Hello, I’m Brian Tracy, and welcome to this program. When I was in my 20s, coming from a poor background, and with no real advantages, having dropped out of high school, I began asking the question, “Why are some people more successful than others?” Over time, I found that the answer to this question has been sought for more than 2,500 years by some of the smartest and most insightful men and women of every civilisation. In the last 100 years, countless millions of dollars and thousands of hours have been invested in searching for the answer to this question. Thousands of books and articles have been written on the subject. The good news is that today, we know more about how to achieve success, happiness, andprosperity in more areas than we have ever known before. Today for the first time, success is predictable for you in any area of your life that you consider important. In this lesson, you will learn some of the key ideas and principles that have been discovered by successful people throughout the ages. When you learn and apply these principles to your life, you will begin to get the same results that they do.
Your ability to become a leader in each area of your life that is important, especially your career and your personal life, is essential to your realising your full potential. It has been said that the history of the human race has been written in the biographies of great men and women who stepped forward and took leadership positions in times of importance, and often great crises. Each person, including yourself, has the ability to become a leader of others; to set an example, to be a role model, and to go forth and accomplish goals that have never been accomplished before. Peter Drucker once said that “There may be such a thing as natural born leaders, but there are sofew of them that they make no difference in the great scheme of things.” Leaders are made; usually self-made, by deciding that they want to be and have and do something far more than the ordinary with their lives. As a result of having made this decision, they step forth, accept responsibility, and take charge of whatever situation they are in. The good news is that when you walk, talk and think like a leader, you become a leader. And you can become a leader; an influential and important person in your career and personal life, by making the decision that you are going to step forth, accept responsibility, and do whatever is necessary toachieve the goals of the people around you. In this lesson, we will talk about the essential qualities of leaders, and how you can develop them and practice them in every part of your life.
You have within you the ability to be, have and do far more than ever before. Throughout the ages, ordinary men and women have risen to great heights and accomplished extraordinary things. By learning and applying the principles that these men and women have used, you can achieve vastlymore than perhaps you may have ever imagined. Throughout the ages, the underlying laws and principles of happiness, prosperity and peak performance have been researched and studied by some of the greatest thinkers that have ever lived. We now know that the average person has talents and abilities vastly beyond any they may have everused before. In this lesson, you will learn about the seven mental principles, some of which go back more than 5,000 years, that are used by all high performing men and women to accomplish extraordinary things. You will learn how to apply these laws and principles in every part of your life. You will learn how you can quickly move to peak performance in everything you do.
In all of history, perhaps the most important discovery in human performance is contained in the words, “You become what you think about, most of the time.” Your external world is largely a reflection of your internal world. The way you think and feel inside determines your attitudes, your expectations, your values and your behaviours. The key to peak performance is for you to understand clearly why you learn to think and feel the way you do. Withunderstanding comes the ability to change. In this lesson you learn about the greatest breakthrough in the field of human potential in the 20th century. You learn how your self-concept — the way you think and feel about yourself — determines everything that you say, do and believe. You learn how you can take systematic, purposeful control over your thoughts and feelings, and how you can begin building your self-esteem and self-confidence to the point where you are more effective in everything you do.
You are far more capable, competent and powerful than you imagine. You have within you, right now, the ability to vastly exceed all of your previous levels of accomplishment. You are capable of taking complete charge of your life, in every area, and directing your future in any way that you deemdesirable or necessary. The attitude of self-responsibility, of being proactive rather than reactive, is a common quality of all high achieving men and women. By accepting responsibility for your life and for everything that happens to you, you develop a “sense of control” that makes you more positive, more creative andmore focused in every area of your life. In this lesson, you learn a series of specific ideas that you can use to take charge of every part of your life. You learn the characteristics and qualities of highly responsible people, and how by changing your attitude, you can become the primary creative force in your own life.
You have enormous potential and possibilities that you have not yet begun to tap into. Most people have mental “blocks” that hold them back, whether they know about them or not. Your ability to identify your mental blocks and to release them is essential to your becoming everything you arecapable of becoming. Negative emotions, of all kinds, are the primary reason why people are unhappy and ineffective. Your ability to understand your negative emotions and to learn how to release them will free you to accomplish far more than you ever imagined possible. In this lesson, you learn how you can pull the plug on most of your negative emotions. You learn how to liberate yourself from feelings of anger, fear, guilt and resentment that may have been holding you back in the past. You learn a series of tested, proven techniques that you can apply to free your mind, release your brakes and unlock your potential.
Your main goal in life should be to become every-thing you are capable of becoming, to achieve peak performance and to be a really outstanding human being. Thousands of successful people have been studied over the years to ascertain the qualities that enable them to accomplish extraordinary things and to have a positive influence on the world around them. Truly successful, happy people are in control of their emotions. They are calm, confident, positive and centred in everything they do. They have a realistic, objective way of looking at themselves and life, without becoming anxious, fearful or excited. In this lesson, you learn how to manage your emotions. You learn how to take complete control over your inner feelings so that you can express yourself more positively and effectively in everything you do. You learn the importance of the principle of forgiveness and how, by applying it to every partof your life, you can become a happier and more effective person.
