WEEK THIRTY-ONE

Hello and welcome to Week Thirty-One of The Jim Rohn One-Year Success Plan. We
hope you've had a successful week and you're ready for this week's edition.

This week we begin Pillar Eight - Selling and Negotiation Skills. Jim and Chris will be
sharing many great insights on this topic, and I know that you will definitely benefit from
them.

One of the most important things we can do to ensure success in sales is to have an air of
expectancy. Even if we've just had 20 "no's" in a row, we must expect and believe for a
positive outcome, and we can do that if we visualize ourselves receiving the "yes".

But before we even take the first step toward making a sales call or asking for a raise etc.,
we must prepare ourselves mentally. It has been said that thorough preparation eliminates
stress and while that is true, we must not merely go through the motions of preparing our
material and presentation without first preparing mentally. That is the most important part
of preparation. What are we saying to ourselves before we make the phone call or ask the
question? We must tell ourselves, "My prospect is looking for what I have; my prospect
has a problem that I can solve; I will get the appointment and my calendar will be full by
the end of the week." As we continue to do this all the way through our presentation/sales
process, we can more easily visualize receiving the sale, which in turn will allow our
belief level to increase. (Brian Tracy makes some excellent points on CD Two about self-
talk.) When our prospect sees our belief and passion for what we are doing or selling, that
will raise their level of belief too and increase their enthusiasm toward our product.

Let's move forward with belief and positive expectancy this week/month!

To your future success!

Kyle

“Approach each customer with the idea of helping him or her solve a problem or achieve a
goal, not of selling a product or service.”
-– Brian Tracy

Copyright Jim Rohn International 2002-2004 490

Copyright Jim Rohn International 2002-2004 491
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Jim Rohn's Eighth Pillar of Success: Selling and Negotiation

Skills, Part One – Attitudes of Successful Salespeople
Hi, Jim Rohn here. Hello, Jim Rohn here. Sales… some refer to it as one of the oldest
professions and rightly so. Whether your chosen profession is in sales or not, selling
skills come into play throughout our daily lives. In fact, so much so that we often forget
that the selling and negotiation process is constantly being used. Because we all have
daily opportunities to apply these skills, it is important that we understand the different
dynamics that affect the selling process. For example, what attitude is going to help you
experience success in your selling/negotiating process, what is the best way to prospect,
how do you build relationships that lead to sales and finally, what is the best method for
getting referrals and negotiating throughout the selling process? This month, under the
topic of Selling, we will cover the following topics:

1. Attitudes of Successful Salespeople. The profession, setting your goals, attitudes of

successful salespeople and getting and staying motivated. This is the basic overview of
the profession of selling. Selling is a noble occupation, though some think otherwise. In
fact, we are all in sales every day. We are selling people all of the time. In addition, our
attitude, as well as getting and staying motivated are vitally important and will make or
break a salesperson. We cover all of this in this week’s edition.

2. Prospecting. Because sales and success is a numbers game; we cover how to look at
sales from this perspective in order to be successful. We will look at how to get in front
of a large number of people so we can close a higher percentage of sales calls. We also
show you the importance of “Knowing Your Stuff” - what you need to know about you,
your prospect and your product. Then, we will look briefly at the importance of
understanding how to sell to different personality types. All of this will be in next week’s
edition.

3. Building relationships that position you as an educator/consultant to your clients.

We will touch on listening skills and making the sale. Here we will also take a look at the
all-important issue of relationships. Relationships in selling, as in life, are the most
important factor. We don’t sell to companies, we sell to people! People always make the
decisions. We will take a look at how to be a great listener and we will also discuss how
to reposition yourself from being known as a salesperson to becoming seen as an
educator and a consultant who helps people make the best buying decisions. We will look
at this in two weeks.

