Now that clever clogs Dmitri Mendeleyev might have known a thing or two about atomic mass noble

gases & tormenting high school chemistry students, but did he truly understand the scientific, mass, students proven-each-day elements that consistently underpin professional sales success? Well, who knows. But if he did (& as youngest of 17 children, well assume he had pretty sharp negotiation skills), this is how he mightve applied his Periodic Table to the science of customer attraction, recruitment & retention ( (probably while rinsing his beakers) beakers

Discipline

Base sellement without which no sustainable sales success can exist. Rare, but growable & supportable.

Sellements
Oo
Oculo

Ownership

The personal accountability building block, the DNA of trust and getting things done.

Goals

D2

Details Details

Franknsense

Or

Order

Planning

Enthusiasm

Op

Openness

The overarching filter sellement, through which every decision must pass for meaningful progress to be made.

From the latin eyes & ears, the sellement of longer-term vision, bigpicture perspective and listening for opportunity.

A double-helix sellement lement that struggles in isolation but powerful when bonded with Oo. An . implementers sellement. lement.

Hybrid sellement combining candour & brave honesty with street savvy, diplomacy & reading situations wisely.

A structural sellement needed to put first things first. Prioritisation that can be flexible in liquid form or a structured solid.

Broadly applied synthetic sellement, full-year to pre-call. The synthesising . process for P is as valuable as the output.

Naturally occurring sellement thats easily damaged. Vital for first impressions, culture building & momentum.

10

Formerly known as Rc (Responsive to change), embeds approachability, willingness to learn & considering other paths.

Le

Leverage

Ask

Nurture

Dy

Diligency

Understanding

Ge

Getamoveon

Ti

Thinking

Time homes

11

The sellement of applying a diverse pool of skills knowledge & relationships to maximising win-wins.

12

The Questioning sellement. Single most valuable sellement, but in shortest supply. Essential for long-term sales life.

13

The sellement of warmth lement & caring. Organic, needs to be applied regularly & proactively to have long longterm & broad impact.

Hybrid sellement blending diligence attentiveness, follow-through and -up with urgency the need to move quickly.

14

15

A sellement often found with (but not bonded to) Asking. Incorporates active listening, clarifying questions & Thinking (Ti).

16

Similar properties to urgency, but exists in flammable form, sparking activity with a clear immediate first step.

17

Freely available but underused sellement with innumerable applications, most powerful when directed to customers.

18

The sellement of diarisiation. Placing prioritised tasks in distinct slots in a finite day. Brings to-do lists to life.

Ba

Backpats

Ck

Commerce Karma
A radioactive sellement with a very long half-life, the byproduct of using the first 19 sellements. Ignore at your peril.

Legend:
Life-force sellements, without which long-term survival is impossible. force Hybrid sel sellements, naturally unstable but easily supported & ingrained. Precious sellements, in too too-short supply, mined & practiced only by the best. Outcome sellements, byproducts of systematically applying other sellements.

A team contribution sellement, inexhaustible in supply but grossly underused. Applied by anyone, super-powerful.

A client service from

19

20

Need a simple mnemonic to remember these first 20 Sellements? Write the symbols in order. The answer is simple.
Copyright 42MIGHTY 2011. But youre welcome to share it freely. Contact Troy Forrest on +61 0 430 308963 troy@42mighty.com.au 42mighty.com.au