Top-sellers have all made the decision to regularly learn
new techniques, and then put those techniques to the test.
It is when they take the required action that they discover
the things that they have not entirely assimilated, and
they are able to adjust and understand. As a result, they
perform better, and obtain superior results.
The steps top-sellers follow to obtain superior performance
are:
Step 1: Knowledge acquisition;
Step 2: Put into practice what you have learned;
Step 3: Knowledge acquisition;
Step 4: Put into practice what you have learned;
Step 5: Acquire knowledge;
Step 6: Put into practice what you have learned
Etc.
An appropriate image representing these foregoing steps
is a performance stairs illustrated as
follows – on a sheet of paper or a board, draw a set of
stairs. On the steps, or the horizontal line, write the
word “knowledge” and on the vertical, or riser, write the
word “action”.
When you have identified the highest step as your goal
on the performance stairs you have to
move to action with what you have learned.
There are three (3) types of salespeople and they are
identified as follows;
Type No 1 : Those who improve their knowledge,
but do not act on it
If you are among this group, there are is a very good
chance that you have obtained a higher education, but your
results are far from conclusive. You operate only the horizontal
part of the step, and it goes without saying that your
results are linear, ordinary and without great success.
It is too bad, but it will remain impossible to be a top
performer.
Type No. 2 : Those who able to act, but who
do not improve their knowledge
If you belong in Type No 2, your efforts represent the
vertical line of the stairs. Because you are able to take
action, you have at least the opportunity to succeed, but
due to the fact that you have not increased your knowledge,
your chances of falling off the steps and hurting yourself
are quite good. If you fall often enough, you will probably
finally decide to stop the pain, and you will get off the
stairs that you find more and more difficult to climb.
Type No 3 : Those who increase their knowledge and who
are able to take action
If you are part of this third group, you are among the
most successful, and for that I say “Bravo”. You must persevere
because your chances of success are very high. If you have
tried for several years without much success, don't give
up because the combination of your experiences and knowledge
allows you to understand what you are learning, and what
you have learned, and brings you, step
by step, to the last and highest step of the performance
stairs.
Henry Ford once said « You don't build
a reputation on what you are going to do, but on what you
have done ».
To climb the performance stairs that
is to say, reach your objectives and do great things, there
is no magic involved – YOU HAVE TO TAKE ACTION AND YOU
HAVE TO ENLARGE AND DEVELOP THROUGH YOUR OWN EXPERIENCES.
It is you and only you who can decide to climb those stairs which will turn
you into a highly performing person.
Good luck and great sales!
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