4. Getting referrals/Negotiation skills. In week four we will take a look at how to get
referrals so your business is ever-expanding. That is the key to a successful sales business
-- the ever-expanding network of people to draw sales from. We will also cover the basics
of negotiation. This will have an emphasis on how to get both sides into a winning
position so they can be happy with the sale. We will give you specific skills to get into
win-win negotiations -- all of this in three weeks.
Copyright Jim Rohn International 2002-2004 492
In spite of all that you may hear, selling is a noble profession. It gets a bad rap, I know.
People see you coming and think to themselves, “I wonder what he’s selling?” And it
isn’t generally a good anticipation. But think about it, selling is an everyday occurrence.
We all do it! Don’t think that young child isn’t selling you when she asks to spend the
night at her friend’s house or go to a birthday party. Isn’t that teenage boy selling himself
to the young woman he wants to take to the prom? Of course! Isn’t a college student
selling when trying to upgrade his final score on his term paper? And aren't we all selling
when we try to get a raise from our boss? You bet we are. Doesn’t a husband have to sell
his wife sometimes when he wants to get that new boat? You bet. Selling happens all of
the time. We all do it. Even those people who “don’t like selling” are salespeople
themselves. They just don’t know it or they have put the concept of selling into a box
where it doesn’t belong.

Yes, when you sell you have entered into an arena that consists of the best… and the
worst. There is a reason that “sales” has a bad reputation. There have been countless men
and women through the years who have earned their reputation as snake-oil salesmen.
They represent the worst, and unfortunately have put you and I in a bad light.

But there is hope! We can show people what a truly great salesperson is all about. We can
help change the opinions of people about what it means to be in sales. We can help shift
people’s paradigm so they see that salespeople are really there to help them according to
their needs, not the salesperson’s needs.

We can help people understand that not everyone is out to get them. We can raise the
humanity of it all and show that some people are out to help, not out to get you. Yes,
sales is a profession you and I should be proud of. We should be able to look at ourselves
and those around us who are “in sales” and think respectfully of each other. If we do it
well, and show others how to do it well too, we can begin a fundamental shift in people’s
minds as it relates to selling and salespeople. And that’s a good thing.

Here are some thoughts for you to consider as we begin this month focusing on sales:

1. Setting your goals. A few brief words on goal-setting since it is at the core of a
successful sales career. Do you want to be successful? I imagine that you do. Then it is
imperative that you learn to set goals. As we covered goal-setting in great depth during
month two, here is a short refresher course:

A. Know what you want. Do you really know what you want? It is one thing to say, “I
want to be rich.” It is another altogether to say, “I want to have one million dollars in the
bank.” It is best to be specific--that is a goal. If you aren’t specific, it is a wish. If you
want to be successful in sales, you need to have, as well as define, a clear idea of what
that means to you.

B. Write it down. Once you know what you want, write your goals down. Be specific. Put
them on cards and keep them in front of you. Put them in your journal. Put them on your
mirror. Put them in your car. Write your goals down and read them constantly throughout
the day. Writing your goals down facilitates reading them and reading them will

Copyright Jim Rohn International 2002-2004 493

condition your mind for success. If you want to be successful in sales, write your goals
down and review them every day.

C. Regularly evaluate. You need to establish some regular interval at which you sit
down, look at your goals and evaluate them. Have you hit them? Are they too big or too
small? Do you need some changes? When you look at them, make these decisions and
then act. If you want to be successful in sales, you need to not only set goals but evaluate
your execution of them.

D. Celebrate. What good is achieving a goal if you can’t celebrate it? All of the great
goal-setters I have met and know are people who celebrate or build in a reward for hitting
their goals. This is one more incentive that will encourage you in your pursuit of the goal
– knowing you will get the reward for it! If you want to be successful in sales, you will
want to reward yourself when you reach your goals!

E. Stretch again. No getting lazy here. Have your celebration, but then stretch yourself
again. No time to sit around, you know. Instead, take a look and see where you want to
go from here. You have the whole world before you. You have proven to yourself that
you can set and achieve goals so why not do it again, only setting your sights higher than
before? If you want to be successful in sales you will always be looking for the next goal
to set and achieve, stretching yourself to go further than before.

2. Attitudes of successful salespeople. Your attitude in life and in sales determines to a

great degree where you will end up. If you think that life is a drag and nice guys finish
last, then your attitude will keep you at the bottom rung. But if your attitude is great and
you believe in what you are doing, your attitude will take you to the top of the ladder.

Here are the three most important attitudes I believe that

salespeople should have to make them successful.

1. My product or service is good for people. You have to

believe this. If you don’t then you may never be successful.
Make sure your attitude is one that says you are proud of
what you are selling. If you are proud of it, then that will
shine through to your customers. They will sense that you
believe in it, which will bring them closer to buying.

