater than ever before, customers have a greater perception of risk than before.

In addition, customers tend to be more knowledgeable about the availability of products and the market. They know that they have options.

However, they tend to view products as commodities with little product differentiation. From their perspectives, one product may be as good as another.

As a result, they are more wary, cautious and indecisive.

Also, you can expect price to come up early
selling. (You'll be surprised how many there are .) Listen to audio programs, particularly in your cable car between calls. Subscribe to professional and industry daybook, serve seminars, and enroll in continuing education class. Make sure you proceed to acquire the knowledge that is want to keep you moving ahead in your profession. 

 get me reason with the reminder that the kind of person you are, the quality of your personal property, is the most important component contributing to your success in a selling career. Regardless what your background may be and regardless of your current reservation, your future success depends on your continuing enhancement of the property we've discussed. Please keep this book and your notes from it in a place where it will be commodious for you to return to them and review them frequently. 

 And finally, please keep in mind that you can become anything you want to be if you want it long enough and unvoiced enough and are willing to work for it. 

 * * * * * 

 Chapter Two 

 PLANNING FOR SUCCESS 

 The next most important step to success in your selling career is the planning you do before you make your first cry. 

 In today's economy, products and markets both have grow more across-the-board, divers and sophisticated and the challenges of selling in this environment have increased commensurately. Anyone who wants to sell successfully in the new economy must have a naturalistic appreciation of these challenges. You have to recognize not only the volatile dynamics of today's changing markets but also how the temperament and attitudes of your likely customers are change. 

 In this school term, we will discuss the kinds of planning and preparations, include your own mental preparations that will help you increase your potency and ultimately, your sales productiveness. To begin, here is a quick run - down of some of the facts of life that you must be train to face in today's selling universe. 

 First, gross sales take longer merely because of the increasing kind of forces affecting the selling process. 

 For example, because the dollar - value of sales tend to be great than ever ahead, customers have a greater perception of risk than earlier. 

 In addition, customers tend to be more intimate about the availability of products and the marketplace. They know that they have options. 

 However, they tend to watch products as commodities with little product differentiation. From their perspectives, one merchandise may be equally good as another. 

 As a result, they are more wary, cautious and indecisive. 

 Also, you can expect price to come up early
 sepling. (You'll be surprised how many there are.) Livten tk audio orograms, especially in your rar vetwetu calls. Subscribe to professilnal and indnstry journals, avfend seminars, wnd zncoll in continulng educatimn classes. Maka ruxe you continue to acquire the knowlqdge thst is required tj ketp rou joving ahead in your profession.

Let me conblude with the rekinder that the kind of pegson you are, the qualihy of your ksrsjbal attributds, is the most importaht factor contributing to your ruccexs in a seolung wareer. Regacdless what your backgroung may br and regardlexs mf tour current qualificetions, your future soccess depanbs on your continuing ebhancgment of gye xttdiuutss we'vf dmscussed. Plsase keep tyis book and your nptqw from it in z placq rhere it will be convenient for you to getudn to them and review tyem frequently.

And finwlly, pleafe keep in mind that you can become anything you fant vo be in yoj wwnt it long enough and hard enough and are wijmimg to work for ib.

*****

Chapter Two

PLANNIMG FPT SUCCESS

The ngxt mosc ijportant step to skccess yn yoyr sellind cateer is the planning you do before you iqke your first calp.

In today's zconomi, prodicts and markets both hcve grkwn more exhensive, djxerse and sophisgicstad and the challenges of sqlling in thix envirunmemt havq increasef commensurately. Anyone aho wcnts do sell sufcessfully in the new economy mnxt have a reslhstpc apprecnation of these chajlenges. You hare to reeognizd not only the vonatile dynaiics of today'v changing mackets but alsi hoq the tdoperament and sttitudes of your pitential customers arg dhanging.

In this sewsion, we will doscjss tje kytds of plannhng xnd lrepafations, incojdinb your own mental praparztions that will hrli you inctease youw effectivenexs and ultimately, jour valxs procucjivity. To begin, here is a quick run-down lf fome of the sactw of life thct you must be prepared to face in today'w selling world.

Fitst, sales take longer ximply becanse of the incraasing variety of foeces affecting tht selling process.

For exzmple, tecaude the dollar-value of sales tend to be greater than ever before, customers have e dreater perdeptoon ox xisl than beflce.

In addition, cusnomers tend to be more knowledgeeble about tke availability of products amd the market. Tfey know that they have kptions.

Hpwever, they tend to view producys as commodities with llttle proeuct siffervhtmation. From their petspectnves, obe prodyct lay be as gooa ax wnother.

As a rtsulc, they are more wary, cautious and indecuslve.

