A Question from the Real Sales World

question-logo Dear Colleen, The summer is generally slow for us. What can I do to keep busy and profitable?
Thanks, Mary in New Hampshire.

Dear Mary,

Well, it’s July!  The month that was rebranded for Julius Caesar, who was born in that month. Previously, it was called Quintilis.  Think about that: January, February, March, April, May, June, Quintilis, August …  Doesn’t quite flow. 🙂

Any way, summer time is for relaxing, imagination, and reflecting on possibilities, so there’ll be less “hard” sales training this month and more time to reflect on success – what you want it to be, and how to make it happen. To start, let’s take a look at the top 6 list of personality traits all successful people have in common.

1. They work smart and effectively.

They intention, they plan and they take action. They take time to play. They get up early, rarely complain. While expecting performance from others, they expect extraordinary performance from themselves. Repeated, high-level success starts with recognition that hard work pays off.

2. They are curious and eager to learn.

They study, ask questions, read and learn – constantly! They apply and/or take advantage of what they learn. Repeated success is not about memorizing facts, it’s about being able to take information and create, build, or use it in new and resourceful ways. Successful people want to learn everything about everything!

3. Successful people work on themselves.

Socrates said ‘Know Thyself.’ Really successful people work on their personality, leadership skills, management skills, and every other detail of life. When a relationship or business deal goes sour, they learn from what happened and do better next time. Successful people don’t accept flaws; they fix them! When Platinum member Tim has a sales problem, he calls or emails me immediately. We work through it together so he can implement the fix and profit from it quickly.

4. They are self-reliant and take responsibility.

Successful people don’t worry about blame. They don’t waste time complaining and they take responsibility for all their results good or bad. They make decisions and move on. Extremely successful people take the initiative, take action and accept the responsibilities for their decisions and the results. Your clients want to deal with agents, not victims. The buck stops with you. Own up to your results and if you don’t like them don’t worry. If you change your actions you can change your results… if you take action immediately. The decision to change is yours.

5. They respond wisely to change.

Even in times of stress or turmoil, highly successful people keep their balance. They know the value of timing, humor, patience and being prepared. Extraordinarily successful people breathe easily, ask questions, and make quick decisions, even in a crisis. Unsuccessful people resist change. They are frightened by change and prefer the “devil they know” Highly successful people embrace change because they know that change can bring new and better results.  What are you doing everyday to create a new and improved result? What changes do you make when you don’t like your results. Remember. If you always do what you have always done, you will always get what you have always gotten.

6. They take Action!

When an investment isn’t working out, they sell. When they see an opportunity, they make the call. If an important relationship is cooling down, they take time to renew it. When technology, a new competitor or a change in the economic situation requires an adjustment, they are the first and quickest to respond. Business does not stop and wait until you make a decision. Act now and take advantage of what all opportunities hold. You will not be disappointed. This trait above all else will propel you to success. In fact many of you have heard me say often that the main difference between a successful sales person and the mediocre is that a successful person takes action, constantly. What are you going to DO this summer?

Dedicated to increasing your sales,


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