Professional Documents
Culture Documents
In
Commission
Name
Date
Money is a servant! Always remember to love people and use money. Do not
be tempted to reverse this equation regardless of the circumstances. Selling is,
without question, the highest paying profession in the world. Unfortunately, for some,
it is also the lowest.
C hoose Sides
The line that separates the salespeople who earn the big commissions from those
who are not making it happen is often as fine as a razor’s edge.
Get on the right side of that fine line and stay there.
The successful execution of the various exercises in this program will definitely
improve your income.
5 DECIDE what you are prepared to give, in return for the amount of
commission you have chosen to earn.
6 THINK, FEEL and ACT like the person who is already providing
the service and earning the commission you have chosen to earn.
Low income earners have a habit of backing into the future, dragging their old
conditioned behavior with them. When they are confronted with new information,
they ask themselves, “Does it fit?” If it doesn’t, it’s wrong.
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The Stickperson
Part 1
Part 2
The stickperson, like all other ideas presented in the seminars, is extremely
simple. Do not allow the apparent simplicity to deceive you, for the stickperson can
reveal to you a wonderful world of power, possibility and promise.
This seminar is built upon the premise that you have a power within you that is
far superior to any condition or circumstance around you. With FREE WILL, your
thoughts can direct this power to whatever results you choose in this lifetime.
Although the difference in what you earned over the past twelve months and
what you choose to earn over the next twelve months may be great, the change you
will have to make in your personality could be small.
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Sub-Conscious Mind
This part of you is certainly the most
magnificent; it is the power center. It
functions in every cell of your body.
Every thought your conscious mind
chooses to accept, this part must accept
... it has no ability to reject.
This part of you operates in an
orderly manner. “By Law,” it expresses
itself through you, in feelings and actions.
Any thought you consciously or Part 2
unconsciously impress upon the sub-
conscious over and over, becomes fixed
in this part of your personality. Fixed
ideas will then continue to express
themselves without any conscious
assistance, until they are replaced.
(Fixed ideas are commonly referred to as
habits.) The sub-conscious mind is the
God-like part of you referred to as Spirit.
It knows no limits, save those you
consciously choose.
(Read T h e P o w e r o f Y o u r S u b -
Conscious Mind by Dr. Joseph Murphy)
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Behavior
Part 3
or Action Results
Body
Although this is the most obvious part of you, it is the smallest part. The body is
the physical presentation of you, the material medium; it is merely the instrument of
the mind, or the house you live in. The thoughts or images that are consciously
chosen, impressed upon the sub-conscious (which is in every cell of your body),
must move your body into action. The actions you are involved in determine your
results.
TERROR BARRIER
FREEDOM
TERROR
“D”
REASON
“C”
BONDAGE
“B”
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Make a written, binding commitment to yourself that you will truthfully complete
every exercise in this program, and carry out the instructions in your daily endeavors
to the best of your ability, one day at a time ... for ninety days.
C ommitment
________________________________________________________________________________
_______________________________________________________________________________
_____________________________________________________________________________
____________________________________________________________________________
____________________________________________________________________________
____________________________________________________________________________
_____________________________________________________________________________
______________________________________________________________________________
__________________________________________________________________________________
Your Signature
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F Fall In Love
With What You Do
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Write the names of six people you know, or know of, who earn six-figure
commissions.
1. _______________________________________________________
2. _______________________________________________________
3. _______________________________________________________
4. _______________________________________________________
5. _______________________________________________________
6. _______________________________________________________
The ideas and exercises in this program will help you analyze these high income
earners, relate to them, and then emulate them. Finally, join with them and enjoy all
the benefits, the recognition, and the rewards they are presently enjoying. Begin by
asking yourself the following questions:
W
What do these people do that makes them so different?
H
Who do they sell to?
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The word “missionary” is generally associated with a religious faith. Most religious
missionaries have very deep-seated convictions with respect to their faith. They
attempt to convert everyone and anyone to their way of thinking about their particular
religion.
Salesperson
“A person who is attempting to have their ideas accepted,
adopted or approved.”
Dr. Herb True
They truly believe that what they have is the very best. They are always talking
about the benefits of their idea to anyone who will listen.
