3 - Work From End Result Forward Don’t wait until you’re successful to act successful. Act as though your success is actualized; you’ve accomplished what you’ve set out to accomplish. Place yourself in future and work from a platform of success. Don’t indulge self doubt nor your negative thinking habits. Your job is to live in a platform of success for 10 working days.

Whether on phone, face to face or in exchange of email you are to come from a place of pure and certain success. This is not arrogance and this is not pretending to be something you are not. This is setting your intention for success 10 working days in future and moving your mind and your actions to that place. This will be by far toughest part of your 10 Days. Remember… actions follow thoughts and behaviors align with intention…..if you’re living success you’re thinking success and if you’re thinking success it is in bag.

10 working days of working from your end result…….SUCCESS.

4 - Celebrate Every Chance You Get Most of us are mesmerized by rejection (that’s because it allows us evidence for validity of our negative thinking). Give it up. Celebrate every success large and small (especially small if you’re just starting in this great business of sales). Celebrating all your successes trains mind to allow success. Many folks fail in sales because they train their mind to look for evidence of failure.

With more failure there is greater resistance to selling and with resistance you’ll talk yourself or worse work yourself right out of greatest job on earth. For 10 working days celebrate every success that comes your way. Revel in emotion of success, brag to your friends, send off emails to your coaches, and let yourself feel what it feels like to win.

Tip It is important to do this for 10 working days, then adjust intentions. 10 days in enough to set a pattern, learn new behaviors without overwhelming yourself. Keep it fun, celebrate success and find a partner to work with. We find in our coaching sessions that our clients do much better when they have a buddy.

As one of nation’s top sales trainers and motivational speakers, Lori helps salespeople, business owners and managers achieve peak performance.

Communicating clearly and directly is key to assuring your customer knows benefits and value you offer, something that important to success of your business must be overt.

Great Example of Bad Communication - I came across what I believe to be a great example of poor customer communication. Following is exact text taken from an anonymous company's marketing materials, describing who they are and what they do. Note how it is unclear what they do for their customers (benefit) as well as unclear why a prospective customer would seek their services. Avoid making this mistake:

"Company X is a results oriented training and consulting firm promoting sustainable economic growth globally by developing entrepreneurship programs focusing on capacity-building techniques, skills and knowledge. Company X provides needs assessment to determine capacity-building strategies, training design and implementation in small and medium enterprise development, services focused on empowering women through entrepreneurship, and technical assistance and business advisory services."

For Company X, their prospective customers have to interpret and translate statement above into something meaningful for them (benefits). Remember, all customers in a buying process take what you offer them in communications and reason what's in it for them. Your customers want to know what benefit they will realize as a result of using your product or service. You can't take chance of leaving it up to your customer to figure it out on their own. You need to be overt in telling your customers who you are, what you do, and what's in it for them. Remember to sell from their process of buying. Lead with your benefits and offer your features and functionality are proof of your ability to deliver.

Lasting Thought - The lasting principal here is extremely simple...if you mean something; say it as plainly as you possibly can. Never let a prospective customer guess about benefits they should expect to enjoy as a result of doing business with your company. Review all of your marketing materials and assure there are no implied benefits. Read all of your materials as a prospective customer will, from their perspective of being engaged in a buying process. Make sure your communications clearly answer most critical components of good sales communications - what's in it for me, why should I believe you.

Your perspective customers need to clearly understand what's in it for them. When you approach your customer communications from perspective of your features and functionality, you need to assure you are doing so only as a means to prove your ability to deliver benefits to your customer, not as reason to purchase.

Lastly, remember...if something is worth saying, it should be said.