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    29i: 29 Ingredients For Sales Success
    29i: 29 Ingredients For Sales Success
    29i: 29 Ingredients For Sales Success
    Ebook197 pages3 hours

    29i: 29 Ingredients For Sales Success

    By Michael Simpson

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    About this ebook

    Discover the Secrets Superstar Sales Professionals Use to Reach the Top In "29i - 29 Ingredients For Sales Success." International Sales training expert Michael Simpson takes you through the 29 essential ingredients you need for sales success.

    He addresses the ingredients you must master in order to become a top notch Sales Professional, while providing guidance and inspiration throughout each chapter. Go beyond sales systems and dig deeper to discover how your psyche is at the center of your sales success. Then, through his Behavioral Ingredient Modification methodology, begin crafting your perfect sales psyche one ingredient at a time.

    Following the principles of this ground-breaking book will keep you engaged, energized and inspired as you produce exceptional results and achieve unparalleled success. You’ll thrive because you combine essential ingredients with your personal psyche to produce the ultimate selling machine.

    29i is a must-read for sales professionals, business development professionals, entrepreneurs, fund-raisers, direct sales consultants, business students and anyone who wants others to adopt their product, service or vision.

    Michael's clients often say he has a way of giving sales professionals a “map” that directs them to where they need go, and most important, shows them how to get there. Whether you are new to sales or a seasoned professional, after reading this book you will discover the secrets that will help you Master Your Sales Psyche

    LanguageEnglish
    PublisherMichael Simpson
    Release dateJun 21, 2013
    ISBN9780983895145
    29i: 29 Ingredients For Sales Success

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      Book preview

      29i - Michael Simpson

      29i

      Mastering Your Sales Psyche

      29 Essential Ingredients for Sales Success

      By

      Michael Simpson

      2011 Michael S. Simpson

      XMARPublishing

      Naples, Florida, 34102

      http://www.xmarpublishing.com

      All rights reserved.

      Copyright 2013 by Michael Simpson

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard workof this author.

      For more information about special discounts for bulk hard copy purchases, please contact XMAR Publishing special sales online at www.xmarpublishing.com or by email info@xmarpublishing.com

      This book is available in print at most online retailers.

      SMASHWORDS EDITION

      Library of Congress Cataloging-in-Publication Data

      Simpson, Michael, 1963-

      29i: Mastering Your Sales Psyche / By Michael Simpson

      ISBN 978-0-9838951-4-5

      Library of Congress Control Number: 2011936938

      29i

      29 Essential Ingredients for Sales Success

      Introduction

      In an award-winning chocolate chip cookie, all the ingredients must be right for it to be complete and stand out from the rest. The combination of these exact ingredients, used in just the right proportions, is what makes it special. Ingredients can be changed, altered, increased, decreased, missing, defective, misused, high quality, low quality, solid, liquid, powder, mental, psychological and even cosmic.

      Ingredients are used in almost everything we touch every day. Without the proper ingredients, things don’t work the way we intended or want them to. Take out one ingredient in cement (water) and it simply does not work. Add too much water to cement and it also does not work. It is important to have the right proportion of any one ingredient so that it will work well with other ingredients and produce the desired results. Ingredients can also be bad. High fructose corn syrup is in most foods we eat today and has been linked to weight gain and obesity which lead to more serious health problems.

      Many sales professionals I have interviewed admit that they have bad or missing ingredients that could be hindering their sales success. The ingredients for sales success that I outline in this book can also be good or bad or even missing altogether, it depends on how they have been studied and applied to your psyche.

      Like everything we see, touch, feel and live, ingredients are present in one form or another. Being a person and a sales professional is no different; we are made up and succeed by applying multiple ingredients, which ultimately lead to our psyche. These ingredients come from multiple influences in life, everything from our personality, friends, family and education, to books, seminars and fellow coworkers. The idea that you can read one book and become a super salesman is not realistic. To be well rounded as a sales professional, you have to have multiple ingredients from multiple influences that are joined into a master psyche, which is you.

      Success is the sum of small efforts, repeated day in and day out.

      -Robert Collier

      The Individual Psyche

      Over the last ten years, I have consulted with many organizations that seem to have a common problem - their sales force performance. Rather than get to the real root of the problem which is individual behavior and habits, they tend to grasp for the latest sales training fad, guru or gimmick that is going to magically transform their sales force into super closers and produce sales gold. It is in human and corporate nature to keep trying to improve and create processes that are expected to generate results or achieve established goals. But one thing that is almost always overlooked is the psyche of the individuals expected to perform.

      In psychoanalysis and other forms of depth psychology, the psyche (pronounced \ˈsī-kē\) refers to the forces in an individual that influence thought, behavior and personality. The word is borrowed from ancient Greek and refers to the concept of the self, encompassing the modern ideas of soul, self, and mind. The Greeks believed that the soul or psyche was responsible for all behavior. Who you are and how others see you are all part of your psyche and this psyche is the root of all happiness, health, abundance and success. The ingredients that make up you are projected out to the universe, and in return, you receive what it is that you think about most. This is called The Law of Attraction and your psyche is the base from which this law operates. Change your psyche – change your results!

      "Our dilemma is that we hate change and love it at the same time; what we really want is for things to remain the same but get better"

      –Sydney J. Harris

      Facilitating Change

      I have learned that change is something that everyone wants but it is sometimes the most difficult process for humans to initiate. Some fear change, while others, like me, believe that we should always be changing to adapt to our environments. People who are comfortable in their environments will fight change even though it is beneficial to all others around them. Strong individual egos will deflect change with the belief that their behavior is the way everyone else should be. The fact is, we live in a world of change and if you plan to use this book and it's ingredients to master your sales success, you must realize that change is a critical requirement to your growth and ultimate mastery of your sales psyche.