Your mind, the way you think, determines everything that happens to you. If you change the quality of your thinking, you change the quality of your life. There is a series of mental laws and principles that has been taught and practiced for thousands of years. As you learn and apply these mental principles, you become a much more effective and powerful thinker. You become more capable and competent in everything you do. You become moreinfluential and persuasive in all your interactions with others. Successful people are those who have developed the habits of success. The primary habits are personal and attitudinal. They are the result of the way you think and act. As you develop the mental thinking habits of the most effective people, you begin to get better and better results in everythingyou do. In this lesson, you learn a series of ideas, methods and techniques that you can use to become more flexible, focused and capable in everything you do.
Your self-concept precedes and predicts your levels of performance and effectiveness in everything you do. All changes, all improvements in your outer life begin in change and end in improvement in your self-concept. You change your self-concept very much the way that you would program a new set of instructions into your computer. You use a series of mental tools and commands to change the way you think and feel about yourself. As you are thinking and feeling the changes, your attitudes, beliefs and expectations change as well. Your behaviour then begins to reflect on the outside the person you are becoming on the inside. Your self-concept has been developed over the course of your lifetime as the result of a series of “data inputs.” You can duplicate these data inputs, taking full control of the quality and quantity of new ideas and information that you allow into your subconscious mind. By deliberately andsystematically programming yourself with the words, pictures, ideas and the emotions that you desire, you can take full control over the shaping and development of your own personality and temperament. In this lesson, you will learn a series of powerful techniques that you can use to change your self- concept for the better. As your self-concept changes and improves, your levels of performance and effectiveness improve in everything you do.
You know that if you change your physical diet, carefully selecting the foods that you will eat and the exercises that you will do, you can totally change your physiology and your levels of fitness in a very short period of time. By the same token, when you change your “mental diet,” you can become extremely fit mentally. You can become positive, optimistic, creative, personable, outgoing and fully in command of yourself and your life. Everything you are or ever will be is a result of the way you think. When you learn how to systematically feed your mind with the positive words, ideas, pictures and messages that are consistent with the person you want to be and the life you want to live, you will transform your thinking and your personality in a very positive and healthy way. In this lesson you learn how to think the way that the very most positive and successful people think. You learn how to take complete control of your suggestive environment. You learn a series of techniques and methods that you can apply every hour or every day to be a more effective person. Youlearn how to turn your entire life into an on-going affirmation of positive thoughts, words and mental pictures.
A wise man once wrote that, “Success is goals, and all else is commentary.” Developing the ability to set goals and to make plans for their accomplishment can help you more to achieve great success and happiness than perhaps any other skill that you can learn. People with clear, specific, written goals accomplish more in a few months or a few years than most people accomplish in a lifetime. Fortunately, goal-setting is a skill that you can learn through instruction and practice. Once you have this skill, your future will become unlimited. In this lesson, you will learn some of the most important ideas and concepts ever developed in the field of goal-setting. You will learn a series of questions that you can ask throughout your life to keep yourself focused toward accomplishing the things that are most important to you. You will learnhow to develop a personal mission statement that will enable you to feel terrific about yourself and accomplish more than perhaps you ever have before.
High achieving men and women use a series of systematic processes and plans to achieve their goals. Unsuccessful men and women, on the other hand, throw themselves at their goals in a random way and are always surprised that they accomplished so little. Any plan is better than no plan. In this lesson you will learn the most powerful goal-achieving process ever developed. This process has been used by literally millions of men and women to accomplish extraordinary things in life. The process of goal-achieving, following up on the process of goal-setting, is one of the most powerful skills that you can ever develop. With this skill, you can achieve virtually any goal that you can set for yourself in your personal or business life. You can learn any skill that you need to learn toachieve any goal that you set for yourself. There are several steps to this goal-achieving process and you can learn each of these steps via repetition and practice, until you master the entire process. When you learn how to set and achieve goals as naturally as breathing in and breathing out, youwill accomplish more, in a shorter period of time, than you can presently imagine.
Your ability to make plans, set priorities and then to work single-mindedly on the most important thing you could possibly be doing is the key to your success. All successful people have developed the ability to concentrate single-mindedly on one thing, the most important thing and to stay with it until it is done. There are some skills that are peripheral to success and there are some skills that are central. Your ability to concentrate on your highest value task is the key to you getting more done, sooner. It is the key to your maximising your value and your productivity. The ability to concentrate is the criticaldeterminant of your success in everything you accomplish in life. In this lesson, you are going to learn some of the most powerful techniques ever used to turn your mind and energies into a laser beam that will enable you to cut through enormous amounts of work and get more done than anyone else around you. When you begin to apply the power of “focal point” to every single part of your life, you will be amazed at how productive you become, and how powerful and energetic you feel.
The most important single factor affecting your life today is the rate of change. You make more decisions affecting your life in one year than your grandparents did in an entire lifetime. The rate of change is not an option. The successful men and women of the future will be those who have developed the ability to operate confidently and successfully in a world of more rapid change than has ever been seen before. The most effective men and women, in every business, are those who practice a series of methods, techniques and strategies to deal with change that they cannot slow down or even predict. When you learn and practice these same tools and techniques, you will feel more positive, more confidentand more in control of every part of your life. In this lesson, you will learn the “Seven Rs” for change and how you can identify where these principles can be applied to give you a greater sense of control and well-being.
Your ability to manage your career can have more of an impact on what you accomplish in your work life than any other factor. And it is completely up to you! The world of work has changed dramatically in the last few years, and it’s never changing back. For the rest of your life, you are responsible for every aspect of your career. You are on your own. You are the architect of your own destiny and the master of your own fate. The fact is that you work for yourself. You hire out your services to various employers over the course of your work life. You are an independent contractor, moving from job to job over the years, offering to trade a certain quality and quantity of services for a certain quality and quantity of rewardsand benefits. But you are self-employed. In this lesson, you will learn the critical ideas, methods and techniques practiced by the most effective men and women in every area of our economy. You will learn how to take complete responsibility for your career and how to make a maximum contribution to yourself and your organisation ineverything you do.
