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Life Health > Running Your Business

What the Most Successful Salespeople Know

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The most successful salespeople commit. The best-of-the-best salespeople believe in their companies. They believe in their products and services. They believe in their customers. But most of all, the most successful salespeople believe in themselves and in their ability to succeed. There is a direct relationship between the level of belief you have in yourself and your product or service and your ability to convince other people that it is good for them.

The profession of sales has often been called “the transfer of enthusiasm.” The more enthusiastic and convinced you are about what you are selling, the more contagious is this enthusiasm and the more your customer picks it up and is eager to act on it.

What we also know is that the more you love your work, the more committed you are to your company and your products and services, the more you will naturally and honestly care about your customer and care about helping him or her make a good buying decision. And since you become what you think about most of the time, keep repeating the words, “I love my work! I love my work! I love my work!”

All of the most successful salespeople truly like themselves and truly love their work. And their customers can feel it. As a result, customers want to buy from them and continue buying from them and recommend them to their friends so their friends will buy from them, too. If you honestly feel enthusiasm for your job, that enthusiasm will ripple out into the world and echo back to you in the form of success.

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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


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