Your Mission In Commission Workbook.pdf

MMMMMission

In

CCCCCommission

Name

Date

Sell Yourself Rich

© Proctor Gallagher Institute, LLC

All rights reserved.The use of any part of this publication reproduced, transmitted in any form or by any means,

electronic, mechanical, photocopying, recording, or otherwise, or stored in a retrieval system,without the prior consent of the publisher is an infringement of copyright law.

You Can Sell Yourself Rich

Welcome to Mission In Commission. This program has been designed forsalespeople who have a sincere desire to improve their commissions.

“The good life is expensive.There is another way to live that doesn’t cost as much,

but it isn’t any good.”Spanish Distiller

Commissioned Selling Offers You The Good Life

You should earn the amount of money you need,to provide the things you want, to live the way you choose.

Money is a servant! Always remember to love people and use money. Do notbe tempted to reverse this equation regardless of the circumstances. Selling is,without question, the highest paying profession in the world. Unfortunately, for some,it is also the lowest.

CCCCChoose Sides

The line that separates the salespeople who earn the big commissions from thosewho are not making it happen is often as fine as a razor’s edge.

Get on the right side of that fine line and stay there.

The successful execution of the various exercises in this program will definitelyimprove your income.

You Can Sell Yourself Rich$3

FFFFForm The Habit Of Doing Things Form The Habit Of Doing Things Form The Habit Of Doing Things Form The Habit Of Doing Things Form The Habit Of Doing Things Failurailurailurailurailures Don’t Likes Don’t Likes Don’t Likes Don’t Likes Don’t Like Te Te Te Te To Doo Doo Doo Doo Do

SSSSSelling Is Something Yelling Is Something Yelling Is Something Yelling Is Something Yelling Is Something You Do Fou Do Fou Do Fou Do Fou Do For A Por A Por A Por A Por A Person, Not Terson, Not Terson, Not Terson, Not Terson, Not To A Po A Po A Po A Po A Personersonersonersonerson

FFFFFind Out What A Pind Out What A Pind Out What A Pind Out What A Pind Out What A Person Werson Werson Werson Werson Wants, Then Show Them How Tants, Then Show Them How Tants, Then Show Them How Tants, Then Show Them How Tants, Then Show Them How To Get Ito Get Ito Get Ito Get Ito Get It

Notes for Reference Prospect List

Clients To Follow Up To Do List

Ideas I Can Use To Improve My Performance

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Decide on the exact amount of commission you choose to earn.

FEEL worthy of receiving the good that you desire.

REPEAT a prosperity affirmation daily. Make prosperity a habit.

INVEST time every day studying the Law of Compensation.

DECIDE what you are prepared to give, in return for the amount ofcommission you have chosen to earn.

THINK, FEEL and ACT like the person who is already providingthe service and earning the commission you have chosen to earn.

that are Essential in theEarning of Large Commissions

SSSSSix Basic Concepts

Low income earners have a habit of backing into the future, dragging their oldconditioned behavior with them. When they are confronted with new information,they ask themselves, “Does it fit?” If it doesn’t, it’s wrong.

You have chosen to change your commission. Improve it! Therefore, it isabsolutely essential that you change your mental conditioning. Since change causesdiscomfort, there is no point in making small incremental changes. Make a decisionto take one quantum leap with your commission. That is precisely what this MissionIn Commission program has been designed to help you do.

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UUUUUnderstanding Precedes Change

To bring order and understanding to your mind, you must have an image to workwith. Since your mind is the unseen part of your personality, you must engage yourimagination to build this image. This can be accomplished with ...

The Stickperson

The stickperson concept is used in all Bob Proctor Seminars to graphicallyillustrate the three basic parts of the human personality.

The stickperson, like all other ideas presented in the seminars, is extremelysimple. Do not allow the apparent simplicity to deceive you, for the stickperson canreveal to you a wonderful world of power, possibility and promise.

This seminar is built upon the premise that you have a power within you that isfar superior to any condition or circumstance around you. With FREE WILL, yourthoughts can direct this power to whatever results you choose in this lifetime.

Although the difference in what you earned over the past twelve months andwhat you choose to earn over the next twelve months may be great, the change youwill have to make in your personality could be small.

