Review of 5 Cool Ideas book
By PAULA PARISOT
3/1/2006

Succeeding in sales takes a certain amount of resiliency, enthusiasm and conviction. A successful salesperson will learn to accept rejection as a temporary setback rather than develop call reluctance; maintain a constant level of enthusiasm despite outside distraction; and remain determined to meet personal and professional goals.

Michael Angelo Caruso, corporate and personal motivational coach, offers ideas in his book 5 Cool Ideas For Better Working, Living & Feeling to overcome common obstacles people face that keep them from realizing success.

Regarding stronger sales, it's important to remember not to take rejection personally, the prospect is rejecting the idea, not "you."

Caruso says, "It's never "no," it's "no for now." He says to view the "non-purchase" as an opportunity to uncover the objection and challenge its validity, but to be prepared for any objection that arises.

"In my sales training seminars, I teach sellers to have an answer to every conceivable objection," Caruso writes. "By thinking five moves ahead, sellers can use objections to move the prospect closer toward an affirmative decision."

Maintaining enthusiasm during the sales process can come easily to those who have happiness in their lives. Caruso suggests to be happy one needs to say "so long to negative people." Spend time with people who are happy, and manage stress by putting a time limit on it.

"Impose deadlines on stress," Caruso writes. "Be proactive about stress by refusing to let it linger." For example, he says, if "someone yells at you, convince yourself that your anger need only be present until the person's words dissipate."

Other ways to maintain happiness include helping others by volunteering, taking responsibility for "your" happiness and self-acceptance.

"The key to accepting yourself is to be comfortable in any given situation without being held hostage by the need for self-improvement," Caruso says.

Keys to remaining focused on one's goals are to stay organized, and set a "power hour" that allows time for personal management. "The first hour of the day sets the tone for the rest of the day," Caruso says. "This is your time to program yourself for success and get motivated for all you need to do."

Caruso suggests using this time to exercise the mind and body, eat sensibly and avoid negative news reports.

Article © MortgageDaily.com All Rights Reserved