t. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.

Note that I

“A foolish consistency is the hobgoblin of little minds” - Ralph Waldo Emerson

For“foolish consistency” read “dull routine”. Routine – doing things by habit, subconsciously, without thinking – is the enemy of success.

The human mind is a computer. You programme your computer by the input you feed into it: learning, knowledge, experience and so on. If you programme your mind with images of failure, you will fail. If you build a bank of success images, your computer will direct you to success.

How do you build and input images of success into your computer?

By creativity…by thinking.

The fruit of thinking is knowledge; and knowledge is the medium from which skills are built.

In skills learning, there are four steps:

Step One:

The Unconscious Incompetent. They don’t know that they don’t know. The salesperson that is making mistakes, but is not aware of them.

Step Two:

The Conscious Incompetent. They know that they don’t know. This is the beginning of wisdom. The salesperson that is aware they are not cashing in on their full potential and wants to learn how to improve.

Step Three:

The Conscious Competent. They have learned and are aware of what they have learned – and they use it! They know why! The salesperson who knows how to make a successful approach call and can programme and execute their presentation to achieve their objectives.

Step Four:

The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.

Note that I

f you programme your mind with images of failure, you will fail. If you build a bank of success images, your computer will direct you to success.

How do you build and input images of success into your computer?

By creativity…by thinking.

The fruit of thinking is knowledge; and knowledge is the medium from which skills are built.

In skills learning, there are four steps:

Step One:

The Unconscious Incompetent. They don’t know that they don’t know. The salesperson that is making mistakes, but is not aware of them.

Step Two:

The Conscious Incompetent. They know that they don’t know. This is the beginning of wisdom. The salesperson that is aware they are not cashing in on their full potential and wants to learn how to improve.

Step Three:

The Conscious Competent. They have learned and are aware of what they have learned – and they use it! They know why! The salesperson who knows how to make a successful approach call and can programme and execute their presentation to achieve their objectives.

Step Four:

The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.

Note that I

r steps:

Step One:

The Unconscious Incompetent. They don’t know that they don’t know. The salesperson that is making mistakes, but is not aware of them.

Step Two:

The Conscious Incompetent. They know that they don’t know. This is the beginning of wisdom. The salesperson that is aware they are not cashing in on their full potential and wants to learn how to improve.

Step Three:

The Conscious Competent. They have learned and are aware of what they have learned – and they use it! They know why! The salesperson who knows how to make a successful approach call and can programme and execute their presentation to achieve their objectives.

Step Four:

The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.

Note that I

d wants to learn how to improve.

Step Three:

The Conscious Competent. They have learned and are aware of what they have learned – and they use it! They know why! The salesperson who knows how to make a successful approach call and can programme and execute their presentation to achieve their objectives.

Step Four:

The Unconscious Competent. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.

Note that I

t. They have learned so well that they use their knowledge with a semi-automatic skill. Their skills have reached a level where they are no longer self-centred. They are free to devote their efforts to the needs of others. The professional salesperson who does the right things to get results, but functions without conscious attention to what they are dong or why.

Note that I say semi-automatic. Even the Unconscious Competent should have the ability and the sharpness to call forth self-awareness.

Purposeful self-awareness, plus a knowing application of skill, generates maximum personal horsepower.

The handmaiden of creativity is Imagination. Imagination is the well that brings forth the new ideas that are essential to your growing success.

Brainstorming is the way to keep imagination active, fresh and alive.

These are the rules of brainstorming new ideas:

• Quantity: Numbers; the more ideas, the greater percentage of success

• No criticism: Don’t pre-judge any idea until you have a basketful to pick from. This is the key. Judgment tends to inhibit imagination

• Free-wheeling: Don’t reject an idea because it is unusual or “off the wall”

• Combinations: Combine ideas and see what kind of offspring they produce.

Only after you’ve exhausted all possible ideas do you start the process of selecting and evaluating.

The aim of creativity is problem solving. That’s the essence of successful selling.

The foremost function of the mind is problem solving, we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.

The basics of the selling process:

• Determine desire

• Present the product to satisfy desire

• Help the prospect find the right reasons for a favourable decision

Selling