2. I can be successful. This may seem basic, but it is at the root of all success. Do you
believe that you can not only do well but be wildly successful in sales? If you are going
to the top, you will need to train your attitude to know that it is only a matter of time
before you get that “Salesperson of the Year” award.

3. The road is steep but the reward is great. Tell yourself, "No matter how tough it
gets, no matter how many obstacles I face, the reward I am aiming for is worth the effort.
I choose the goals, I choose the rewards, and I choose to persevere until I get them all!
Roadblocks won’t stop me, and I’ll do whatever it takes to achieve my reward!"

Copyright Jim Rohn International 2002-2004 494

 If you are in sales, you have chosen a noble profession, my friend. You are making a
great contribution to the world around you by the products and services you offer, but
also in the kind of person you are. I offer you my greatest encouragement! If you are not
“officially” in sales, you still will have daily/weekly opportunities to apply all the ideas
and insights this month has to offer.

Next, Chris is going to show you some ways to get motivated (even when you don’t feel
like it) and how to stay motivated. That is extremely important for a successful
salesperson!

Until next week, let's do something remarkable!

Jim Rohn

“Keep every promise made. To make the sale, some salespeople will promise everything. And
then they don't do what they promised. You'll never get a referral that way. Under-promise so
you can over-deliver. That's how you 'wow' them and keep them happy.” -– Tom Hopkins

Copyright Jim Rohn International 2002-2004 495

Hi there, Chris Widener here. Getting and staying motivated: One of the major keys to
ensure success as a salesperson, is to get and stay motivated. Even the best salespeople
hear the word “no” too often, and unless you know how to get and stay motivated, you
are in trouble. Sales requires long hours, a lot of discipline and the ability to keep on
going even when times are tough. So with that in mind, I want to share some thoughts
with you on the top six ways to stay motivated. And then, after that, I’ve included an
article I wrote called “Finding Motivation: What to Do When You Don’t Feel Like Doing
Anything.” If you ever struggle with motivation, this article shares some great principles
to get you back on track. Enjoy!

The Top Six Ways to Stay Motivated

1. Get Motivated Every Day.

Zig Ziglar was once confronted about being a “motivational speaker.” The guy said to
him, “You guys come and get people hyped up and then you leave and the motivation
goes away. It doesn’t last, and then you have to get motivated again.” Zig reminded the
gentleman that baths are the same way, but we think it is a good idea to take a bath every
day!

It is true that motivation doesn’t last. We have to renew it each and every day. That's
okay. It doesn’t make motivation a bad thing. We simply have to realize that if we want
to stay motivated over the long term, it is something we will have to apply ourselves to
each and every day.

2. Have a Vision for Your Life.

The root word of motivation is “motive.” The definition of motive is, “A reason to act.”
This is the cognitive or rational side of motivation. It is your vision. You have to have a
vision that is big enough to motivate you. If you are making $50,000 a year, it isn’t going
to motivate you to set your goal at $52,000 a year. You just won’t get motivated for that
because the reward isn’t enough. Maybe $70,000 a year would work for you. Set out a
vision and a strategy for getting there. Have a plan and work the plan.

3. Fuel Your Passion.

Much of motivation is emotional. I don’t know quite how it works but I do know that it
works. Emotion is a powerful force in getting us going. Passion is an emotion, so fuel
your passion. “Well, I like to work on logic,” you may say. Great, now work on your
passion. Set yourself on a course to have a consuming desire for your goal, whatever it is.
Do whatever you can to feel the emotion and use it to your advantage!

4. Work Hard Enough to Get Good Results.

You can build on your motivation by getting results. The harder you work, the more
results you will get and the more results you get, the more you will be motivated to get
more. These things all build on one another. If you want to lose weight, then lose the first
few pounds. When the belt moves to the next notch you will get fired up to get it to the
notch beyond that!

Copyright Jim Rohn International 2002-2004 496

5. Put Good Materials Into Your Mind.
I can’t say this enough – listen to tapes. I still listen to and buy
tapes regularly from other speakers so that I continue to learn and
grow. Their successes motivate me to attain my own successes!
Read good books. Read books that teach you new ideas and skills.
Read books that tell the stories of successful people. Buy them,
read them, and get motivated! Buy great music and listen to it. I
just participated in a spinning class at the health club today.
Whenever a good song was playing it actually motivated me to ride
faster! Music gets you going and motivates you!