Part 1

Part 2

Part 3

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(This model of the mind and bodywas or iginated by the late Dr.Thurman Fleet of San Antonio,Texas, in 1934 [circa]. Dr. Fleetwas the founder o f ConceptTherapy.)

Conscious MindThis is the part of you that thinks,

reasons—your free will lies here. This is thepart of your mind that will decide how muchmoney you want to earn. The consciousmind can accept or reject any idea. Noperson or circumstance can cause you tothink about thoughts or ideas you do notchoose. The “ thoughts” you chooseeventually determine the results in your life.All pain, pleasure, or limitation is eitheror ig inated in the consc ious mind, oraccepted uncritically from an outside source.

As you accept a thought, it is impressedupon the second part of your personality (seepart 2).

“You become what you think about.”

Sub-Conscious MindThis part of you is certainly the most

magnificent; it is the power center. Itfunctions in every cell of your body.Every thought your conscious mindchooses to accept, this part must accept... it has no ability to reject.

This par t of you operates in anorderly manner. “By Law,” it expressesitself through you, in feelings and actions.Any thought you consc ious ly orunconsciously impress upon the sub-conscious over and over, becomes fixedin this part of your personality. Fixedideas wi l l then cont inue to expressthemselves wi thout any consc iousassistance, unt i l they are replaced.(Fixed ideas are commonly referred to ashabits.) The sub-conscious mind is theGod-like part of you referred to as Spirit.I t knows no l imi ts , save those youconsciously choose.

(Read The Power o f Your Sub-Conscious Mind by Dr. Joseph Murphy)

Part 1

Part 2

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GGGGG

“People are anxious to improve their circumstances,but they are unwilling to improve themselves.

They therefore remain bound.”James AllenFrom As a Man ThinkethCirca 1903

Part 3 ResultsBehavioror Action

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Body

Although this is the most obvious part of you, it is the smallest part. The body isthe physical presentation of you, the material medium; it is merely the instrument ofthe mind, or the house you live in. The thoughts or images that are consciouslychosen, impressed upon the sub-conscious (which is in every cell of your body),must move your body into action. The actions you are involved in determine yourresults.

No. 1—Thoughts; No. 2—Feelings; No. 3—Actions; No. 4—Results

To change commissions, change thoughts, feelings, and actions. Keep it simple.

Get All Three Parts Working inHarmony and WIN

LLLLLet Go Of The Past

The doubts, fears, and anxieties you experience when you cross the Terror Barrierare not from a lack of potential, they come from an inferior conditioning in your sub-conscious mind.

You will either step forward into GROWTH,or you will step back into SAFETY.

BONDAGE

REASON

FREEDOM

“D”

TERROR BARRIER

TERROR

“C”

“B”

“A”

Fear knockedon the door

Faith opened it,and lo, there wasno one there.

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TTTTThe Three Parts Of

MMMMMission In Commission

“The Mission”

“The Law of Compensation”

“A Six Figure Commission”

Gain maximum benefit from your Mission In Commission program.

Make a written, binding commitment to yourself that you will truthfully completeevery exercise in this program, and carry out the instructions in your daily endeavorsto the best of your ability, one day at a time ... for ninety days.

CCCCCommitment

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Your Signature

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FFFFF

The Mission

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Fall In LoveWith What You Do

HW

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TTTTThe Mission

Most commissioned salespeople are so busy attempting to earn an income andput out fires, they never have the time nor the inclination to study the behavior of thereal hard chargers in their industry ... those commissioned salespeople whose incomesfall into the six and seven figure categories.

Write the names of six people you know, or know of, who earn six-figurecommissions.

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2.

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The ideas and exercises in this program will help you analyze these high incomeearners, relate to them, and then emulate them. Finally, join with them and enjoy allthe benefits, the recognition, and the rewards they are presently enjoying. Begin byasking yourself the following questions:

What do these people do that makes them so different?

Why do they sell the way they sell?

When do they sell?

Who do they sell to?

Where do they sell?

How do they sell?

RRRRR

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MMMMMissionary and Obsession

We are going to be using two words that are not commonly used in sales:missionary and obsession. One has a religious connotation and the other isgenerally related to something of a negative nature. However, the natural law ofpolarity decrees that everything has an opposite. Focus on the positive aspect ofboth of these words.

The word “missionary” is generally associated with a religious faith. Most religiousmissionaries have very deep-seated convictions with respect to their faith. Theyattempt to convert everyone and anyone to their way of thinking about their particularreligion.