All work is done by teams. Your ability to function as part of a team, to make a valuable contribution as a team member, is perhaps the most important way you can make a valuable contribution to your organisation. Fully 95% of people who are let go from organisations are let go because of their inability to work well with others. Only 5% of lay-offs are triggered by lack of technical ability or competence. Extensive research at Stanford University has shown that the most outwardly identifiable characteristic of a person destined for the executive suite is his or her ability to work well as part of the team, at every stage of his or her career. Teamwork is central to your success. In this lesson, you will learn the critical skills necessary for you to function as a valuable member of any team and to continually increase the value of your contribution to your organisation.
Your ability to manage the inevitable ups and downs of daily life is your key to high performance, happiness and personal satisfaction. Your ability to identify the major sources of stress in your life, and then to cope with them competently and effectively, can do more to increase your effectiveness as a person than any other skill. The “Iron Law” of the universe is cause and effect. There are specific causes for specific stresses in your life. When you learn to identify the specific causes and then to neutralise those causes, using methods that have been used by many other successful people, you will become a low-stress,peak performance personality. In this lesson, you learn the primary causes of 95% or more of all the stress, worry and tension that you will experience. You will learn simple, powerful, proven techniques and methods to eliminate those sources of stress and give yourself a greater sense of control and personal power.
Your ability to solve problems, make decisions and achieve results is the key determinant of your success and happiness in life. Because your mental abilities are virtually unlimited, your potential for success and happiness is virtually unlimited as well. Unlocking your creativity is a skill, like riding a bicycle or typing with a typewriter. It is something that can be learned with repetition and practice. The most successful men and women, in every field, are those who are utilising far, far more of their inborn creativity than the average person. If you have the right numbers, in the right sequence, you can open any combination lock. When you have the right “numbers” in creative thinking methods, you can solve any problem and achieve any goal. You can dramatically improve any part of your life by learning how others have done thesame thing in the past and then applying it to your current situation. In this lesson, you will learn some of the most important creative thinking techniques ever discovered. These techniques have done more to help more people to be more successful than any other creative thinking ideas.
Your ability to get along with others will affect your happiness and determine your success more than any other factor. How much you like others, and how much they like you, will determine your ability to influence, negotiate, persuade and to be effective with others in your work and personal life. You can develop the kind of personality that makes you popular and welcome wherever you go. No one is born with thepersonality characteristics of success. These qualities and behaviours are all learned. You can learn whatever you need to learn to achieve any goal you can set for yourself. In this lesson, you will learn how to raise the self-esteem of other people, how to be popular, how to be well-liked and how to be more effective in all your relationships with other people, both at home and at work.
There is a single principle that integrates all of your actions and behaviours at work and in your relationships with other people. This integrating principle is called “service.” Everyone earns their living by serving other people in some way. Those who are the most effective at serving others are also the most successful in their work and personal lives. Your job, in your work and family life, is to integrate yourself into the lives and activities of others in such a way that you make a valuable contribution. Your job is to enhance and enrich the lives of other people. In so doing, your life is also enhanced and enriched as well. Your greatest source of lasting satisfaction and deep down happiness in life will come from knowing that you are making a real, positive difference in the lives of other people. In this lesson, you will learn the key concepts of service and how to “integrate” these ideas into everything you do.
One of your primary goals should be to live a long, healthy, happy life. This requires that you achieve balance among the various elements and pressures of your life that pull you in different directions. Your ability to achieve balance is a key measure of how well you are doing with your time and your life. But balance is like walking a tight rope. It requires continuous adjustments, every hour of every day. You never fully attain it. You merely strive toward it. Fortunately, there is a series of attitudes and behaviours you can practice on a regular basis that will enable you to achieve a far higher level of balance and coordination in your life. In this lesson, you will learn some of the most valuable principles ever discovered about how you can live a highlyeffective, fully balanced, fully functioning life in the midst of the daily pressures of the modern world.
What are the most important factors that determine sales success or failure in today’s markets? In every market in every industry, there are salespeople and customers who continue to make sales, grow and prosper. Because of ever greater competition, customer satisfaction, concerns about costs, and uncertainty, the companies and individuals who survive and thrive are fast and flexible in rapidly changing conditions. As Charles Darwin wrote: “Survival goes not to the strongest or most intelligent, but to the one who is most adaptable to change.” In this lesson you will learn how to: + Focus your efforts on your best market opportunities. + Identify the very best prospects for your products and services. + Lower buyer resistance to your offers. + Put yourself on the path to continuous learning and growth.
Why are some people more successful than others? This question has been studied for many years. More than four thousand books have been written and hundreds of training programs have been developed. Tens of thousands of sales calls have been carefully monitored to identify the key traits, qualities and behaviours of top salespeople in every industry. In this lesson you will learn the critical elements that separate the top performers
Successful salespeople are better thinkers than average salespeople. The more accurate you are in thinking about yourself, your goals and the activities necessary to accomplish them, the more successful you will be in everything you do. The most important difference in work life today is that every person is totally in charge of his or her own career and financial future. You are the President of an entrepreneurial company with one employee — your-self. You are in charge of selling one product: your personal services. Your goal isto increase the quality and quantity of the services you sell so you can increase your income. The aim of personal strategic planning is to increase your “Return on Energy” (ROE). Your mental, emotional and physical energy is all you really have to sell. Your standard of living is totally determined by how well you trade your energy in the marketplace for results and rewards. In this lesson, you will learn how successful people accomplish far, far more than the average person by planning their goals and activities in advance. The key to success has always been to “plan your work and work your plan!”
