Professional Jeweler Archive: Practice the Seven Secrets of Sales Success

April 2003

For Your Staff/Sales Training

Practice the Seven Secrets of Sales Success

If you picture yourself at the top of your field, you'll soon be there

The highest-paid salespeople practice seven secrets – or principles – of success every day. The regular application of these principles will move you to the top of your field.

1. Get serious! Decide to go all the way to the top of your field. Nothing can hold you back from being the best except yourself. Remember, it takes just as long to be great as to be mediocre. The time is going to pass anyway, so you might as well strive for the top.

2. Identify your weakest skill and determine a way to become excellent at it. Ask yourself and your boss, “What one skill, if I developed and did consistently with excellence, would have the greatest positive impact on my sales?”

3. Get around people who are positive. Try to associate with people whose lives are going somewhere. Get away from the negative, critical, complaining people. They will only drag you down, tire you out, distract and discourage you and lead you to underachievement and failure in your sales efforts.

4. Take excellent care of your health. You need high energy levels to sell effectively and bounce back from rejection and discouragement. Eat healthfully, make time for exercise and get plenty of rest and recreation.

5. Visualize yourself as a winner. Imagine yourself performing at your best all day long. Feed your subconscious mind with vivid, exciting, emotionalized pictures of yourself as positive, confident, competent and completely in control of every part of your life. These mental pictures preprogram you and motivate you to sell at your best in any situation.

6. Practice positive self-talk. Control your inner dialogue. Talk to yourself the way you want to be rather than the way you might be today. Repeat to yourself these powerful words: “I’m the best! I can do it!” The way you feel determines how you behave and how much you sell. Your job is to think, walk, talk and act like the very best people in your field.

7. Be action-oriented. All successful salespeople are. They have a sense of urgency, a compulsion to close the sale. They maintain a fast tempo and move quickly in everything they do. The faster they move, the more energy they have, the more people they contact and the more experience they get. They make more sales and have more self-esteem and self-respect. They also feel happier and more positive.

Salespeople are among the most important people in the U.S. High sales are the No. 1 reason for a company’s success. Low sales are the No. 1 reason for a company’s failure. And you can be in the driver’s seat.

– by Brian Tracy

Brian Tracy addresses more than 250,000 men and women each year on management, leadership and sales effectiveness. He has produced more than 300 audio/video programs and 26 books. Contact him at (858) 481-2977 or This article is adapted from his book Be a Sales Superstar, published by Berrett-Koehler, San Francisco, CA; (415) 288-0260, fax (415) 362-2512,

Copyright © 2003 by Bond Communications