Values

Let me talk now about determining your values. Remember, you sell from the inside out. And the core of your personality is your values. So what we know is that top salespeople are very clear about their values. They're very clear about what they believe in and what they stand for, what they won't stand for. And they're clear about their values in order of priority, and this is the key. Your entire life is determined by what you consider to be more important. And what you consider to be less important and the order of values. And you know how you can tell what your values truly are? You can tell by looking at your actions. Especially your actions when you're forced to choose your actions under pressure. They say that Epictetus, the Greek philosopher, said, circumstances do not make the man, they merely reveal him to himself. Because in circumstances, especially difficult circumstances, you demonstrate your true values. You demonstrate who you really are inside. So imagine that you had two people who had two sets of values. Same values, in fact. And the values are family, health, personal success. But the other person has the same values, but they are personal success, family and health. Now, which of these two people would you think would be a more enjoyable person? And the answer is the person who puts a family first and their health second, and their success third. But a person who puts success first and then their family and then their health will be a totally different person. One of the marks of top people is that they know who they are and they know what they stand for. And one of the most important things you do in selling is to become completely clear on your values. Be completely clear that you are a person of honesty, integrity, responsibility, courage, hard work and customer service. And when you begin to live consistent with your values, your values begin to become part of of your permanent personality. And not only do you feel better, but your sales will go up and up and up.