Dare to dream and work to win by Thomas Barrett, goes about explaining what is clearly stated in its subtitle, namely, understanding the dollars and sense of success in network marketing. The book elaborates on the process of creating wealth, personal success and the psychological background to it, and how network marketing can be used for success. Written simply, it is easy to understand and absorb. It also teaches the reader what it means to be an entrepreneur and how to think like one. Life as an entrepreneur is very challenging and requires a specific mind set, which needs to be cultivated.
An international bestseller, available in many languages, Dare to Dream and Work to Win has transformed the lives of hundreds of aspiring entrepreneurs who learnt that the path to success cannot be reached through shortcuts or jumps and starts but through persistence and perseverance, courage and vision, stamina and networking. Success is now largely a function of one’s expertise in network marketing. The right work ethics, principled approach and courage to pursue dreams, hold all aspiring entrepreneurs in good stead. Dreams no matter how bold or even outrageous, can come true if pursued with courage and passion, which also involves hard work and single minded focus on success.
Thus the four fundamental principles elaborated upon in the book include:
The correct approach- having the right approach towards work and business is important. Work must be enjoyable and spur you forward, since that is the only way to meet new challenges and surge ahead.
Consistency in actions is the foundation of network marketing. Consistent actions taken cumulatively add up to a big initiative. Barrett insists that it is the small actions completed consistently that help to complete the big picture of a business.
Duplication is important in network marketing. Keeping things simple makes them easy to be duplicated. Methodical approach and easy to follow steps can be taught to all team members and this will help in increasing and extending the business, which will culminate in wealth creation.
Sufficient time to devote-this is a prerequisite since everything takes time to grow. Growing a team needed for network marketing is also likely to take time, and therefore one has to be patient. These are things that cannot be done in fast-forward mode or overnight. The author talks about the concept of flight time, which is time at the wheel, and network marketing is no different.
These principle need to be combined with personal qualities like courage, vision and stamina to stay steadfast on the defined goals. Business building requires a definite psychology, and this is explained in the book at length, to benefit not just those in network marketing but also enterprising individuals in other fields as well.
Dare to Dream has been behind the professional success of thousands of readers, who have also additionally found personal success after reading the book and the principles it focuses on. The author is so certain about what he has written and its impact on people that he offers a money back guarantee to all those who are not satisfied with the book.
How to Sell Your Way Through Life written by Napoleon Hill is a philosophical explanation of various human actions, and that each action is a sales endeavor. Stating facts, providing insights or explanations to people are all about selling yourself through your ideas, to others. The purpose of the book is to make the reader a professional master in sales by changing himself and his perspectives and not simply by adopting some killer selling tactics. Napoleon Hill offers time tested and established facts about selling and these principles have to power to introduce a sea change in every reader’s life. All that is written is based on the personal experiences of highly successful people, who have literally lived what the author preaches in the pages of the book. In examples and stories, anecdotes and tidbits, facts relevant to the sales arena have been presented in a manner that instantly appeals to the reader and fuels a fire to absorb and learn. Through series of interviews and conversations, these were gleaned and then used to send a strong message about strength of mind and character to the readers, and thus help them become successful sales people. Lesser virtues, personal failings or weaknesses that need to be done away with, are also subtly woven into the rhetoric, typical of the time when the book was written.
The book focuses on the psychology behind selling and the author elaborates on the person one must be, to be able to achieve sales success. The right attitude, personal development and the right approach to sell, have to be combined in order to be successful. Hill stresses on attitudes and how to develop them. In two sections spanning over two hundred pages, Hill adopts a no-frills attitude and explains the qualities needed and consultative selling, how to qualify the prospect and neutralization of the mind of buyers. Closing a sale may be the last step but it must end on a happy note for each side.
Some of the most useful aspects of the book include:
The fundamental rules and principle of salesmanship
Qualities needed to be inculcated to become a master salesman- a list of over 25 qualities are explained
How to change a negative mindset of a prospective customer into a positive buying decision
The art of closing a sale successfully
Effective time management
Selecting the right occupation
Developing the right mental attitudes
How to win friends-some tried and tested principles
Qualities for successful leadership
The importance of being honest and seeking honest opinions from others
The philosophy of Henry Ford including qualities like faith, persistence, humility, sportsmanship and so on.
The book was written over 80 years ago during one of the toughest times faced by the world, namely the Great Depression, but it remains a timeless classic since all its information and material is valuable and applicable in today’s highly competitive world just as much.
By Kristian Bray – Sales Development Specialist at SalesStar.com
It’s quite normal to feel bored or uninspired in your job, especially if high levels of motivation are required to be successful. Many of us move in peaks and troughs when it comes to being successful in our personal and professional life.
Inconsistency becomes the fuel for a syndrome called “domination by routine” where as individuals we lack challenge, excitement and inspiration. Long term this can lead to mood changes, anger and sometimes even depression.
It’s important to listen to your intuition and feelings in these situations but taking action is a difficult proposition to face, especially if you are running on autopilot.
Staying in your comfort zone encourages complacency and a level of thinking that there is too much effort required for change. Procrastination naturally kicks in next and soon you will be facing a complete fear of the future.
Sometimes we move sideways or make some minor modifications to offer a temporary lift to our current predicament. The reality is however that after the novelty of new change has worn off, we end up back where we started.
SalesStar.com has a dedicated recruitment team that specialise in helping a range of senior level candidates uncover what they are truly passionate about in order to elicit change.
We believe that success is a product of passion and if we can help you re-invent or renew yourself, the next path you take will be a decisive and effective one.
