The Story Behind This Book
In an award-winning chocolate chip cookie, all the ingredients must be right for it to be complete and stand out from the rest. The combination of these exact ingredients, used in just the right proportions, is what makes it special. Ingredients can be changed, altered, increased, decreased, missing, defective, misused, high quality, low quality, solid, liquid, powder, mental, psychological and even cosmic.
Ingredients are used in almost everything we touch every day. Without the proper ingredients, things don’t work the way we intended or want them to. Take out one ingredient in cement (water) and it simply does not work. Add too much water to cement and it also does not work. It is important to have the right proportion of any one ingredient so that it will work well with other ingredients and produce the desired results. Ingredients can also be bad. High fructose corn syrup is in most foods we eat today and has been linked to weight gain and obesity which lead to more serious health problems.
Many sales professionals I have interviewed admit that they have bad or missing ingredients that could be hindering their sales success. The ingredients for sales success that I outline in this book can also be good or bad or even missing altogether, it depends on how they have been studied and applied to your psyche.
Like everything we see, touch, feel and live, ingredients are present in one form or another. Being a person and a sales professional is no different; we are made up and succeed by applying multiple ingredients, which ultimately lead to our psyche. These ingredients come from multiple influences in life, everything from our personality, friends, family and education, to books, seminars and fellow coworkers. The idea that you can read one book and become a super salesman is not realistic. To be well rounded as a sales professional, you have to have multiple ingredients from multiple influences that are joined into a master recipe, which is you.
"Success is the sum of small efforts, repeated day in and day out."
- Robert Collier