Chapter 9: Setting the right goals

A while back I was in the market for a new car. I had gone through all the magazines and chosen the manufacturer, model, colour and specification. The next day I was travelling back from a sales call and it struck me how many of this specific colour, model and make of car I was seeing on the roads. The point is that these cars were on the road before I had made my choice. I was seeing these cars but my brain was simply not drawing them to my attention because I had not ‘told it’ they were of interest to me. Has this ever happened to you? After you set a goal and put your mind on something specific, your brain begins to notice those things ...

Get Brilliant Selling, 2nd Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.