When a missionary hears the word “No,” they realize they have not caused their
prospect to want what they have. They know they have not explained their idea
effectively. If they had, they would have made the sale.
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Houses
The professional residential real estate agent is aware that most people have a
dream of owning their own special home. The agent’s mission is to find these people
and convince them they can have the home of their dreams. The professional agent
will do everything in their power to help their clients.
Insurance
There is a story that is told about Ben Feldman, one of the world’s greatest
insurance salespeople. He was speaking to a group of insurance agents at a
conference. When he had finished his speech, a young insurance agent asked the
old pro a question. “Mr. Feldman, why do you keep selling insurance? You’ve
been doing it for years. You’re a multimillionaire, you obviously don’t need the
money?”
Mr. Feldman’s answer said it all. He replied, “Don’t you think what we are
doing is important?”
Cars
The person selling cars, earning the large income, has actually fallen in love with
cars. They get excited whenever the conversation leads to cars. Watch them. They
are enthused and their enthusiasm is contagious.
These salespeople are on a mission! They are not working. They love what they
do. If you met these salespeople on a social level, they would have you talking about
their product or service. They are convinced their product or service is the best there
is available.
Sell Yourself
Talking to people about what you have is not good enough. You must cause
them to want what you have. You must sell them. However, before you sell them,
you must make certain you have completely sold yourself ... intellectually, emotionally
and physically.
If you sell Cadillacs, don’t drive a Pontiac—drive the top of the line Cadillac. If
you sell real estate, don’t live in rented premises—own a beautiful home. If you sell
made to measure suits, don’t wear a garment off the rack—wear finely tailored clothes.
If you sell insurance, own it, lots of it—make sure you are properly protected.
Consider how spectacular your life will be and how effective you will be in sales
A
when you mentally have:
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How would a person or organization benefit from the product or service you sell
to them?
__________________________________________________________________________________
___________________________________________________________________________________
____________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
___________________________________________________________________________
Are you obsessed with the idea of making people aware of the benefits of your
product or service?
Yes No
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_____________________________________________________________________________________
___________________________________________________________________________________
_____________________________________________________________________________________
____________________________________________________________________________________
________________________________________________________________________________________
_____________________________________________________________________________________________
__________________________________________________________________________________________
___________________________________________________________________________________________
________________________________________________________________________________________________
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Understanding and compliance with this Law will ensure that large sums of money
will come to you with constant regularity.
The proper awareness of how this Law works will help any person improve their
ability to earn more money. There are many people who are doing very well who
have never heard of this Law. Consequently, they have never given any thought to
its use.
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WANTED
In every company all over the world. Effective salesperson
who is willing to accept as their income exactly what they
are worth, no expenses, no draw, no guarantees.
STRAIGHT COMMISSION
This is precisely why the commissioned salesperson who has become very
effective at selling a product or service which is in great demand, earns such enormous
commissions.
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... simply because they understand and apply part two of the Law of Compensation.
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2. Your Ability To Do It
Make believe you are your boss and write a performance report on yourself that
is to be given to a senior executive. Take into consideration the following:
_________________________________________________________________________________________
Attitude
_____________________________________________________________________________________
Team Player
___________________________________________________________________________________
Enthusiasm
_____________________________________________________________________________________
____________________________________________________________________________________
Appearance
________________________________________________________________________________________
_____________________________________________________________________________________________
Selling Skills
__________________________________________________________________________________________
___________________________________________________________________________________________
Time Management
________________________________________________________________________________________________
___________________________________________________________________________________
__________________________________________________________________________________
_____________________________________________________________________________________
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1. 2. 3.
Yes No
Have you ever had a consultant assist you with your appearance?
Where do you think the three best salespeople you know would score you on
your appearance on a scale of 1 to 10? (Mark with an X)
1 2 3 4 5 6 7 8 9 10
Poorly Dressed Very Well Dressed
Yes No
Do you think you should dress like the salesperson you want to become?
Yes No
Why?
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3. How long have you been selling what you are presently selling?
________________________________________________________________________
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1 2 3 4 5 6 7 8 9 10
Not Committed Totally Committed
How do you feel your sales associates would describe you as a salesperson?
