| If your mind is set, you will be unable to change | | | | Expect the best in these situations: |
| your mindset. For example Christopher Columbus... | | | | 1. You're calling on your competitor's best |
| He was born in 1451 in Genoa, the son of a wool | | | | customer. Expect them to be receptive to your |
| merchant and weaver. Do you recall what the | | | | new ideas. Expect them to give you 1% of the |
| conventional thinking or "Mindset" was about the | | | | business because they're willing to see if you can |
| shape of the globe at that time? It was believed | | | | earn even more. |
| to be flat. Not too many sailors sailed too far | | | | 2. You have an appointment with Charley Discount |
| from shore fearing the worst. Columbus' mind | | | | who enjoys beating salespeople up on their prices. |
| was set. It was set for taking risks and exploring | | | | Expect Charley to ease up on the pricing pressure |
| new worlds. | | | | because for the first time he really does see the |
| Columbus discovered the New World on October | | | | "True Value" of the products and personalized |
| 12, 1492 at 2:00 a.m. He changed his Mindset and | | | | services you provide. He's even willing to add to |
| we're still celebrating his courage, boldness, and | | | | the order to make it easier for you to justify |
| discoveries. | | | | better pricing to your sales manager. |
| How you think is everything. For example - where | | | | 3. You have a co-travel coaching day scheduled |
| are the obvious places to look for new prospects | | | | with your sales manager. The last one turned a |
| for the products and services you sell? Make a list | | | | little ugly. Expect your travel day to be a positive |
| and go ask one of your competitors to do the | | | | experience. Your manager is helpful and |
| same thing. Now compare lists. Hello - exactly the | | | | encouraging - and even tosses a few |
| same. Surprise - surprise! | | | | compliments your way. And it happens because |
| Now make another list and don't tell your | | | | you expect it to happen. It starts with your |
| competition about this one. Make a list of all the | | | | expectations. |
| un-obvious places you can go to find qualified | | | | If you want anything to be better it always starts |
| prospects. Remember this is an un-obvious list and | | | | with your Mindset. Expect things to get better |
| it requires a new and different mindset. It ain't | | | | and they will. |
| easy but it is good. It isn't quick but it can be | | | | If you expect them to get worse - they will and |
| profitable for you. But first, you gotta remove | | | | you won't be disappointed. Here's the choice. You |
| the shackles on your conventional thinking. | | | | can expect the best or the worst but you can |
| You'll get what you expect - so always expect | | | | only choose one. Now really, isn't this a No-Brainer |
| the best to happen to you. Always be positive | | | | for you. |
| and expect the best. Only one person has the | | | | Don't try to succeed alone. Most salespeople don't |
| keys to your thoughts - you. Put a lid on all | | | | get this one. You shouldn't think of yourself as a |
| negative thinking. If it's negative it's usually related | | | | selling "Gladiator." Success won't come from your |
| to a past experience. | | | | sword, in sales that's your mouth, it comes from |
| There are three houses you can choose to live in | | | | a steady flow of new sales and marketing ideas |
| past, present, and future. You can toss away the | | | | you can use to help solve your customer's |
| keys to the past and future houses. You can't live | | | | problems and grow your business. |
| there so there's no reason for you to spend any | | | | The prescription for rigid thinking is a changing |
| time thinking about them. | | | | Mindset. |
| Put all your energy in the house called "Present or | | | | What Christopher Columbus did required "Radical |
| Today." When you wake up in the morning and | | | | thinking." What kind of radical thinking would help |
| don't see your name in the obituary column, | | | | you to outsmart your competition? |
| consider yourself lucky and do everything to | | | | This isn't about thinking - it's about doing! |
| make today a "Masterpiece." | | | | |