The most important part of selling is prospecting. The most successful salespeople have the most complete strategies and plans to develop the highest quality and quantity of prospects who can and will buy within a reasonable period of time. In this lesson, you learn some of the most important ideas of prospecting and how you can apply them to your sales work to increase the number of sales you make, faster and easier than ever before. Remember, the key to success in selling is to: “Spend more time with better prospects.” A prospect can be defined as someone who has: + A problem that your product or service can solve. + A need that your product or service can satisfy. + A goal that your product or service can help him achieve. + A pain or concern that your product or service can take away“.
Selling has changed dramatically in the last few years, from a rapid, impersonal process to a slow, people-intensive process. The heart of the sale today is contained in the quality of relationships that you form with your prospects and customers. The very best and most successful salespeople are those who are the most capable of entering into and maintaining the highest-quality relationships with people who can buy from them and recommend them to their friends and associates. In this lesson, you learn the key elements of relation-ship building and relationship selling and how you can apply them to every part of your sales activities.
The highest paid and most successful sales professionals are positioned in their customer accounts as friends, advisors and consultants. The practice of the consultative selling approach will help you move to the very top of your field. It is a valuable tool that is indispensable in dealing with complex sales in accounts where many factors are involved and competition is a key factor. In this lesson, you learn how to sell consultatively and to be more effective than ever before. You will learn: + How top salespeople are described by customers. + How to position yourself as a consultant. + Positioning yourself as a partner with the customer. + The approach of the true sales professional.
The very best salespeople are actually “sales psychologists.” They spend an enormous amount of time thinking through the motivations of their customers and looking for ways to structure their offerings to appeal to the primary needs and motivations of the people they are talking to. In this lesson, you learn how buyers buy and how you must structure every sales offering so that it touches on the key motivations that cause people to make buying decisions.
Successful salespeople are far better at building and maintaining high-quality relationships with their prospects and customers than average salespeople. People are 100% emotional. They decide emotionally and then justify logically. How the customer feels about you as a person will have more ofan influence on what the customer decides than any other factor. The most important thing you can do in building a successful sales career is to create and keep customers for the long term. The better you become at developing high-quality customer relationships, the more you will sell, the easier you will sell it, the more money you will make and the morevaluable you will be, both to yourself and to your company. Developing the positive kind of personality that leads to long-term sales success is similar to maintaining physical fitness. It requires continually exercising your “personality” muscles so that you become a nicer, more positive and more likable person in everything you do. There is nothing that willhelp you more than to develop a positive reputation among your customers and prospects.
The very best and highest-paid salespeople in every field share certain qualities and characteristics. They always appear to be low-keyed, easy going, relaxed, warm, friendly and very interested in the thoughts, feelings and opinions of others. They are very likeable people. They learn that the great secret in selling, as well as in all human relationships, is to ask questions and listen carefully to the answers. The more they listen, the more they learn about how they can structure their product or service offerings to help customers achieve their own goals or satisfy theirneeds. In this lesson you learn some of the most important discoveries in human relations and one of the finest of all interpersonal skills in human communications.
Customers buy for their reasons, not yours. The most important thing you do in a sales presentation is to un-cover the true needs or problems of the prospect that your product or service can fulfil or solve. Selling is both a science and an art. Top salespeople have a set of skills they can use to establish higher levels of rapport and to separate prospects from suspects. By learning and practicing a series of powerful, proven skills used by high performing salespeople everywhere, you can dramaticallyincrease your effectiveness and your results. In this lesson, you will learn some of the best ideas used by some of the best salespeople.
Why is it that people buy or refuse to buy? Why do some people buy quickly, and other people take forever to buy, or never buy at all? Many years of research in motivational psychology have been devoted to uncovering some of the key reasons why people behave the way they do, especially in sales situations. All successful salespeople and all successful sales organisations have found ways to tap into these underlying motivations that cause people to act and react to commercial messages and sales proposals. The more you know about how and why people do the things they do, the faster and easier itwill be for you to turn prospects into customers and then to get the referrals and resales that will make you a top producer in your field. In this lesson, you will learn some of the most powerful influence strategies and techniques ever discovered in professional selling.
The average customer is bombarded with hundreds and even thousands of commercial sales messages every day. He or she is surrounded by people and companies trying to sell him or her products of all kinds, at all levels of quality and price. The customer today is extremely sceptical and suspicious of any and all sales efforts. For you to be successful in selling, you must develop a method of overcoming scepticism and building high levels of confidence in the mind of the customer toward you, your company, and your products andservices. In this lesson, you learn how to develop high levels of credibility in everything you do that affects the customer and the buying decision.
The presentation is the “inner game” of selling where the actual sale is made. It is during the presentation where you transform a sceptical or reluctant prospect into a committed customer. An effective presentation can increase your sales by several times over an unplanned and uncoordinated explanation of your product or service. Once you have determined that the prospect needs the product, can use the product, can benefit from the product and can afford the product, it is time to persuade him or her to take action. Fully 95% of presentations can be improved in some way. Keep working on your presentation until you sell successfully to a qualified prospect almost every time.
