I searched everywhere for the enemy, north, south, east and west and… finally I found the enemy was within me!” – Willie Jolley

THE MAN IN THE MIRROR Self-concept is like looking in a mirror and seeing an image (an internal image) that will eventually manifest itself in the material world. The key to your sales success or the reason for your failure is the man or woman in the mirror! The way you see yourself controls your entire life. For example, in the world of sales, you can never make more in the market than you can see yourself making internally. To earn more, you must first see yourself earning more. You can say; what you see is what you get!

Half empty or half full? By frequently visiting the sales and motivation section of the bookstore, I learned that developing a healthy self-image is the key to sales success. However, this is often a struggle because we live in such a negative world. Most people see the proverbial cup as half empty instead of half full. They have been trained to see the worst since childhood. I am suggesting that you start looking like a big winner in sales!

THE SIX FUNDAMENTALS OF SELLING There are six fundamentals of selling. Strengthening your own image in each sales area will lead to higher sales volume no matter what you sell. Here are the six fundamentals:

1. NEEDS ANALYSIS

2. PRESENTATION

3. CLOSURE

4. GET REFERRALS

5. FOLLOW-UP

6.PROSPECTION

One way to build your self-esteem is to speak positively. For example, you could say over and over again; I like myself. Although this may sound silly to some, in the field of applied behavioral science this is called positive self-talk. Saying that I like myself over and over again etches the words you say into your subconscious mind. The subconscious believes what you say about yourself (positive or negative); therefore, self-esteem is improved. As you begin to see yourself as a big sales winner by developing a healthy self-concept, your income is sure to increase. It’s about the man in the mirror!