Brian Tracy
Chairman and CEO of Brian Tracy International, a human resources company specializing in the training and development of individuals and organizations. President of Brian Tracy University, a private on-line University for Sales and Entrepreneurship (www.briantracyu.com).

There are two great questions that you can use to accelerate your growth toward high income in sales. The first question to ask yourself after each sales is, what did I do right? This question keeps you focused on the best parts of your performance. Even if the sales call was a failure, there were certain things that you did correctly. It is important that you identify the best parts of your performance so you do not throw out the baby with the bathwater. You could write down: “I was thoroughly prepared.”

“I researched the client in advance.” “I was punctual for my appointment.” “I was well dressed and groomed.” “I asked questions and listened before speaking.”

“I made a complete presentation.” and so on. By asking the question, what did I do right? you keep yourself continually focused on the best elements of your sales activities. By reviewing these activities immediately after a sales call, you program them into your subconscious and create a predisposition to repeat these positive behaviors at your next sales call. The second question is, what would I do differently? This forces you to think about the positive things you could do to improve your performance in a similar stituation. Even if the sales call has been successful, there were things you could do differently in the future to make it even better.

The advantage of these questions: the answers to both are positive. Force yourself to review and mentally rehearse the very greatest ingredients of your performance. The next time you are in a similar situation, your subconscious will pass them back up to you and make them available for the sales call.