Objections are a normal, natural and unavoidable part of the sales process. Nonetheless, most salespeople become discouraged and disheartened when the customer begins to object to their offering on the basis of high price, better offers from competitors and other reasons. The fact is that customers today are bombarded by hundreds, and even thousands, of commercial messages. As a result, they are sceptical, suspicious and careful with their time and money. No matter what you are selling, customers will have questions and concerns that you must resolve before you can proceed to a sale. Your ability to handle these questions and concerns is a key skill that is essential to your sales success. In this lesson, you learn some of the key questions and responses that you need to effectively answer any objection that a customer can ask of you.
Price arises early in almost every sales conversation, but price is seldom the reason that the customer buys or refuses to buy. If low price were the major reason for buying decisions, nothing of higher price or quality would ever be sold. The key is to find out the non-price reasons why people buy and emphasise those in the sales conversation. The very best salespeople are those who sell on the basis of value, quality, utility, dependability, service, reputation and other factors rather than basing the sales conversation on convincing the prospect that they offer the lowest price. In this lesson, you learn the key strategies for selling based on the real issues that cause people to buy.
Because people are bombarded with sales messages all day every day, everyone you speak to is afraid of being sold the wrong product, at the wrong price, for the wrong purpose and later not being able to get it serviced or supported. Everyone has had unhappy buying experiences that have added to their natural scepticism and sales resistance. Customers are determined not to pay more than they have to for whatever it is you are selling. Your ability to overcome natural price resistance is a major selling skill that you can develop as you move to the top of your field. In this lesson, you learn how to deal with price professionally and effectively, selling more of your products and services at higher prices than you may have done in the past.
Your ability to negotiate well in your own behalf, both in selling and in personal life, is essential to getting the very best prices, terms and deals that are available to you. People who do not like to negotiate are people who are simply not very good at negotiating. Like riding a bi-cycle, negotiating is a skill that can be learned by study and practice. You can become an excellent negotiator if you really want to. Your ability to negotiate well for yourself and your company can make an enormous difference in the quality of your sales and the degree of profitability you achieve for your organisation.
The ability to get your prospect to make a firm buying decision is central to your success in professional selling. All top salespeople are excellent at bringing the sales conversation to a successful close. Learning how to close a sale is a skill that can be developed, like riding a bicycle. In this lesson, you learn some of the key closing ideas practiced by the top money-makers in sales, in all fields. When you learn how to close easily and well, at the appropriate time, and in the appropriate way, you will take full control over the future of your sales career
No matter what you do in your company or organisation, your job title is “Problem Solver” and your job function is “Customer Satisfaction.” Your customer is anyone you depend upon for your continued success and security in your job. Your customer is also anyone who depends upon you for their success or security. The very best people and the very best companies are obsessed with customer service. The customer is the most important single person in their thinking. Every-thing they do is strategised to satisfy their customers better in some way. As Sam Walton said, “The real boss is always the customer. And he can fire us at any time by simply deciding to spend his money somewhere else.” Your ability to develop and maintain a reputation for high levels of service excellence is the key to the success and prosperity of your organisation and to success in your career. In this lesson you will learn: + The four levels of customer service. + The four levels of product. + How to develop a customer service strategy. + How to determine your quality ranking in the marketplace“.
A direct sale to a commercial customer today costs more than $400 in terms of time, travel, advertising, lead generation and other expenses. Acquiring a customer at this cost can put a company out of business unless that customer buys again and again. The very best salespeople, and the very best companies, implement strategies to acquire customers and keep them for life. Your goal must be to develop long-term customer relationships and then to hold on to them in the face of evermore aggressive competition. When you install a customer acquisition and retention strategy, you do more to build and maintain long-term customer relationships than ever before. By continually thinking in terms of “customers for life,” your success in sales will be assured“
More than 100 years of research and countless millions of dollars have been invested in seeking the causes for success and failure in selling. At last, we have the answer. It is simply this. People are highly paid because they spend more of their time doing things of higher value. People are under-paid because they spend more of their time doing things of lower value. Salespeople who spend every minute of every day focusing on high-value activities eventually rise to the top of their fields and make both a lot of sales and a lot of money. Salespeople who waste their time in low-value activities seldom accomplish anything of importance — even if they represent the best companies with the best products in the best markets. In this lesson, you learn some of the very best ideas ever discovered for managing your sales time and your selling activities.
Leadership is more who you are than what you do Your ability to develop the qualities of effective leader-ship, the essence of what it takes to be a leader, is more important to your success as an executive than any other factor. One of the great principles of personal development is, “whatever you dwell upon, grows and expands in your experience and personality.” You become more effective, day by day, when you think and act on the basis of the key qualities of effective leaders throughout the ages. You program these qualities into your personality by dwelling on them continually. You learn these qualities by practicing them in your daily activities as a personand as a leader in your organisation. The more of a leader you become on the inside, the more effective you become in all your leadership activities on the outside In this program, you will learn the eight essential qualities for effective leaders in every area of endeavour. With these qualities you will accomplish more, faster thanperhaps you’ve ever imagined.
Management is an art as well as a science. There are several key result areas for each manager and your ability to function well in each of these areas is central to your success and your effectiveness as a manager. The “Winning Edge Concept” of management says that small improvements in certain critical areas can lead to large improvements in your results. Incremental improvements in each of the key result areas, especially if you are weak in one or more areas, can lead to dramatic increases in youreffectiveness and your ability to get the job done. The very best managers are those who have taken the time to identify the key skills required by their craft and who have worked on themselves to develop those skills to a high level. In this program, you learn the key result areas of every manager and how you can begin increasing your effectiveness in every area of your management activities.