Salesperson

“A person who is attempting to have their ideas accepted,adopted or approved.”

Dr. Herb True

If you accept Dr. True’s definition of a salesperson, missionaries would certainlyqualify. Research indicates that many missionaries are obsessed with the idea theyare working with.

They truly believe that what they have is the very best. They are always talkingabout the benefits of their idea to anyone who will listen.

Throughout history, many religious missionaries have been persecuted. Theycome up against obstacles on a daily basis, insurmountable obstacles, but they seemto overcome those obstacles and keep on going.

Rejection fires up their engines.

When a missionary hears the word “No,” they realize they have not caused theirprospect to want what they have. They know they have not explained their ideaeffectively. If they had, they would have made the sale.

TTTTThe Paradox

As paradoxical as it may seem, salespeople who earn the large commissions,are not doing what they do for money. They are in love with what they’re doing,although they would probably not do it, if they were not earning money! Strange isn’tit? But, it’s true!

Houses

The professional residential real estate agent is aware that most people have adream of owning their own special home. The agent’s mission is to find these peopleand convince them they can have the home of their dreams. The professional agentwill do everything in their power to help their clients.

Insurance

There is a story that is told about Ben Feldman, one of the world’s greatestinsurance salespeople. He was speaking to a group of insurance agents at aconference. When he had finished his speech, a young insurance agent asked theold pro a question. “Mr. Feldman, why do you keep selling insurance? You’vebeen doing it for years. You’re a multimillionaire, you obviously don’t need themoney?”

Mr. Feldman’s answer said it all. He replied, “Don’t you think what we aredoing is important?”

Cars

The person selling cars, earning the large income, has actually fallen in love withcars. They get excited whenever the conversation leads to cars. Watch them. Theyare enthused and their enthusiasm is contagious.

These salespeople are on a mission! They are not working. They love what theydo. If you met these salespeople on a social level, they would have you talking abouttheir product or service. They are convinced their product or service is the best thereis available.

Is There a Mission In Commission?

All professional salespeople have one thing in common: they lovetheir work. They are hooked on the Mission In Commission!

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A

Go out every day and convert people to your way of thinkingabout your product or service.

Your success will be determinedby the number of conversions you make.

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YYYYYour Mission

Sell Yourself

Talking to people about what you have is not good enough. You must causethem to want what you have. You must sell them. However, before you sell them,you must make certain you have completely sold yourself ... intellectually, emotionallyand physically.

If you sell Cadillacs, don’t drive a Pontiac—drive the top of the line Cadillac. Ifyou sell real estate, don’t live in rented premises—own a beautiful home. If you sellmade to measure suits, don’t wear a garment off the rack—wear finely tailored clothes.If you sell insurance, own it, lots of it—make sure you are properly protected.

“Become obsessed with the benefits of your own product or service.”

In 1929, a protestant minister, Lloyd C. Douglas, wrote a best-selling book thathad a dramatic impact on the lives of many people. Mr. Douglas’ book is called:

The Magnificent Obsession

Magnificent 1. Characterized by splendor or grandeur2. Strikingly beautiful or impressive

Obsession 1. A persistent disturbing preoccupation with an oftenunreasonable idea or feeling

Consider how spectacular your life will be and how effective you will be in saleswhen you mentally have:

“A persistent disturbing preoccupation with an oftenunreasonable idea or feeling, which is characterized bysplendor or grandeur. An idea that is strikingly beautifulor impressive.”

Describe what you sell.

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Do you own, or have what you sell?

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How would a person or organization benefit from the product or service you sellto them?

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Are you obsessed with the idea of making people aware of the benefits of yourproduct or service?

Yes No

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YYYYYour Product Or Service

My MissionMy MissionMy MissionMy MissionMy Mission_________________________________________________________________________________________

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TTTTTThe Right RoadTo A Bright Future

The Law of Compensation

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This lesson explains the beautiful truth of how and why any commissionedsalesperson can improve their income.

As a commissioned salesperson, the amount of money you earn is governed bya law that is as exact as the Law of Gravity.

Understanding and compliance with this Law will ensure that large sums of moneywill come to you with constant regularity.