With direction and clarity comes a more structured approach and talking with an objective third party will offer valuable insight into potential opportunities or movement within the job market.
If you are Sales Manager or Senior Salesperson looking for a fresh challenge, talk to one of recruitment specialists today.
Phone Kristian or Hamish on 09 524 0999
To read more of our Sales Management Tips click here
SalesStar.com recognises that developing a high performing sales team is similar to developing a high performing sports team. We work with Sales Manager and salespeople who are essentially “corporate athletes” working in a functional team environment (look out for our upcoming blog – “The Functioning of a Corporate Athlete” in July).
Sales Manager – The Super Coach
Sales People – The Natural Talent – Team DNA
Sales Process – The Rules of the Game
Sales Training – Practise, Drills and Training
Mindset – Belief in Success
Recruiting – The Best Players
Non-performers – Relegated players
1. Robbie Deans and Wayne Bennett are Super Coaches. With the Midas touch, they have the ability to turn every team they coach into gold winning champions. Wayne Bennett had a purple patch when he was the coach of the Brisbane Broncos, winning several NRL championships. He then went on to coach the St George Dragons into a champion team and win an NRL premiership and was instrumental in aiding the Kiwis to win against Australia in a world cup final. Champion coaches make champion teams! High performing sales teams require a Super Coach in the form of a Sales Manager. Someone who can recruit and develop the right players, someone who can create a winning culture and get the mind-set of the player’s right pre-match. A Super Coach leads with conviction to instil belief and trust into his players and then takes them into battle to win.
2. Naturally players have strengths and weaknesses; some are adaptable and can play in various positions, while others need to focus on specific positions to thrive. Then there are others who just shouldn’t be in the team because they don’t have the DNA or just lack fundamental skills. Companies should recognise that sales people are not all built equally, they have different attributes and to get the best from them we should be playing to their strengths. Some may be excellent hunters while others are better at managing accounts. Trying to convert an account manager into a hunter is like turning a prop into a winger. They are different animals and need to be treated that way. And some sales people do not have the right DNA and traits to be successful in sales!
3. What are the rules to the game? Are the players playing to these rules? Is the coach coaching to these rules? If you don’t know the rules to the game you are not going to be successful. The Sales Process becomes the fundamental rules of the game. Sales managers need to coach and hold sales team accountable to these rules to get the best from them, allowing sales people to use their own style. Jonah Lomu and Terry Wright where both All Black Wingers with very different styles. Lomu would typically use his strength and size to go through players while Wright used his pace to get around players. Both played the same game with the same rules and used a different but effective style.
4. Practised teams are winning teams. We all know practice makes perfect but it also allows us to stay on top and in the game. So many sales organisations don’t create a culture that fosters the salespeople to practice their skills. They choose to have their sales people practice on the customer and hope it goes well. That’s like the All Blacks not practising for the World Cup and just turning up on game day in the hope that they will win.
5. When teams start winning, there is a common thread that can be attributed to success – “Mindset”. This is belief in ability. Muhammad Ali, the greatest boxer of all time said “I am the Greatest”. I wonder if he would have been as successful if he had said “I am not sure if I can do this”! Mindset is 50% of success in any sales environment. Sale people need to have belief in themselves and their product/service. They also need belief in the company vision and value proposition. Believe in your offering and you will be successful in selling.
6. The Canterbury Crusaders and Manchester United are two champion sports teams that recruit well. Always hiring the best players for the right positions will bring a return on investment (ROI). Companies that master the recruitment process will have a competitive advantage and opportunities to promote from within. As Jim Collins said, once you have the right people in the right seats of the bus, you can take the bus anywhere.
7. When the Warriors lost three games in a row, Ivan Cleary made some wholesale changes and replaced non- performers with up and coming stars. The result was five wins in a row. If you want to develop a high performing culture there is no room for mediocrity. Sometimes you need to make tough calls to get your point across. If you have non-performers, you need to set them free. Put simply, there is no room for them in a culture that breeds success.
SalesStar.com work with a range of clients to develop their salespeople into high performing teams. Our SalesStar Management Programme gives us the opportunity to turn Sales Managers into Super Coaches.
Watch this video and see Paul O’Donohue from SalesStar talking with David – a client – about his fears when dealing with a particular client and how this fear had significantly affected his sales. David talks about Overcoming his self limiting beliefs and what that has meant for not only himself but for his business.
Watch the video of Alan and Paul, Alan had issues with Cold Calling and after coaching from SalesStar, Alan went from having a fear of Cold Calling to Fearless Hunter.
1. Laser beam focus – get clear on the problems you help solve and the people you solve them for. Tom Peters author of In Search of Excellent said “if your customers don’t have a problem, give them one”. People are more motivated to buy to avoid pain than gain something.
2. Create “Positioning Statement” that grabs attention of the prospect. Should contain the types of people you work with, an emotion and a problem you help fix. i.e. “I help Business Owners who are frustrated with the way the economy has affected sales”.
3. Develop a strong self belief in your value proposition. Belief influences attitude to take action. If you believed you had a cure for cancer would you tell everyone about it? Yes. Well it is not a cure for cancer but you do solve problems that add value, so go tell people that would care about this and believe in the value you offer.
4. Do the numbers. The more people you speak to about your offering the more opportunities you will create to make money”. Discipline will avoid disappointment and depression. Get busy, talk to many.
5. Create Raving Fans – provide excellent service, exceed what you say you will do, add value and provide an exceptional experience. You will develop strong testimonials and gain referrals. Referrals are the best form of marketing,