6. Ride the Momentum When It Comes.

Sometimes you will just be clicking and sometimes you won’t. That is okay. It is the
cycle of life. When you aren’t clicking, plug away. When you are clicking, pour it on
because momentum will help you get larger gains in a shorter period of time with less
energy. That is the Momentum Equation! When you are feeling good about how your
work is going, ride the momentum and get as much out of it as you can!

These are the top six ways to stay motivated:

1. Get motivated every day.

2. Have a vision for your life.
3. Fuel your passion.
4. Work hard enough to get good results.
5. Put good materials into your mind.
6. Ride the momentum when it comes.

These are simple principles, that when you put them to work regularly, will change your
life by keeping you motivated all the time! Get going!

Bonus Article:
Finding Motivation: What To Do When You Don't Feel Like Doing Anything
by Chris Widener

“The measure of your success usually comes down to who wins the battle that rages
between the two of you. The ‘you’ who wants to stop, give up, or take it easy, and the
‘you’ who chooses to beat back that which would stand in the way of your success -
complacency.”

In all of my interactions with people, I've never found anyone, regardless of their level of
success, who doesn't sometimes find themselves simply not wanting to do the things that
they need and want to do. It is a part of human nature that there will be times that, in spite
of all that we need to do, and even desire to do, we will find ourselves not wanting to do
anything. And what separates those who will become successful from those who will
maintain the status-quo, is the ability at those very crucial moments when we are making
decisions about what we will do, to choose to find the inner motivation that will enable us
to conquer our complacency and move on in action.
Copyright Jim Rohn International 2002-2004 497
I find that I confront this issue in my life on a regular basis, so the following success
strategies are not merely "pie in the sky" techniques, but proven ways to get yourself to
go even when you don't feel like going.

Honestly evaluate whether or not you need a break.

This is the first thing that I usually do when I find that I don't want to do a specific action.
The fact is that oftentimes we will have been working very hard and the lethargy we are
feeling is really our body and emotions telling us that we simply need a break. And this is
where it takes real intellectual honesty, because when we don't need a break our mind is
still telling us we do! But sometimes we really do need a break. I'll give you a good
example. I don't particularly like to exercise, but I do almost every day. Sometimes I find
myself, before going to the club, thinking about how I just didn't feel like going. Most of
the time I am just being lazy. However, sometimes I realize that my body needs a break.
So from time to time I will take a one or two day break from working out. The benefits of
this are two-fold: one, my body gets a break to regenerate itself; and two, after a day or
two, I begin to miss my workout, and eagerly anticipate returning to the gym.

Other examples: Perhaps you are a salesman who has been phoning clients for an entire
week, day and night. You wake up one morning and just don’t feel like doing it any
more. Well, take a short break for the morning. Go to the coffee shop and read the paper.
Go to the driving range and hit some golf balls. Take a break and then get back to it!

Start small.
I'm at a point in my workout schedule now where a typical workout day for me consists
of 30 to 45 minutes of aerobic exercise, and about 30 minutes of weight lifting. So when I
find myself not wanting to get up and go to the gym, I will sometimes make a
commitment to go and just do a smaller workout. Instead of deciding not to go, I'll
commit to doing 15 to 20 minutes of aerobic exercise and 15 to 30 minutes of weight
lifting. This is also good for two reasons. One, I actually get some exercise that day. And
two, it keeps me from getting into a cycle of giving up when I don't feel like moving
toward action.

Other examples: Maybe you are a writer who simply doesn’t want to write today. Instead
of the long day of writing you had planned, decide that you will at least outline a couple
of new articles. You will at least get these done, and you may have found that you put
yourself into the writing mood after all.

Change your routine.

I have found that what keeps me in the best shape and burns the most calories for me is to
do 30 to 45 minutes on the treadmill every day. Now let me be very blunt. I find running
on the treadmill to be extremely boring. Usually I can get myself to do it, but sometimes I
need to vary my routine. So instead of 30 to 45 minutes on a treadmill, I will break down
my aerobic exercise routine into a number of different areas. I will do 10 to 15 minutes
on the treadmill, 10 to 15 minutes on the reclining cycle, 5 to 10 minutes on the rowing
machine, 5 to 10 minutes on the stair stepper, and then back to the treadmill for 5 to 10
minutes. I still get my exercise, but because of the variation I'm a lot less bored.