The Law of Compensation

The amount of money you earn will always be in exact ratio to:

1. The need for what you do.

2. Your ability to do it.

3. The difficulty there will be to replace you.

Become a Conscious Competent

The proper awareness of how this Law works will help any person improve theirability to earn more money. There are many people who are doing very well whohave never heard of this Law. Consequently, they have never given any thought toits use.

These individuals are often referred to as UNCONSCIOUS COMPETENTS.Regardless of how well they are doing, they could improve their commissions bybecome CONSCIOUS COMPETENTS.

withConfidence and Comfort

FFFFForm a Partnership

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SSSSSupply And Demand

When you bring your conscious attention to bear on the Law of Compensationand each of its parts, you will quickly realize this Law has, as its foundation, the Lawof Supply and Demand.

The demand has always been high

And the supply has always been low

FOR

WANTEDIn every company all over the world. Effective salespersonwho is willing to accept as their income exactly what theyare worth, no expenses, no draw, no guarantees.

STRAIGHT COMMISSION

This is precisely why the commissioned salesperson who has become veryeffective at selling a product or service which is in great demand, earns such enormouscommissions.

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Part One

The Need For What You Do

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PPPPPart 1: The Need For What You Do

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The first part of the Law of Compensation generally takes care of itself. It is onlyon a rare occasion that a person must leave the field they are presently in to earn theamount of money they want.

1. The need for what you do.

You have the potential to earn more money selling:

Cars and Cookies

Real Estate than Radios

Insurance than Insulation

However, there are many salespeople earning more money selling:

Cookies than Cars

Radios than Real Estate

Insulation than Insurance

... simply because they understand and apply part two of the Law of Compensation.

Part Two

Your Ability to Do It

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Time ManagementTime ManagementTime ManagementTime ManagementTime Management

AppearanceAppearanceAppearanceAppearanceAppearance

Team PlayerTeam PlayerTeam PlayerTeam PlayerTeam Player

Selling SkillsSelling SkillsSelling SkillsSelling SkillsSelling Skills

EnthusiasmEnthusiasmEnthusiasmEnthusiasmEnthusiasmAttitudeAttitudeAttitudeAttitudeAttitude

PPPPPart 2: Your Ability To Do It

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This second part of the Law of Compensation, if dealt with honestly, will raiseyour commissions faster and higher than any other factor. It is the magic key towealth for any salesperson. Understanding and application of Part 2 of this Law willmove you from a life of comfort to one of luxury.

2. Your Ability To Do It

How effective are you at selling your product or service?

Make believe you are your boss and write a performance report on yourself thatis to be given to a senior executive. Take into consideration the following:

Attitude • Selling Skills • Management of TimeTeam Player • Enthusiasm • Appearance

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TTTTT

Know Where You are:

A Personal Evaluation

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The Right RoadTo A Bright Future

You never get a second chance to make a first impression. A prospect willgenerally see you before they hear or touch you.

Who are three of the best dressed salespeople you know?

1. 2. 3.

How important do you consider a salesperson's appearance to be?

Extremely Important Very Important Important Not Important

Do you think a salesperson should consult a professional about their personalappearance?

Yes No

Have you ever had a consultant assist you with your appearance?

Yes No If no, do you think you should? Yes No

Where do you think the three best salespeople you know would score you onyour appearance on a scale of 1 to 10? (Mark with an X)

Where would you like them to score you? (mark with an O)

Would you dress differently if your income was in six figures?

Yes No

Do you think you should dress like the salesperson you want to become?

Yes No

Why?

PPPPPersonal Appearance

1 2 3 4 5 6 7 8 9 10Poorly Dressed Very Well Dressed

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KKKKKKNOW Where You Are Going

Answer the following questions with all the honesty you can muster. Dig deepinto your feelings and find out what your attitudes are. Keep in mind, your answer isneither good nor bad, it just IS.

PPPPPersonal Evaluation

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Why did you decide to become a salesperson?

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How many different sales positions have you had?

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How long have you been selling what you are presently selling?

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What are your greatest strengths as a salesperson?

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What are your greatest weaknesses as a salesperson?

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Who is the most effective salesperson you know?

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What do you admire most in the personality of this salesperson?

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On a score of 1 to 10, how committed are you to your business?

How do you feel your sales associates would describe you as a salesperson?

Very Professional Good Fair Not Good

Imagine that a team of professional sales executives evaluated you and yourpast sales performance. They rated you on a score of 1 to 10 and placed the scorein the box marked "A." 1 being low and 10 being high. How do you think they wouldmark you?

