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$250,000 SALE SUCCESS SCHEDULE
$250,000 Prosperity Schedule
“Go to Work to Prosper, Not to Work.”
6 am Wake up (rule is two hours before you need to be somewhere)
Write long-term goals
Exercise and listen/watch motivational training (control your input)
7 am Dress for success
Make driving time learning time (should be sales-training content)
Eat out: Be seen among prospective clients
7:45 am Arrive early to office
Create battle plan for short-term targets
Daily sales meeting (short, positive, twenty minutes max)
Create hot list of who you can get in front of today
Save-a-deal meeting: Past deals list with save plan
Massive outbound action using battle plan
Follow up 100 percent of yesterday’s opportunities (no exceptions)
Call five clients regarding service updates
Call last week mailers/e-mails out
Fax blast all of last week’s opportunities
Noon Call client list for lunch
Either lunch out with client or be seen out where they are
1–5 pm Massive outflow
Send mailers to five sold customers
Send mailers to all traffic ten days old
Send out five mailers to friends
Send out five mailers to business contacts
Send out five birthday cards
Personal visits to clients at office before day over
5–8 pm Handle appointments and walk-in traffic
Continue to work the phone til day end
8–10 pm Update tomorrow’s battle plan
Go home/be 100 percent with loved ones
Avoid TV
Make a list of great contacts to make the rest of the week
Write your long-terms goals again
Try to sleep

THE PROFESSIONAL SALESPERSON’S DAILY COMMITMENTS
I commit to working my plan every day!
I commit to a “can do” attitude with every customer!
I commit to doing whatever it takes!
I commit to exceeding the expectations of my customers!
I commit to staying focused on what I want!
I commit to taking every opportunity all the way!
I commit to following up on every opportunity!
I commit to being highly ethical in every area of my life!
I commit to making changes where necessary!
I commit to educating myself every day!
I commit to training every day!
I commit to doing the right thing!
I commit to being the most positive person I know!
I commit to quit making excuses and just make it happen!
I commit to making my dreams come true by my actions!



THE TEN COMMANDMENTS OF SALES
Commandment #1: Be Proud and Be Positive
Dress like you are proud, act like you are proud, and be the most positive person your customer will
ever meet.
Commandment #2: Dress for Sales Success
Commandment #3: See the Sale
Customers don’t make sales, the salesperson does. If you leave it up to the customer, nothing will
happen. If you can’t see it happening it never will. You must see the sale before it actually takes place.
You have to know that you can get the sale done and see the customer owning your product and going
to the register or into ownership with you. If you don’t see it, it will not happen.
Commandment #4: Be Sold on Your Offer
This is the most important of all sales. If you can’t make this sale, you won’t make many of the ones
that pay you! I know salespeople who sell products they don’t even own. How can you do this and
expect to sell your products? Each week I write a list of the reasons people should own my products
and why they are worth the investment.
Commandment #5: Know Your Value Proposition
Your value proposition most often has nothing to do with your product. What do you bring to the
table that sets your proposal apart from all others? Find out what is of value to them—what would
you have to see that would cause you to take action?
Commandment #6: Always Agree with Your Client
When you hear something you object to or disagree with, handle it with agreement, not
disagreement. Even if the customer is wrong about something, there is no value by telling him so.
Always, always, always agree with your client: “You are right,” “I agree,” “I am with you!” It is often
better to just acknowledge your client than to try to handle the client. Sometimes, “I agree with you” is
enough.
Commandment #7: Super Freak Demonstration
Make sure you demonstrate double the value in your demonstration of a product. No one spends
$200,000 on something that is worth $200,000. They only spend $200,000 when they believe they are
getting something of value in excess of what they are spending. Super freak your presentation so that
people can’t live without your offer.
Commandment #8: Be Time Efficient
The buyer of the twenty-first century is in a hurry. My goal is to do as much selling as I can in the
shortest period of time possible. Shortcutting will only cost you more time. Spending more time with
your client will NOT ensure a sale, but in fact will negatively affect your closing ratio and gross
profits. Spending quality time and knowing what your buyer values will save all parties time.
Commandment #9: Assume the Close
“Follow me and I will show you how easy it is to own your new _______.” “If there aren’t any other
reasons for taking the next logical step, follow me.” Make it difficult to say no by not asking a
question and just moving forward. “Follow me” and “sign here” are two of the most powerful
phrases to a salesperson.
Commandment #10: Always Persist in the Close
Until a transaction is closed, you have provided no value to your client. Most salespeople never
attempt to close one time, much less persist enough times to get the sale. “Sign here” are the words of
a closer; being able to handle all the stalls and objections that surface is what determines whether you
will be successful or not!

QUICK TIPS TO CONQUER THE BIGGEST CHALLENGES IN SELLING
Salespeople were surveyed to discover what their biggest challenges were in selling. Their top
answers have been compiled in this chapter. Whether one of these is an issue for you or not, or ever
becomes one, you might be interested in what others suggest their challenges are and my brief
thoughts on each one.