You are your most valuable asset. Your working ability, your earning ability is the most valuable resource you have to maintain and improve the quality of your life. Everything you do to enhance your ability to do your job in an excellent fashion improves your life and work in some way. The most effective and most highly productive men and women in the world of work are those who think better than their counterparts. They take the time to analyse, decide and take effective action in every area of their work lives to achieve more and better results than the average person. Your goal, throughout your career, is to learn and apply the very best ideas, methods and techniques practiced by the most effective executives in every area so that you can get the very most out of yourself and make the very best contribution to your company and your organisation. In this program, you will learn the seven keys to peak personal performance, the specific ways of thinking and acting that can help you to dramatically increase your productivity, performance and output.
The job of the leader is to get results through others. Since every person is different in some way, and often in many ways, the very best leaders are those who have the greatest flexibility in their styles of working with other people. Your ability to get the very most out of the people who report to you is a key measure of your effectiveness as an executive. When you take the time to think about who you are working with and what it is you need for them to do, you will invariably use the best tools, techniques and methods tomaximise the performance and productivity of the other person. The very best leaders are those who can elicit extraordinary performance from ordinary people. The purpose of organisations is to maximise strengths and make weaknesses irrelevant. Your ability to combine a group of people into a high performance team is the most important single quality youcan develop for maximum results and continuous personal and professional growth. In this program, you will learn how to manage your personal style in such a way that you get the very best out of each person who reports to you.
The most effective leaders and managers are the best thinkers. Since both management and leadership require mental skills and tools far more than physical skills and abilities, the very best managers and leaders have more mental tools at their disposal. Your ability to analyse each situation accurately and then to make high quality decisions based on your analysis is the true measure of your skill and ability as an executive. The good news is that any specific method of strategic planning, which includes practical, proven tools of analysis and decisionmaking is superior to no method or to a random approach. In this program, you are going to learn a method that resembles the combination to a lock. Once you have the right numbers in the right order, you can open the lock. Once you have the right keys in the right sequence to strategic planning, you can apply them to any product, service or situation inyour organisation. The five part method you will learn is used in some of the world’s most effective and profitable corporations and organisations. It will dramatically increase your ability to think effectively about your company and your situation.
We are living in turbulent times. The rate of change today is the greatest that it has ever been in all of human history, and with the explosion in knowledge, technology and competition, the rate of change is increasing and will continue increasing into the 21st century. Change is inevitable, unavoidable, discontinuous and relentless. Your job is to learn how to navigate the white waters of change and to use change to your advantage. Your goal is to be a master of change rather than a victim of change. There is a series of proven methods, techniques and strategies used by highly effective men and women in every area of life to manage the forces of change. In this program you will learn how to get control of every aspect of your life and turn change to your advantage
Your ability to motivate your people to higher levels of performance and effectiveness can multiply your capability as an executive. By motivating people continuously and correctly you can dramatically improve performance and results. The subject of individual motivation, why people do the things they do, has been studied and researched for many years. Now we know more about how to structure environments so people want to perform at their best. Understanding how and why people perform and behave the way they do is essential for your effectiveness as an executive. Every person is different and every person is motivated by some of the things at some of the times. In this program, you will learn the most popular, powerful and effective motivational methods and tools, and how you can apply them to every person who ever reports to you, as well as to yourself in the achievement of your own personal and business goals.
The average person works at 50% or less of their potential. This means that the greatest improvement and performance in results can come from unlocking and unleashing the latent potential of the average person who reports to you. Top managers are those who can create an environment where peak performance takes place. This requires simultaneously putting all the known motivators in place while removing the demotivators that inhibit performance. The very best organisations are far more productive and profitable than average organisations in the same industry. These organisations are characterised as “a great place to work.” They are also characterised as “high trust” environments where people feel terrific about themselves and theirwork. In this program, you are going to learn the most important ideas ever discovered to help you to create a high trust environment of your own where peak performance takes place every single day.
The purpose of assembling a team is to accomplish bigger goals than any that would be possible for the individual working alone. The aim and purpose of a team is to perform, get results, and achieve victory in the workplace and marketplace. Many of the most successful sports teams have been studied over the years to learn the characteristics and qualities that enable them to prevail in highly competitive leagues against determined and aggressive competition. Many of the principles practiced by the winning sports teams are directlyapplicable to the building of a winning business team. The very best managers are those who have the greatest number of mental tools or concepts available to manage and motivate their people to achieve excellent results In this program, you will learn some of the best ideas ever discovered for building winning teams.
Your success in business and in the world of work is largely determined by your ability to communicate effectively with other people. Your ability to elicit extraordinary performance from ordinary people is the key to success in leadership. Since you cannot do the jobs of most of the people who report to you, you have to be able to create a psychological environment where they are motivated to do the very best at those jobsthemselves. The very best leaders have developed their interpersonal skills to a high degree. They have the capacity to bring out the very best in the people who report to them. In this program, you will learn the most important interpersonal skills ever discovered for motivating and inspiring people to perform at their very best as individuals and as members of an effective team.
