In Sales Training

Sales Motivation, Donald Kelly, Shiv Khera

Today’s guest is Shiv Khera, a motivational speaker who has inspired and worked with some of the biggest brands like HP, Citigroup, HSBC, Cannon, Nestle, Philips, Mecedes-Benz, and the list goes on.

Shiv is the Founder of Qualified Learning Systems USA. He is also the author of the book, You Can Win: A Step-by-Step Tool for Top Achievers. In sales, you have to have the ability to continue especially during those tough times.

Here are the highlights of my conversation with Shiv:

How Winners Don’t Do Different Things, They Do Things Differently

Winners form the habit of doing things losers don’t like.

  • Achievers also have those things they don’t like to do but they do them anyway. They bring all positive behavior into reflex action.
  • Then the positive behavior becomes habitual. Every time they do it, they just do it right. If it happens that way, the reflexes will go right.
  • The same thing happens with people who keep doing it wrong.

Practice Makes Perfect?

  • Not true. Practice only makes permanent whatever you practice. Only perfect practice makes perfect.
  • 90% of our behavior is habitual.
  • If we have positive habits, we have a positive character. If we have negative habits, we have a negative character.
  • Bad habits come easy. And before we get the habit, the habits got us. That’s what the whole thing is all about.

Winners always put in the extra effort even when it hurts.

  • The greatest master in the world went though greatest disasters when they started but eventually by persistence and constant practice in the right manner, they hit it.
  • According to Muhammad Ali, to succeed life, we need the skill and the will. But between the two, will is more important than the skill.

How to Develop that Will to Win:

1.Don’t take rejection personally.

Selling is a rejection business. You have to take ten no’s before you get a yes. When you’re rejected, you’re not being rejected personally. Maybe the product or the product has been rejected, but not you.

2.Persistence is key.

Most sales take place in the fifth closing attempt. But 80% of people quit before the fifth closing attempt. There is no wonder why only 20% of them make 80% of sales.

3. Input determines output.

Where we will be five years from now will depend on two things: the books we read and the company we keep

Read two or three books every month. Decide what you input into your head and output will be determined right there.

4. Understand the two kinds of people – Success Seekers and Failure Avoiders

Success seekers are motivated, enthusiastic, inspired, and passionate. They don’t quit after the first failure. They’re persistent. Their desire to succeed is greater than their fear to lose.

When you play to win, you play out of inspiration. When you play not to lose, you play out of desperation.

Failure avoiders sit on the sidelines. They tried but they were not committed.

5. Create a good environment.

Be willing to do it yourself. Invest in yourself. Learn as much as you can.

Shiv’s Major Takeaway:

People keep talking of one thing that there is too much competition. Very little fraction of people are willing to do more than what they get paid for. Are you willing to be one of them? Always give more than what you get. Live by this and you become your competition.

Episode Resources:

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Connect with Shiv on www.shivkhera.com to learn more about him. Or shoot him an email at shivkhera@shivkhera.com.

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