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Lacking some self-motivation? Well, my guest today is just the man that you need. Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. He’s going to share with us some strategies and principles from his recently released book, The Self-Motivation Handbook which he has developed and used over the years as evidenced by the success that he has made not just in his career but also in his personal life. (Talk about a 70-year old man with a 30-inch waist who continues to hustle.)

Jim is a prolific author having written 18 books where 3 of them have become international bestsellers. He has is a professional speaker and has delivered over 3,000 speeches around the world. Jim first came on the show to talk about Relationship Selling for which he wrote a book on. And just recently, he released another awesome book,.

Jim designed co-designed the Sales IQ Plus, an online assessment that leads you through the 8 divisions of a sales cycle.

Here are the highlights of my conversation with Jim:

Jim’s coolest sales experience when he was the customer: Understand customer needs

Two parts of selling:

1. Product/service
2. Sales itself

The 8 Divisions of  Sales Cycle:

1. Preparation
2. Targeting the right people
3. Connecting with the people
4. Getting trust
5. Assessing needs and wants
6. Soften their problem
7. Getting their commitment to buy
8. Managing yourself in managing sales

These are the core elements of relationship selling and when you get better with it, you become better at ANYTHING you sell.

Jim’s motivation behind The Self-Motivation Handbook:

Motivation comes from the words, motive and action

• A motive without action is just a dreamer of fantasy.
• Action without a motive is just a random behavior.
• Motive + Action = Achievement

Motivation is getting yourself to do what needs to be done or what you want to do whether you feel like it or not.

Get yourself to agree to the first action.

Make that commitment. Get yourself to show up.

A few key points taken from the book:

Vital Traits of Self-Made Millionaires:

1. None of them succeeded by accident.
2. All of them were eager to change themselves necessary to be more successful – habits, people they hang out with, thought patterns, etc.
3. None of them did it alone.
4. All of them were eager to share what they learned.

Wealth versus Value

The amount of stuff accumulated often reflects the value you place on ownership of things.

Jim’s Major Takeaway:

Go to the homepage of www.cathcart.com. Scroll down to the bottom of the page and check out this sketch video that executes the concept of motivation.

Episode Resources:

Check out my previous interview with Jim on TSE 003: Relationship Selling with Jim Cathcart

https://thesalesevangelist.com//relationship-selling-with-jim-cathcart/

Sign up for Jim’s 6-week online health challenge.

Catch Jim’s daily radio show along with Coach Ron Tunick called The Land of Opportunity!

Jim’s music website: www.guitarmusiclive.com

Sales IQ Plus

Jim Cathcart books:

• The Self-Motivation Handbook

• Relationship Selling

• The Eight Competencies of Relationship Selling

• Getting Things Done

Check out this featured article about TSE on KiteDesk.com

David and Goliath by Malcolm Gladwell

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