Imagine that a team of professional sales executives evaluated you and your
past sales performance. They rated you on a score of 1 to 10 and placed the score
in the box marked "A." 1 being low and 10 being high. How do you think they would
mark you?
“A” “B”
Sales Presentation
Prospecting
Obtaining Referrals
Product Knowledge
Closing Ability
Attitude
Self Image
Personal Appearance
Time Management
Consistency of Production
In the box marked "B," place the number you feel will reflect the
improved you.
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2. Describe what you are presently doing to improve your ability to sell whatever
you are selling? Be specific.
_____________________________________________________________________________
______________________________________________________________________________
_____________________________________________________________________________
______________________________________________________________________________
_____________________________________________________________________
Commit to two activities that will improve your ability to sell your product or
service. (Listening to cassettes, attending seminars, reading books, etc.)
______________________________________________________________________________
_______________________________________________________________________________
____________________________________________________________________________
_____________________________________________________________________________
_______________________________________________________________________
Yes No
Make a decision right now to begin simulating your sales presentation for a
minimum of fifteen minutes every day for ninety days. It is best if you work with
an associate whose desire to improve is as great as your own.
beginning
(Associate’s Name) (Date)
Record the names and approximate incomes of six people from your industry
with whom you frequently associate.
Associate’s
Associate’s Name Approximate
Income
1. _____________________________________________________ $ _____________________________________________________
2. __________________________________________________ $ __________________________________________________
3. _________________________________________________ $ _________________________________________________
4. __________________________________________________ $ __________________________________________________
5. ________________________________________________ $ ________________________________________________
6. _________________________________________________ $ _________________________________________________
Are any of the above salespeople earning more than you or are they
demonstrating, by results, that they know what you must learn? Who?
1. _____________________________________________________
2. __________________________________________________
3. _________________________________________________
4. __________________________________________________
1. _____________________________________________________ _____________________________________________________
3.
2. __________________________________________________ __________________________________________________
4.
How could you spend more time with them?
________________________________________________________________________
_______________________________________________________________________
_______________________________________________________________________
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1. _____________________________________________________ 4. _____________________________________________________
2. __________________________________________________ 5. __________________________________________________
3. _________________________________________________ 6. _________________________________________________
Have you ever gone to any of them for advice or guidance with a well-prepared
list of questions?
Yes No
Set a date to meet with at least two of these people some time within the next 30
days.
1. _____________________________________________________
2. __________________________________________________
1. Who ________________________________________________________________________
_____________________________________________________________________
2. What _____________________________________________________________________
_______________________________________________________________________________________________________
3. When _________________________________________________________________________
________________________________________________________________________
4. Where _________________________________________________________________________
__________________________________________________________________________
5. Why _________________________________________________________________________
________________________________________________________________________
6. How _________________________________________________________________________
__________________________________________________________________________
(Make certain you send a thank you note for their time and assistance.
After you follow their advice, inform them of the positive results you have
accomplished and thank them again. Give them credit wherever and
whenever possible.)
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When you look after the second part of the Law of Compensation, the third part
will take care of itself.
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Y You Can
Sell Yourself Rich
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Do not permit old conditioning to prevent you from becoming everything you are
capable of becoming, or from earning the commissions you choose to earn.
TERROR BARRIER
FREEDOM
UNDERSTANDING
“D”
REASON
BONDAGE
“C”
“B”
“A”
There will be eight units in each month. Divide your monthly commission by
eight.
To make certain you earn your six figure income, it is absolutely essential that all
of your conscious attention be focussed on the cause of earning the commission you
desire.
New Habits
Choose three activities, any one of which you know would guarantee you the
commissions necessary to reach your unit objective. These would be activities you
may be periodically involved with, but definitely are not habits.
1. ____________________________________________________________________________
2. __________________________________________________________________________
3. __________________________________________________________________________
1.
2.
Paul K. Marchand
Insurance Salesperson
Mentally prepare to make a commitment that you will personally hand to your
sales manager within the next 48 hours.
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Goethe
1. ____________________________________________________
_________________________________________________
2. __________________________________________________
____________________________________________________
$
over the next 12 months.
Irrevocable
Signature Ink
Date
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My Commission
$
My Signature
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