| Sales training has been defined as organized | | | | 3. Throw it away |
| activities aimed at imparting information and | | | | Unknown: |
| instructions to improve recipients' performance or | | | | "Time is money" |
| to help him or her attain a required level of | | | | Don't waste it. |
| knowledge or skill. | | | | The second leg of the stool is your attitude. |
| Learning activities that lead to a skilled behavior. | | | | A. Attitude: Change your attitude and you change |
| The acquisition of knowledge, skills and | | | | your life. |
| competence as a result of techniques. Planned and | | | | Develop a winning attitude. A positive attitude |
| organized activity meant to impart skills, | | | | change demands: |
| techniques, methodologies to persons | | | | Practice |
| There are numerous areas of sales training that a | | | | Commitment |
| successful sales person needs to learn: | | | | Time |
| Negotiation skills | | | | Effort |
| Interview skills | | | | Continuous effort is necessary to stay away |
| Closing skills | | | | from stinking thinking. Look in the mirror each |
| But all of this is putting the cart before the horse. | | | | morning and congratulate your self on your |
| There are three legs on the success stool and a | | | | efforts. |
| salesperson must master all three. | | | | Learn new behavior, gain a positive attitude. You |
| These three legs are also important to the | | | | might start with the golden rule. It may be old |
| secretary, the housewife, the baker, in short any | | | | and it may be corny but it still works. |
| person will profit from mastery of T. A. G. | | | | In case you've forgotten it: "Do unto others as |
| T. Time management. Learn to manage time and | | | | you would have others do unto you." |
| there is nothing you can't accomplish. | | | | Practice ethical behavior in all your work, at home |
| A. Attitude is the maker or breaker of successful | | | | and on the road. Ask your self would I want |
| living. Learn to control your attitude and the world | | | | someone to do this to me? |
| is yours. | | | | W.W. Ziege: |
| G. Goals. You will go nowhere until you learn to | | | | "Nothing can stop the man with the right mental |
| set and write goals. | | | | attitude from achieving his goal; nothing on earth |
| T. Time: | | | | can help the man with the wrong mental attitude." |
| Time management is a learned skill. You are not | | | | The third leg of the stool is to write your goals. |
| born with organized or disorganized genes. Sloppy | | | | G. Goals: |
| skills keep you running in circles and frustrated. | | | | When you consider your goals, there are five |
| Efficient skills let you live life on your terms. | | | | elements to an attainable written goal. It must be: |
| Learn to master the clock rather than the other | | | | 1. Written - A goal that is not written is a wish. |
| way round. | | | | Write a definite goal. |
| You'll need to: | | | | 2. Attainable - You must believe you can attain it. |
| Set priorities | | | | 3. Measurable - Can you measure it in dollars or in |
| Place a value on each activity | | | | time? |
| Find the most beneficial way to spend your time | | | | 4 Workable - Is it something you can do or learn |
| Reaching your goals or not reaching your goals is | | | | to do? |
| a direct result of how you invest your time. | | | | 5. Rewardable - Every goal when reached must |
| Your activities throughout the day must be | | | | have a reward. Write down what you will give |
| categorized by their relevance in reaching your | | | | yourself when you reach your goal. |
| goals. In other words activities with the highest | | | | In order to reach your goals you must have |
| priority are those that bring you closer to your | | | | balance. Balance all of your goals between your |
| goal. They are activities which cannot be | | | | career, personal, family and recreational goals. |
| delegated. Things that only you can do. Label | | | | There are eight major areas to concern yourself |
| these as A activities. | | | | with when writing goals. They are the eight major |
| The second category of activities, which you'll | | | | life areas. Write goals for each of the eight areas: |
| label as B activities, are activities that could be | | | | 1. Health and Fitness |
| delegated but would require you to supervise | | | | 2. Recreation |
| closely. They are activities best done by you and | | | | 3. Family |
| if delegated, you must be on top of them. | | | | 4. Spiritual |
| The third category of activities are things that | | | | 5. Educational |
| absolutely should be delegated or hired out. | | | | 6. Social |
| Successful people do not spend valuable time | | | | 7. Investment |
| doing C activities. The most successful people | | | | 8. Financial |
| know that money spent on hiring out these | | | | Financial is the last area because it is proven that |
| activities is money well spent. | | | | if you are obsessed with simply making money, |
| The second thing to do, is to discover your Peak | | | | you cannot live a well-balanced life. |
| Time. When are alive with energy and creativity? | | | | The last success tip: Start |
| Schedule A activities during your peak time. You | | | | Will Rogers: |
| know when it is. | | | | "Even if you're on the right track, you'll get run |
| Are you a morning person, late night or mid day? | | | | over if you just sit there." |
| It matters not, learn to schedule your activities | | | | Summary |
| around when you function best. | | | | I can't summarize T. A. G. any better than these |
| Save many hours with this simple rule: | | | | three quotes. |
| Learn how to stop shuffling papers. Most of us | | | | Henry Ford: |
| are guilty of paper shuffling. If you shuffle you're | | | | "You can't build a reputation on what you're going |
| losing valuable time. | | | | to do." |
| Learn to handle each piece of paper once. | | | | Henry David Thoreau: |
| When you receive any piece of paper there are | | | | "Men are born to succeed, not fail." |
| three things to do with it: | | | | Thane Yost: |
| 1. Read it | | | | "The will to win is worthless if you do not have |
| 2. File it | | | | the will to prepare. |