“There are no bad soldiers under a good general.” The leader or manager is the most important single factor in empowering people and motivating them to peak performance. Your ability to affect the emotions of people so they perform at their very best when working for you can have a morepositive impact on your career than any other factor. Most people want to be highly motivated and to perform at their best. They are simply waiting for someone to come along and create the proper environment where they can do their work wholeheartedly and well It is your job to create that environment. The best employees today are more demanding and more in demand than ever before. They are indispensable to your success and to the success of your company. Your ability to create a peak performance environment for them will earn their loyalty and commitment to you and your companymore than any other factor. In this program, you will learn how to empower your staff to peak performance by using methods and techniques of interaction practiced by the most effective managers in every field.
Your ability to delegate effectively to others is the key to leveraging yourself and multiplying your value to your company. Delegation is one of the most important skills of management. Without the ability to delegate effectively and well, it is impossible for you to move up or to advance in managementto higher positions of responsibility. All excellent managers are excellent delegators, as well In old school thinking, people said that, “If you want the job done right, you have to do it yourself.” In new school thinking, the correct statement is, “If you want the job done right, you have to delegate it properly to someone else so that they can do it to a proper standard.” Delegation is an art and science. It is a skill that you can learn through practice. And like any skill, you become better and better at delegation the more you do it. Your most valuable asset is your ability to think. In this program, you will learn how to think about the process of delegating effectively to others. As you become an excellent delegator, you will become more and more valuable to yourself and your organisation.
The job of the manager is to get things done through others. Your ability to organise the work and to supervise your staff effectively to get the job done on schedule and on budget is the key to your success as a manager. No one is born with the skills of management. These skills are all learned. Your ability to supervise others can be greatly improved by learning what other excellent managers have discovered over the years and by applying these principles and ideas to your interactions with your subordinates. The most important management quality is flexibility. The more different mental tools and skills you have to get the most and the best out of your people, the more flexible and therefore, the more effective you can be as a manager. In this program, you will learn how to get your people to perform at higher levels than ever before.
The job of the manager is to get things done through others. Your selection of the “others” is absolutely essential to your success. Your ability to “deselect” those who are not capable of doing the job in a competent and timely fashion is equally essential to your success as a manager. The most stressful part of a manager’s life is having to let someone go. The second most stressful part of a manager’s life is being let go. The fact is, however, that if you do not get some experience with the first, you will get some experience with the second. Taking people on and letting them go, hiring and firing, is like breathing in and breathing out, like inhaling and exhaling in our fast moving business world. The very fact that you know inside that you can let some-one go if they don’t work out makes you a much more effective manager and makesyou much more influential and persuasive in dealing with performance problems. In this program, you will learn some simple ideas you can use to deselect people who are not capable of making a contribution that exceeds their cost. This is an absolutely essential management skill that you can then use competently for the rest of your business career.
Your people are your most precious resource. Only your people can be made to appreciate in value. All other resources and corporate assets depreciate over time. The fastest and most effective way to increase the productivity and performance of your people is for you to give them timely and relevant coaching and counselling at the proper times in their careers. People cannot grow without honest, objective feedback and instruction from someone who canlook at their performance and tell them exactly how they are doing. Each person needs feedback and counselling from someone he or she respects and trusts in order to improve and to get better at the work. Many average people have become star performers for their organisations as the result of a manager taking the time to guide them and instruct them on howto improve in critical areas of their work. In this program, you will learn how to give timely and accurate coaching and counselling to each of your staff members on a regular basis.
When you invest your money, you always seek the highest Return on Investment or Return on Equity. As a person, your most valuable asset is yourself, your mental, emotional and physical capital. You always seek to get the highest return on the amount of your time and energy that you invest inany endeavour. As a manager, your job is to get the highest return on human capital invested in your enterprise. Of all assets, only people can be made to appreciate and to perform at ever higher levels for the organisation. People are your most expensive investment. Since the average person performs at 50% or less of capacity, your ability to get more and more results from your human assets can dramatically improve your effectiveness as an individual and increase your contribution as a manager. In this program, you will learn how to immediately improve employee performance and to keep your people working at high levels of motivation, performance and productivity over time.
The meeting is the essential tool of management. Virtually everything you accomplish you achieve in interactions with one or more people, either in large formal meetings or in one-on-one meetings in passing. Your ability to use the tool of management meetings effectively can do more to multiply and leverage your results and effectiveness than perhaps any other skill. Every meeting you have requires an investment of managerial time and energy. Meetings are costly functions to the company. The cost of the meeting can be determined by multiplying the hourly rates of the people who attend By this measure, meetings can be very expensive to the company andthe individual. In this program, you will learn how to be far more effective in every meeting you hold. You will learn how to get to the point faster, get more accomplished and assure greater results after the meeting than ever before.
Life is a continuous succession of problems. Everything you do, all day long, revolves around your ability to solve problems effectively. Your entire success as a person and as a manager is determined by your ability to solve problems effectively and well Instead of reacting to problems with anger or frustration, you should look upon problems as the essential, defining skill area of your work. Your job should be to become extremelygood at solving any problem that is brought to you, large or small. Fortunately, we know more about how to solve problems effectively today than we have ever known before. By practicing the approaches, skills and techniques of other successful managers, you can dramatically increase your ability to solve virtually any problem that comes across your desk. In this program, you will learn how to solve problems better and more effectively than ever before.
