A study of more than 350,000 salespeople examined what those who earned the highest incomes spent most of their time thinking about. The answer? They thought about what they wanted and how they were going to get it. The highest-earning salespeople think and talk all day long about their goals and how to sell more. The more you think about your goals, the more positive and enthusiastic you become—a fact that leads the best of the best to sell 10 or 20 times as much as the average salesperson (who spends most of his time thinking about his or her problems).

The best of the best are ambitious. This is so important that if you could just develop high levels of ambition, you could stop reading right here. The most successful and ambitious people see themselves as capable of being the best of the best. They know that the top 20 percent of salespeople make 80 percent of the sales, and they are determined to be among that top group.

Perhaps the most important first step you can take in the field of selling is to make a commitment to excellence, to make a commitment to be the best in your field. Resolve today that you are going to join the top 10 percent and be among those who earn the most.

Once you have decided to be the best in your field, keep putting one foot in front of the other. Resolve to develop one new skill or ability each day, each week, each month. There is nothing in the world that can stop you from becoming one of the best and highest-paid people in sales if you continue to move forward.

Here is the turning point in your life. Make a decision to be the most successful salesperson you know. Repeat to yourself over and over again the wonderful words, “I’m the best. I’m the best. I’m the best,” until those words come true in your life. And they surely will if you don’t give up.

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Brian Tracy is the CEO of Brian Tracy International, which specializes in business training, and the author of the best-selling Psychology of Achievement. For more information, go to www.briantracy.com.