Naija Motivation

by Brian Tracy (excerpted from The Success Mastery Academy)

If you think the way successful people think and adopt their success habits, you too
can be successful. Here are seven qualities of the top 1% of successful people.

1) They are Ambitious.
They see themselves capable of being the best. They see themselves with the capacity
of being really good at what they do. This was a really big thought for me. It held
me back for many years. When I saw people who were doing better than I was, I
naturally assumed they were better than I was. And if they were better than I was,
then I must be worse than them, so that would mean they were superior and I was
inferior. That is a big problem in our society. We have feelings of inferiority, and
these feelings of inferiority are often translated into feelings of undeservedness.
We don’t feel we deserve to be a big success. The word “deserve” comes from two
Latin words meaning “from service.” You deserve 100% of everything you make and
enjoy as long as you get it from serving other people. Your rewards are in direct
proportion to your service. If you serve better and serve more and serve at a higher
level and serve more enthusiastically and serve a higher quality, then you’ll have a
wonderful income you’ll deserve every penny of it. You must see yourself capable of
being the best.

2) They are Courageous.
They work to confront the fears that holds most people back. The two biggest enemies
to yours and my success is fear and doubt. Eliminating fear and doubt is the key.
The key to eliminating fear: If you want to develop courage, then simply act
courageously when it’s called for. When you do something repeatedly, you develop a
habit. Make a habit throughout your life of doing the things you fear. If you do the
thing you fear, the death of fear is certain. To overcome fear of rejection in
prospecting, you must realize that rejection in selling is not personal. Top
salespeople do not fear prospecting. Face your fear. Do the things you fear. The
ability to confront your fear is the mark of the superior person. If you have high
ambition and you decide to be in the top 10%, and you can confront your fears and do
the things that are holding you back, those two things alone will make you a great
success.

3) They are Committed.
The top people in every field, especially the top salespeople, are completely
committed. They believe in themselves; they believe in their companies; they believe
in their products and services; they believe in their customers; they have an
intense belief. We know that there is a one-to-one relationship between the depth of
your belief and what happens in your reality. And if you absolutely believe in the
rightness and the goodness of what you’re doing, you become like a catalyst. You
create what is called a transfer, like an electrical transfer of enthusiasm. People
like to buy from people who truly believe in what they are doing. People who are not
committed to what they do lead very empty lives. The second part is that caring is
the critical element in modern selling. Caring is a critical element in life, as
well. All men and women who enjoy great lives care about what they do! They have
passion about what they do. They love what they do.

4) They are Professional.
Top salespeople see themselves as consultants rather than as salespeople. When you
think of the word “consultant,” what words come to mind? When do you call a
consultant? A consultant is a problem-solver. What word does not appear when you
think of a consultant–the word “salesperson”. We don’t think of consultants as
salespeople. The most successful consultants in America are the very best
salespeople of their services. When a person is positioned as a consultant in the
mind and heart of the customer, he is not seen as a salesperson. Do people like to
be sold? Do people like to be helped to improve their lives and work? So they look
upon a salesperson as someone who sells them. Selling is something you do “to”
someone, and people don’t like to be done “to”. So when you think of being a
consultant, here is the key. How do you position yourself as a consultant with your
customers? Of course, you act like a consultant, but even before you get the chance
to act like a consultant, you build a rapport. And the most simple answer of all,
and this is the most profound principle: People accept you at your own evaluation of
yourself. Consultants come in and have a cup of coffee. Salespeople wait in the
waiting room and have a glass of water. If you say you’re a consultant, your
customer will accept you as a consultant. >From now on, position yourself as a
consultant. Think of yourself as a consultant. Remember, 80% of what you accomplish
on the outside is determined by who you are on the inside. How you see yourself
determines how the customer responds to you. The customer’s perception of you
determines how much they buy and how much they recommend you to other customers.

5) They are Prepared.
They review every detail in advance. To be in the top 10% requires additional
efforts. It requires doing things that the average person is not willing to do. It
requires making sacrifices the average person is not willing to make. It requires
reviewing every detail of every call or situation before every business meeting. But
the difference it makes is extraordinary. Before you go into a meeting, do your
homework. Successful people are more concerned about pleasing results than they are
about pleasing methods. When you sit down with a client, there is nothing more
complimentary to a client than the feeling that you have prepared for the meeting.

6) They are Continuous Learners.
They recognize that if they’re not continually getting better, they’re getting
worse. They read, they listen to CDs and they take additional training. The
professional never stops learning. So read, listen to CDs, take continuous training.

7) They are Responsible.
They see themselves as President of their own personal services corporation. The top
people in our society have an attitude of self-employed. 100% of us are
self-employed. We are presidents of our own personal services corporation. You work
for yourself. The biggest mistake we can ever make is to think we work for anyone
else. We work for ourselves. The person who signs our paycheck may change; our jobs
may change, but we are always the same. We are the one constant–we are always
self-employed. The fact of the matter is — this is not optional, it is mandatory –
you are the president of your own company, you’re the president of your own career,
your own life, your own finances, your own body, your own family, your own health.
You are totally responsible. We are responsible. No one will ever do it for us. It’s
the most liberating and exhilarating thought of all, to think that you’re the
president of your own life.

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