Your ability to think determines your success as a person and as a manager more than any other single skill you have. All of your abilities to think are measured by your abilities to make good decisions. The entire course of human destiny has been changed by the person in charge of making eithergood or poor decisions at the critical moment. Making better decisions is very similar to learning a mechanical skill It is the result of learning the process through practice and repetition until you apply the key skills automatically to every decision- making situation. The mistake of the average person is to assume causality between two things that happen at the same time and to jump to conclusions. To make decisions quickly and with little thought. Poor decisions lie at the root of virtually every failure. Excellent decisions are the foundation of virtually every great success. In this program, you will learn how to make better decisions, faster than perhaps ever before. This one skill alone can virtually guarantee great success for you as a manager and as an executive.
Achieving balance between your life and work is one of the most important measures of how well you are doing as a person and as an executive. The fact is that you have far too much to do, every single day, and too little time in which to do it. No matter how hard you work or how efficiently you perform, you have a never-ending river of new responsibilities and tasks that you must accomplish within specific deadlines. The natural tendency, for anyone faced with overwork, is to begin to take time away from home, health and family in order to get the job done. This begins as a temporary measure and soon becomes a permanent form of lifestyle. And this is not for you. In this program, you are going to learn a series of proven principles and techniques that you can use, starting immediately, to get your life in balance. You will learn how to accomplish far more in your work and simultaneously increase the amount of time you spend with the most important people inyour life.
There is probably no skill that is as closely correlated to success in life as the ability to manage your time well. You only feel good about yourself to the degree to which you manage your time and your life efficiently.
Success in becoming excellent at time management begins with your beliefs and attitudes. If you believe that you can become an extremely efficient, highly productive human being, you can.
Your job is to become an expert in time management. The starting point of becoming an expert is for you to set clear goals and objectives for every part of your life.
You can increase your productivity and performance by as much as 50% overnight by developing absolute clarity about what you want to do and how you can best do it.
Setting clear goals and objectives can have a more pro-found effect on your productivity than anything else you do.
The first step in time management is for you to establish clear, written goals, organised in order of importance.
The second part of time management is for you to determine the actions that you will have to take to achieve those goals, and organise those actions in terms of priorities.
It has been said that time management is the ability to “Choose the sequence of events.” By choosing what you do first, what you do second, and what you do not at all, you take complete control of your life and your work.
Action without thinking and planning is the cause of every failure. Action preceded by thinking and planning is the reason for every success.
The starting point of personal and time management is for you to develop the “neatness habit.” Before you begin, you need to clean and organise your workplace so that you have only one prioritised task in front of you at a time.
By planning and organising your time before you be-gin, you can dramatically increase your productivity, performance and effectiveness.
The only thing that really counts in your business is your ability to get results. Intense result- orientation is a characteristic of the most productive and highest paid people in every field.
The primary aim of time management is to enable you to get more and better results than other people. You will always be paid in direct proportion to the value of the results that you get for other people
Your ability to plan, organise and complete projects, “Multi-task jobs,” is the key to high levels of productivity, performance and pay.
The more effective you become in your job, the more likely it is that you will be given the responsibility for multiple tasks. Your ability to organise these tasks and get them done on time and on budget will be a key factor in your success.
According to Stanford University, your ability to work together with a team of other people to complete large jobs is the highest paid and most indispensable quality of both leadership and success in the world of work
In order to achieve maximum productivity and performance, you have to eliminate the time wasters in your life.
You are surrounded by time wasters on all sides. They tear away at your minutes and hours, holding you back from producing the critical results that are essential to success in your career.
The Law of the Excluded Alternative says, “When you choose to do one thing, you simultaneously choose not to do all other things that you could do at the same time.”
Every minute of every day, you can minimise time wasters by asking, “Is what I am doing right now the most valuable use of my time?”
Procrastination is the thief of time and thief of life. It is also the thief of money, success, happiness and self-esteem.
Everyone procrastinates to one degree or another. The Law of Least Resistance causes people to do the easiest thing whenever possible, and the easiest thing is usually to work on low-value, no-value tasks.
Overcoming procrastination is an essential step for you to get more, and more important things, done in your work“.
One of your main goals in life is to make a significant contribution to your company and to become extremely successful in your career.
Your success is going to be based on two principles, the Law of Accumulation and the Law of
The Law of Accumulation says that every extraordinary achievement in human life is a result of thousands of ordinary efforts that are seldom seen or appreciated.
The Law of Incremental Improvement says that improvement is made gradually, one small step at a time.
In this lesson you will learn some of the best ways to dramatically accelerate the speed at which you move to the top of your field.
Your ability to communicate effectively in your work will account for as much as 85% of your success. Even in technical areas, professionals spend as much as 75% of their time communicating and interacting with others. Your ability to get your message across, and sell your ideas is essential. Simultaneously,your ability to clearly receive and understand what the other person is saying is essential as well.
The starting point of excellent communications is for you to accept 100% personal responsibility for both the message you are sending and the message you are receiving.
In this lesson you will learn the critical keys to being a better delegator and a two-way communicator
Successful people are clear about what is important to them. They know how to set priorities and concentrate on doing the things that give them the greatest satisfaction and happiness in life. You have two kinds of goals. Your work goals are the what. They are what you have to do to earn the means toachieve your ends. Depending upon what you really want, what goals can be very important.
Your family and personal goals are the why. They are the real reasons for the what. The most common mistake people make is to mix them up and get the what confused with the why.
The one thing that makes you unique and different from every human being in the world is the way you think, especially how you think about your time and your life.
When you think more effectively and constructively about all aspects of your life, you begin to improve in every area.
In this lesson you learn the thinking qualities of superior men and women and how you can develop them and make them part of your worldview in the months and years ahead.