When you learn to take charge of the development of a new and positive self-concept of selling,you can then control your sales destiny for the rest of your career.

　　7.

　　The first part of the self-colf-concept is the“self-ideal”. Your self"-ideal largely determines the direction inWhich you are going in your life.

　　8.

　　.You self-ideal is a combination of all of the qualities and attributes of other people that you most admire. Your self-ideal is a description of the person you sould like to be.

　　Wtrive toward Excellence

　　Throughout your life, you have seen and read about the qualities of courage, confidence, compassion, love,fortitude, perseverance, patience, forgiveness and integrity.

　　9.

　　. You might not always live up to the very best that you know, but you are constantly striving to be a better person in light of those qualities that you value so highly. In fact, everything that you do on a day –to –day basis is affected by comparing your activities sith these ideal qualities and striving to behave consistently with them.

　　Clarity Is Essential

　　Succexxful salespeople have very clear ideals for themselves and their careers. Unsuccessful salespeople have fuzzy ideals. Successful salespeople are very clear about being excellent in every part of their work and their personal life.

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