The main theme of all successful sales training evolves from positive reinforcements. All statements are positive reinforcements of what your product or service can do for your client. In many cases the difference between winning and losing is a matter of perspective. It is ironic, and insulting, to have a reporter ask an Olympic athlete who had just had the best performance of their life if they are disappointed by winning a bronze rather than than a gold medal. A true winner will tell you the reasons for having the best performance of their life, a loser will tell you their excuses for not winning the gold medal.
Winners make things happen.
Winning is not the magnitude of the outcome, it is the perspective of the outcome. When evaluating your success in business, be realistic, be specific. Winners have reasons, losers have excuses. This article is based on a work shop and Newsletter copyright 1991, by Tom Peracchio. The text gets freshened up from time to time, but the concept remains the same.