Copyright Jim Rohn International 2002-2004 498

Other examples: Maybe you are in construction and you have been working on the
plumbing for a week, and it is getting monotonous. Don’t do the plumbing today, instead
go frame-in the office!

Reward yourself.
One way that I motivate myself to do something when I don't feel like doing it, is to tell
myself that if I get through the work that I need to, I will give myself a little reward. For
instance, I may tell myself if I get up and go to the club I can take 5 to 10 minutes off my
treadmill exercise, which will shorten my workout routine, and I'll allow myself to sit in
the hot tub for a few extra minutes. Hey, it works!

Other examples: If you are a mortgage broker, tell yourself that after the next three
mortgages you close you will take your kids to the fair, or your spouse to the movies.
Maybe you’ll give yourself a night on the town with old friends.

Reconnect the action with pleasure rather than pain.

Psychologists have long told us that we humans tend to connect every action with either
pleasure or pain. Tony Robbins has popularized this even further in the last few years and
calls it Neural Associations. When we find ourselves lacking motivation, we are probably
associating the action we are thinking about with pain, rather than pleasure. For instance,
when I'm considering not going to the health club on any given day, I am usually
associating the workout with having no time, the pain of exercising and weight-lifting or
the boringness of running on a treadmill for an extended period of time. What I can do to
re-associate is to remind myself that by going and doing my exercise, I will feel better
about myself, I will lose weight, and I will live longer. This brings me pleasure. When we
begin to run those kinds of tapes through our minds, we find our internal motivating force
unleashed and changing our attitude about the action that we are considering.

Other examples: Maybe you are a counselor who really doesn’t want to spend the day
listening to people. Your association may be that it will be boring, or that you will be
inside while it is sunny outside. Instead, re-associate yourself to the truth of the matter:
Someone will be better off because of your care and concern. Think of your clients and
the progress they have been making recently and how you have been a part of that.

Have a great week!

Chris

Review of Brian Tracy – CD Two

Incredible information here – be sure to listen to the CD a couple of times and go through
the workbook so you can get the info into your head and then transfer it into your actions!

• You are what you think

• You see what you believe

Copyright Jim Rohn International 2002-2004 499

 • Self-concept, ideal, image and esteem

• Self-talk

• Striving for excellence

• Becoming unstoppable

“People often say that motivation doesn't last. Well, neither does bathing that's why we
recommend it daily.” -- Zig Ziglar

Copyright Jim Rohn International 2002-2004 500

 Questions for Reflection:

Q. We studied goals in month two. How are you coming on those?

Do you have a goal program in place? Are you writing them down
and following through?

Q. How are you with your attitude? Are you a positive and optimistic person? How so?
Of Jim’s three attitudes, which do you feel you've mastered and which do you need to
work on?

Q. How is your motivation? Do you find it easy or hard to stay motivated? What is the
best thing you have found to keep yourself motivated?

Copyright Jim Rohn International 2002-2004 501

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1. Take some time this week to review your goals. Evaluate the ones you currently have
and establish some new ones. Stretch yourself. Come up with at least three new goals,
especially if it has been a while since you last looked at them. Write comments here.

2. Work on your ability to create the “why.” Figure out the compelling reasons why
people should buy from you. It may have to do with your product or service or you as
a person – probably both! Come up with at least five reasons and commit them to
memory.

A.
B.
C.
D.
E.

3. Do a serious attitude check. Maybe even ask a friend, family member or co-worker
for honest feedback on your attitude. Take a long look at the three attitudes that Jim
mentioned and see if you have them. If not, create action steps that would
demonstrate those attitudes. Doing them will create them!

4. Take at least three steps this week to get or stay motivated. Go through Chris’ articles
on motivation and apply at least three of the principles! Write them here.

A.
B.
C.

Copyright Jim Rohn International 2002-2004 502

 A
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This week we will be listening to CD 3 of Brian Tracy’s Success
Mastery Academy.

• Law of Cause and Effect

• The Freedom of Money

• Developing a Positive Attitude

• Creativity and Character

• Luck and the Law of Attraction

And More!

See you next week,

Chris Widener

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