By Wayne Berry, CSP (TOP GUN®)

Achieving extra-ordinary results in sales, indeed in any area of one's life
is really not all that difficult.

That's the conclusion I've reached after observing thousands of high achievers across more than 300 industries, and in more than 10 countries, over the last 30 years.

In my opinion, achieving above average results really comes down to one very simple success principle. So simple in fact, that you may be tempted to dismiss it. However don't be too hasty. Consider the wisdom of the following statement.

TO ACHIEVE ABOVE AVERAGE RESULTS IN LIFE, simply look at what the average person does..... and DON'T DO THAT!

Here are a few examples of what I mean.

1. Goals

The average person doesn't bother to set goals, write them down and work
towards their achievement. Why? I don't know. Maybe they have never heard of the power of goal setting. Or if they have, they've never actually bothered to get around to setting any. Instead they wander through life without goals or a plan of their own, and in life if we don't have goals and plans of our own, we'll very quickly become a part of someone else's plan who does have a goal.

I come very humble beginnings. I had loving parents who taught me sound values. However I watched my parents struggle all throughout their lives to make ends meet financially. I decided that I wanted more. So in my teens I made a decision about the standard of living that I wanted to achieve in my life. I decided where I wanted to live, what I wanted to drive, whom I wanted to work for (myself) and what I wanted to be able to provide my family with. From age 17 I literally never looked back, and I can assure you that I am not an exceptional human being. Indeed I'm pretty ordinary, except for the fact that I set some important goals early in my life. Yet I look at what others from my high school days have done with their lives and the greater majority have done absolutely nothing. (and I don't mean just financially. That's only a very small measure of success).

So if the average person doesn't set goals. Do the opposite.

Set some goals and create some plans for their achievement. You'll be amazed with the immediate affect it will have on your daily activities. If something comes up that doesn't move you towards the achievement of your goal, you'll reject it and only choose those activities which do move you towards your goal. It really is as simple as that. Clarity leads to power!

2. Work Ethic

The average person believes that hard work is to be avoided at all costs. Somewhere they've probably heard that it's better to work smarter rather than harder, so they've decided to avoid hard work. The problem is they haven't yet begun to working smarter either.

So if the average person avoids hard work. Do the opposite.

Work hard! Hard work will make up for lack of talent, lack of experience, and lack of skills. I proved that when I first got into sales. Very quickly I moved into the top 10% of sales achievers in my company. It wasn't because I was skilled and talented. It was because I simply took massive action. I made 3 to 4 times the number of calls every week as the average sales person. I worked hard. I worked more hours than anyone. The funny thing is the harder you work, the more quickly you gain experience and develop the talents and skills that eventually make the work easier. Very quickly you'll find yourself working hard and smart and the results will be extra-ordinary. By the way, I'm not suggesting you become a "work-a-holic" and neglect all of the other important areas of your life. Of course you've got to balance your life too.

3. Time Management

The average person manages their time very poorly. They fail to plan and as I mentioned before, very often become caught up in other people's plans. As a consequence, they achieve very little for themselves.

So if the average person is poor at time management. Do the opposite.

Become an expert at time management. Go to your local library and borrow some books on time management. Read them and do what they suggest you do. Don't be concerned either if the book is 20 years old. The principles if time management are the same today as they were 100 years ago. Learn the basic principles first (use a "Daily To Do List", use a diary etc.) and act on them, and then look for some of the more advanced ways of improving your productivity. (eg. computers, electronic organisers, eMail, mobile phone, pager etc.)

Consider these three areas over the next week and ask yourself the
question.

Am I doing what the average person does in these three areas of my life?

Or am I doing the opposite?

Decide to become an above average person in these areas if you are not already.

In the next volume of Sales Manager Magazine, I'll have a few more ideas for you about areas that make all of the difference in our lives. See you then. In the mean time...

Have a great week. Make it a great week!

Wayne Berry

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Wayne Berry is Australia's TOP GUN® Sales Coach and most in-demand speaker on Sales, Sales Management and Negotiating. Author of the best selling book “How To Negotiate And Get The Best Deal Every Time” (Also available on CD). Wayne Berry also presents seminars and workshops and speaks at conferences on negotiating.

For further information go to his site or email Wayne Berry on the address below:

Web Site: www.wayneberry.com.au
email: wayneberry@topgunba.com.au

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