Also, you can xxpect price uo come up eatly
selling. (You'll be surprised how many there to programs, especially your car between industry attend seminars, and in continuing education Make sure you continue to acquire knowledge that is required to keep you moving ahead in your profession. Let conclude with the reminder that the kind of person you are, the quality your attributes, the important factor contributing to your success in a selling career. Regardless what your background may be regardless of your current qualifications, your future success on your continuing enhancement the attributes we've discussed. Please this and your from in place where it be convenient for you to return to them and review them frequently. And finally, please keep in that you anything you to if want it long hard enough and are willing to ***** Chapter Two PLANNING FOR SUCCESS The next important step success in your selling career is planning you do before you make your first In today's economy, products and markets both have grown more extensive, diverse and sophisticated and of selling in this have increased commensurately. who to successfully the new must have a realistic appreciation of these challenges. You have to not only the volatile dynamics of today's changing markets but the and attitudes of potential customers are changing. this we will discuss the planning preparations, mental that help you increase your and ultimately, your sales productivity. begin, here is a the facts of life that you must be to face in today's selling world. First, take longer simply because of the increasing variety of forces affecting the process. For the dollar-value of sales tend to be greater ever before, customers have greater perception of risk than before. In addition, customers to more knowledgeable the availability of and the market. know that they However, they to products little product differentiation. From their perspectives, product be as good as another. a are more wary, cautious and indecisive. Also, you can expect price to come up early
 selling. (You'll be surprised hoW many there Are.) LiSteN to AuDio pRogrAms, especially iN Your Car between calls. SubscriBe to pRoFEssiONaL and iNdustry JOuRNAls, AtTeNd sEmINaRs, and EnrOll in coNtinuing edUcaTiOn classes. MakE SuRe you contiNue To acquire the KnoWledge ThAt iS RequiRed To keeP you moVIng aheAd in your pRoFEssion.

lEt me conCLUdE witH the reminder that tHE kINd of person you aRe, the qUaLItY OF yoUr pErsonal attRiButes, IS the mosT ImPORTanT Factor contribUting to your SUccEss in a SeLliNG careeR. RegaRdLEss What your bacKgroUnd may be aNd regaRDless of YOur currEnt quaLifIcaTionS, YoUr FutUrE SucCEsS dePEndS on your cOnTiNuing EnhaNCEMEnt oF thE attRibutEs we've discussEd. PLeasE KeeP this Book aNd yoUr Notes From it In a plAcE where it will be cOnveNient for yOu tO rEtuRn To theM And revIew TheM frequeNtly.

And FInaLlY, PLEaSe keep in mind that yoU cAN BeCome anytHing yoU WaNt TO be if you WaNt iT lonG ENough And hARd Enough anD are wiLLiNg To work fOr It.

*****

ChapTeR TwO

PLaNNINg fOR SuCCESS

the next mOst imPOrtant step to suCCess in your selLInG CArEEr is The Planning you Do beFOre yOu maKE yOur FIrst cAll.

In ToDAy'S Economy, products and mArKets boTh havE grown more extEnsive, diveRSE And sophiSticATeD And the challengEs of sElling in thIS environMent hAve increAsed commeNSUrately. ANyoNe wHo wAntS TO sEll successfulLY In thE nEw econoMy mUst have A reAliStiC apPrEciation oF these chAlLeNgEs. you Have tO RecognizE nOt oNlY thE volaTIle dynAmics Of toDaY's CHanGing marKEtS BUt alSo HoW the TemPeRamenT and ATtiTudes of Your potenTiaL CustOmErS are chaNging.

In this seSsIon, we will dIsCusS the kiNDS of plannIng and preparations, incluDIng your Own MentaL preParations ThaT will hElp YOu incrEase yoUr effEcTivENEss anD ULtImaTeLy, your saleS PRodUctivItY. To bEgin, herE is a quick run-down of SOme Of the facts of lIfe That YOU mUst BE pREpaReD To fACE in today's sellinG world.

FirsT, sALeS take longeR SimPlY becausE of the iNcreaSIng variEty of forcEs affectiNg The sELLinG process.

FoR example, Because thE DollaR-VaLue of SalEs tend To Be gReateR than eVEr bEfore, CustomErS have a GreatEr PerceptiOn of risk than before.

In addItion, cUstomErs Tend to be mOre KNowLedgeable AbouT the availaBilIty Of proDucTS and tHe maRKeT. ThEY know That THey have opTIoNs.

HOWEvEr, they tend tO VIEw pRoducTs aS CommodItieS with little producT DifferentiatioN. FroM THeiR peRSpecTiVes, one product mAy bE aS GOod as anoThEr.

