A study of more than 350,000 salespeople examined what those who earned the highest incomes spent most of their time thinking about. The answer? They thought about what they wanted and how they were going to get it. The highest-earning salespeople think and talk all day long about their goals and how to sell more. The more you think about your goals, the more positive and enthusiastic you become—a fact that leads the best of the best to sell 10 or 20 times as much as the average salesperson (who spends most of his time thinking about his or her problems).
The best of the best are ambitious. This is so important that if you could just develop high levels of ambition, you could stop reading right here. The most successful and ambitious people see themselves as capable of being the best of the best. They know that the top 20 percent of salespeople make 80 percent of the sales, and they are determined to be among that top group.
Perhaps the most important first step you can take in the field of selling is to make a commitment to excellence, to make a commitment to be the best in your field. Resolve today that you are going to join the top 10 percent and be among those who earn the most.
