l0 sans 0uestions Fon Truth

(Continued from page 46) you're willing to read as much as I do. I read hundreds of magazines and newspapers monthly. Why? I'm looking for things that are interesting, beneficial and fun. n o O. When you grow up. will you become the person your dog thinks you are? Do you regularly help clients and non-clients because you understand that God wants you to be a servant? So, cherfully report to duty.

0. Wtry do many salespeople resist new ideas? Because they don't want to improve? Or make more sales? Or make more money?

Mark Twain said, "Let us be thankful for the fools. But for them the rest of us could not succeed." Even very successful business people must act on new ideas or they will lose the "very."

-,I. Do you receive more gifts from clients than you give? It is extremely rare for this to occur, but it does happen to a very rare breed of salespeople. Clients value them as the best of the best with helpful ideas, relationships and much more. It's simple and it's hard to gain this level of respect. Earn it.

It

U. Are you normal? Normal often means lack of creativity and imagination. Many salespeople are boring. They drone on and on. These same people describe super producers as "eccentric." They say such things due to the great disparity between those rvho are always boring and those rvho have grown several layers above them.

Yes. most high achievers are flarved, but usually in a good way. Remember that most of the great things in this world were accomplished by eccentrics and not by those who were always cautious and safe realizing few victories and defeats. Insanity do€sn't mn in my family. It gallops.

10. or" you still a great student of the profession? Ninety percent of safes books are purchased by lOVc of the sales professionals. That means:

(a) Ninety percent of the salespeo- ple have gone stale. Would you want a doctor operating on your brain with technology learned l0 years ago? Likervise. clients (and your employer) don't rvant you to sell like you did l0 years ago.

(b) Ninety percent spend more money on the outside of their head than they invest on the inside. Skip trvo haircuts in a year and you can buy trvo books. IQ beats GQ almost every time. Malcolm Forbes quipped. "The dumbest people I know are those rvho knorv it all."

Seek the truth for all l0 suggestions above and act this week. There are a lot of people counting on you.

- Bill Blades, C.M.C., C.P.S. is a professional speaker, consultant and author on sales and leadership. Call (480) 5635 355 or lisil rtrlrr'.n'i//iamblades.com.