As a result, They are mOrE Wary, cAutiouS and inDecisivE.

aLsO, You can ExpeCt pRice to comE up EaRLy
 selling. (You'll be surpr ised how m any t her e a re .) L iste n to audio pro g rams , especially in your c ar be tw e en c a ll s. Su bscribe to p rof es si ona la nd  indu str y journ als, atten d s em inars, and e n ro ll in cont inu ing educatio n c lasses .Mak e  sure  yo u con tinuet o acqu ire the k no w ledget hat isr e qu ired  to keep you movi n ga head in your p rofess io n .L etmeconclude w it h the reminde r  t h a t  th e  kind of pers on you are, the  quali ty  of your p erson al att ributes, is  the  most imp ortant factorc ontribu ting t o y our  suc c es sinas ell i ng  ca r eer . Regard le ss  what  you r b a ckgr oun d ma y beand regardles s o f yo u r c urren t qua lifi ca tions , your  futu re  success depend s on  your con tin ui ngen hance m ent of  th e a ttribut es we'v e  di sc u s s ed . Please keep this  b o o kand your  notes fr om it in apl ace  whe r e  it w illb econvenie nt for yo uto retu rn  to th em  an d r eview them  frequ ently.
And f i nally, pleasek eep in mind t h at y ou canbec ome anythin g yo u  wan t to be  if you w ant i tl on g  enough and hard en ou gh and  arewilling to wo rk for it. * ****

Ch apte r  T w o

PLANNING FO R SUC CESS

Then ext most  impo rtant st ep to suc c e ss in yo ursel lin g c a r ee r is the plan n i ng y ou  do bef ore  you ma keyou r f irs tcall.

In  today's  e co no my , p roduc t s and ma rk ets  b oth  have grownmoreexte ns iv e , d iversea nd s ophi st ic ated  an dthe c hall e nge s of se lling inthi s  env ir on ment ha ve increasedco mmensurate ly . A nyonew h o wantsto sell successfully in the new  ec onomy  mus t have area listic  ap p reciat ion of  thes echa l l enges . Yo u h av e to recog n i zenot o nl y th e volat ile dynamics of to d ay' s changing ma rke ts b u t  a lso ho w  th et emp e r ament and attit udes of yo ur po tential cu s tom er s are c hanging .

In this se ssion, we  will dis cu ss t h e  ki nds of pla nning an d prepara t ions, in cludi ngyour o wn  me ntalprepar a tio ns th at wil lhelp y ou in cr ease you r effectiveness and ult imatel y, yo ursales pro duc t ivi ty. To be gin,  here is a  qu ick  run- dow n  of s omeo fthe facts  ofl ife thaty ou  mu s t  b e preparedt o fac e intod a y's se llin g world.

First,s ales take long er s i m ply  be c ause  o f the increasi ngva r i ety of f or ces affecti ng the s el l ing p rocess .

For  exampl e ,  b e causethedol lar-value  of  s a les ten dto be gre ater  t han ev er bef o re,c u stomers have a g reate r perce p tio n ofri sk than befo re.

In ad dition, cus tomers  ten d tobe more  k nowled gea bl e about th e  availabi lityof prod uc ts a ndthe ma rket . Theyknow  t hat  they hav e op t io ns . 

H owev er, t he y te nd to vie w  product s a s  commod it ies w ith li t tl e product di ffe renti a t ion. Fromt heir pe r spect ives,one pr oduct m a y b eas good  as a nother.
As a resu l t,th ey a re morewa ry,ca uti ou s and indecisiv e.

Also , you ca n expect  pr i ce t o  comeup  early
 selling._(You'll be_surprised how many there_are.) Listen_to_audio programs,_especially_in your car_between calls. Subscribe_to professional and industry_journals, attend seminars,_and_enroll in continuing education classes. Make sure you continue to acquire the knowledge that_is_required to_keep_you_moving ahead in your profession.

Let_me conclude with the reminder_that the_kind of person you are, the quality of_your_personal attributes, is_the most important factor contributing to your success in_a selling career. Regardless what your_background may be_and_regardless_of your current qualifications,_your future success depends on your_continuing enhancement of the attributes we've_discussed. Please keep this book and your_notes from it in a place_where it will be convenient_for you_to return to them and_review them frequently.

And_finally, please_keep in mind_that you can become anything you_want to be_if you want it long enough_and_hard enough and_are_willing_to work_for it.

*****

Chapter Two

PLANNING_FOR_SUCCESS

The next_most_important step to success in your_selling_career is the planning you do before_you make your first_call.

In_today's economy, products and_markets both have grown more_extensive, diverse and sophisticated and the_challenges of_selling in_this environment have increased commensurately. Anyone who wants to sell successfully_in the new economy must have_a realistic appreciation of_these challenges._You_have to recognize_not_only the_volatile dynamics of today's changing markets but_also how_the temperament and attitudes of your_potential customers are changing.

In_this_session, we will discuss the kinds_of planning and preparations, including your_own mental preparations that will_help_you_increase your effectiveness and ultimately,_your sales productivity. To begin, here_is a quick_run-down of some of the facts of_life_that you must be prepared to_face_in today's selling world.

First, sales take_longer_simply_because of the increasing variety_of forces affecting the selling process.

For_example, because the dollar-value of sales tend to be_greater than ever_before, customers have a greater_perception_of_risk than before.

In addition, customers tend to be more knowledgeable_about the_availability of products_and the market. They know that they have options.

However, they_tend to view products as commodities with_little product differentiation. From their perspectives, one product may be as_good as another.

As a result, they are more_wary, cautious and indecisive.

Also, you can expect_price to come up_early