      The type of change that I encourage revolves around your current behavior and analysis of the ingredients that make up that behavior. You then apply proven techniques and knowledge that modify the deficient ingredients to better align with your psyche. I call this Behavioral Ingredient Modification (BIM). BIM requires you to use your thoughts to create your current psyche, drawing from your experience and knowledge. All that you are right now is a result of your thoughts and this is what makes up your ingredients. You can see how this is more than just a procedural sales process - it's about you!

      That a man can change himself and master his own destiny, is the conclusion of every mind who is wide awake to the power of right thought.

      -Christian D Larson

      This book gives you the 29 essential ingredients needed for sales success and encourages you to seek additional knowledge to modify your behavior to craft your own psyche based on the specific ingredients that make up YOU. I do not concentrate on logical or procedural sales training that often creates boring robot order takers. Instead, I focus on addressing human behavior and crafting relationships using multiple ingredients that make up a solid foundation that does not become obsolete by changes in culture, customer behavior, or technology.

      These strategic ingredients intertwine to ultimately give you a strong psyche for successfully nurturing and closing a sale. Throughout the years, I have met struggling sales professionals who work very hard to produce little or no results. They seemed to focus all their strength in areas that they thought would make them successful. I have seen them working on their weaknesses over and over again, hoping for a different result or to just get lucky.

      Hope is not one of the ingredients. Luck is not one of the ingredients. 29i will show you how to find the right ingredients for everyday sales activities, to be a more successful sales leader and to understand that this is a profession that you have chosen and that there are ingredients that have to be applied in order for it to work properly. Even if you have already developed a strong sales psyche you can use these ingredients to improve your sales skills.

      Over 20 years in sales has given me the opportunity to collect these 29 essential ingredients (29i) and put them into a format that is easy for both new sales professionals and seasoned veterans to understand. My ingredients were compiled and influenced by many factors including my teamwork and leadership training in the military and many years of direct and corporate sales. During this time, I sought out the ingredients from many different sources, which crafted my sales psyche and molded me into what I am today.

      29i will introduce you to the essential ingredients needed to create your own unique style of selling based on your current knowledge, your ability to change and what fits into your psyche. This will differentiate you from the rest of the pack and make you into a top sales professional. Some of you reading this might be thinking, But this is what I've always done! That's great, because the whole purpose of 29i is to fuel your passion for a deeper understanding of the sales profession, while transforming you into a top producer.

      I use the words Sales Professional throughout the book because this is the title you deserve. But in order to earn that title you must master and apply multiple ingredients that work together to make you a professional in sales. How you look, talk, write, act and work determine whether you are a professional or an amateur. Society does not emphasize the importance of professionalism, so people tend to believe that amateur work is normal.

      I created 29i to identify the essential ingredients of successful sales professionals and to be used as a guide for further development. It is your job to understand these essential ingredients and to research each ingredient in more detail. There are many books and even scientific studies, which go into far greater detail. Seek this information – study this information and apply this information. Remember that this is the knowledge that is required for this profession. You are the master of your psyche and you have the power to craft it using multiple sources and expertise. To master these ingredients requires you to Go Beyond This Book!

      Remember - don’t ever let the past decide your future!

      Ingredients

      "There are no secrets in sales. Instead, there are ingredients that can be identified, learned and embedded into daily routines. Do the right things and you will enjoy excellent results."

      -Michael Simpson, 29i

      The 29 essential ingredients were identified, hand-picked and analyzed because of their importance to the makeup of a top producing sales professional. Never before has such an in-depth analysis been performed to understand how ingredients, experience and sales skills mold successful producers. They are:

      1. Change

      2. Passion

      3. Attraction

      4. Gratitude

      5. Motivation

      6. Adaptability

      7. Leadership

      8. Trust

      9. Assertiveness

      10. Marketing

      11. Networking

      12. Listening

      13. Persistence

      14. Negotiation

      15. Discipline

      16. Knowledge

      17. Confidence

      18. Positive Energy

      19. Vision

      20. Influence

      21. Body Language

      22. Integrity

      23. Self-Promotion

      24. Customer Intelligence

      25. Prospecting

      26. Time

      27. Communication

      28. Attention

      29. Closing

      How do you create your best suite of ingredients?

      29i will help you to better understand the methods and techniques of top producers and how to apply them to your own style! You see, there is not one method or process to do it, nor one single person whose style you can imitate to get you there. The greatest sales professionals I've ever met, worked with and interviewed over the past 20 years all have their own unique styles. What they all have in common is how they've cultivated their ingredients, strategies and sales skills from many experienced people, resources and events. You set yourself up for failure when you follow only one person’s technique and fail to keep your mind open to other possibilities and experienced mentors. Great sales professionals have an uncanny way of collecting essential ingredients and creating their own styles.

      Selling skill is best achieved via real-world practice supported by guidance from others who have taken the same career path previously and are generous enough to share their learning experiences. I'm a big believer in constant learning and refining of essential ingredients--not just from books, but from the day-to-day application of the selling process. Every month, I'm out in the field training sales professionals and helping them to overcome their lack of balanced ingredients. It's amazing how many new skills and strategies you can pick up when talking with other successful sales professionals who are on top of their game. It's critical to align yourself with the top performers. Whether you like it or not, you are the product of the people you

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