Get Your Customers to Sell For You
By Brian Tracy
84 percent of sales in America take place as the result of
word-of-mouth advertising. Some of the most important sales
promotion sales activities are those that take place between
customers and prospects, between friends and colleagues, in the form
of advice and recommendations on what to buy, or not buy, and who to
only way that you can be among the top ten percent of salespeople in
your industry is by having your existing customers selling for you
on every occasion. Because of the importance of mega-credibility in
selling, your customers must be happy to open doors to new customers
for you wherever they go. All top salespeople eventually reach the
point where they seldom have to prospect because their customers do
much of their selling for them. When you live your life consistent
with your personal and business mission statements, both fitting
together like pieces of a jigsaw puzzle, your sales career will
soar, as will your sales results and your income.
important point with regard to vision, values and mission
statements: be gentle with yourself. It has taken you your whole
life to become the person you are today. If you are like everyone
else, you are not perfect. You have lots of room to grow and
improve. There are many changes that you can make in your character
and personality in the course of becoming the excellent human being
that you aspire to. But change in your personality will not come
easily, and it won't come overnight. You must be patient.
reason that people grow and become better and better over the course
of time, is because they persist gently in the direction of their
goals and dreams. They don't expect overnight transformations.
When they don't see results immediately, they don't get
discouraged. They just keep on keeping on. And you must do the
you have a clear idea of the person you want to be and the kind of
life and career you want to create, just take the first step. Read
your mission statements every day as you go about your activities,
think of the different ways that you could practice the virtues and
qualities that you are in the process of incorporating into your own
personality. Remember, it is only your actions with regard to other
people that really demonstrate the kind of person you have become.
And if you persist long enough, you will eventually shape yourself
into the exact person that you have imagined.
here are two things you can do immediately to put these ideas into
treat every customer as if he is going to be a great source of
word-of-mouth advertising for you. Remember that every person knows
about 300 other people.
Second, resolve to become better and better in your dealings with
others but be gentle with yourself. Behave every day in every way
the best you can be and you will be sure to get results.
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