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Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales by David Riklan, Erik Taylor

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Chapter 19. The Good Life Rules

Bryan J. Dodge

Dodge Development

In the sales profession, the real question is "What is it?" I believe that the sales profession is freedom—freedom to look in the mirror every morning and choose who and how many you want to help today; freedom to choose where you want to go and what you want to have in life. Life is too short not to be happy, and life is too long not to do well. When I ask myself what sales is, I answer that I truly believe it is a wonderful profession that gives you the freedom to choose.

What is the difference between a good sales program and others? Many sales programs talk about what to say, how to say it, and when to say it. Good training is all about the things that will produce the greatest results not only in your sales career, but most important, in your life. A good sales program starts with a clear understanding of the difference between the "how" in life and the "why" in life. Those who focus on the "how" usually end up working for those who focus on the "why." Put another way, those who focus on the "how" are motivated; those who focus on the "why" are inspired for life. A good training program is inspiration-based, not motivation-based. We've all heard this before, and it's true: If you take an idiot and motivate him, all you have is a motivated idiot. I think we can all agree that method might not yield the overall results that you are looking for. It is your focus that will produce the activities needed to produce the ...

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