“““““AAAAA””””” “B”“B”“B”“B”“B”

Sales Presentation

Prospecting

Obtaining Referrals

Product Knowledge

Closing Ability

Attitude

Self Image

Personal Appearance

Time Management

Number of Presentations per Day

Consistency of Production

In the box marked "B," place the number you feel will reflect theimproved you.

KKKKKnow Where You Are

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1 2 3 4 5 6 7 8 9 10Not Committed Totally Committed

Do you allocate a specific portion of your income for our own research anddevelopment? If so, how much?

Yes No How Much $

Describe what you are presently doing to improve your ability to sell whateveryou are selling? Be specific.

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Commit to two activities that will improve your ability to sell your product orservice. (Listening to cassettes, attending seminars, reading books, etc.)

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Do you simulate (not practice) your sales presentation regularly?

Yes No

Make a decision right now to begin simulating your sales presentation for aminimum of fifteen minutes every day for ninety days. It is best if you work withan associate whose desire to improve is as great as your own.

I will simulate my sales presentation with

beginning

every business day for days.

If you are alone, you can simulate with an imaginaryprospect. The more effort and emotion you put into thisexercise, the faster you will improve your effectiveness.

YYYYYou Make The Difference

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(Associate’s Name) (Date)

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Your environment can have a tremendous effect on your commissions.

Record the names and approximate incomes of six people from your industrywith whom you frequently associate.

Are any of the above salespeople earning more than you or are theydemonstrating, by results, that they know what you must learn? Who?

How much time do you spend with them?

How could you spend more time with them?

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YYYYYou Are A ProductOf Your Environment

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Associate’s NameAssociate’sApproximate

Income

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Who in your industry do you respect and admire because of the sales results andsuccess they achieve? Name six. (You do not have to know them personally.)

Have you ever gone to any of them for advice or guidance with a well-preparedlist of questions?

Yes No

Set a date to meet with at least two of these people some time within the next 30days.

I will have an appointment by (date) with:

These are questions I will ask them:

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1. Who

2. What

3. When

4. Where

5. Why

6. How

(Make certain you send a thank you note for their time and assistance.After you follow their advice, inform them of the positive results you haveaccomplished and thank them again. Give them credit wherever andwhenever possible.)

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Part Three

The Difficulty There Will BeTo Replace You

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PPPPPart Three:The Difficulty There Will BeTo Replace You

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When you look after the second part of the Law of Compensation, the third partwill take care of itself.

3. The difficulty there will be to replace you.

As a salesperson, how difficult would it be for your company to find a salespersonwho could sell as much as you have been selling?

Very Difficult Fairly Difficult Not Difficult

Amateurs Compete With People.

Professionals Compete With Themselves.

YYYYY You CanSell Yourself Rich

A Six Figure Commission

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My CommissionMy CommissionMy CommissionMy CommissionMy Commission

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"Let us not look back in anger,nor forward in fear,

but around us in awareness."Leland Val Van De Wall

Do not permit old conditioning to prevent you from becoming everything you arecapable of becoming, or from earning the commissions you choose to earn.

"Every conflict is a set of opposing ideas.All of us have had the feeling;

knowing what we should do on the one hand,and doing what we feel like doing on the other.

By understanding the two opposing forces warring within us,we come to a knowledge of the truth:

we no longer remain slaves.A clear understanding will make us masters."

Wynn Davis

BONDAGE

REASON

FREEDOM

“D”

TERROR BARRIER

UNDERSTANDING

“C”

“B”

“A”

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RRRRReduce It To The Ridiculous

By reducing your six-figure income to the ridiculous, you will make it easy foryour conditioned sub-conscious mind to accept.

Commissions I will earn over the next year $

Decide on the number of months you have chosen to work, then divide yourannual commissions by that number. (Leave yourself time to enjoy your wealth.)

Commissions I will earn each month $

Now, reduce this figure to an even smaller amount. Each week will be dividedinto two units.

Unit 1: Monday through WednesdayUnit 2: Thursday through Sunday

There will be eight units in each month. Divide your monthly commission byeight.

Commissions I will earn each unit $

IIIIINCOME IS GOVERNED BY NATURAL LAW

To make certain you earn your six figure income, it is absolutely essential that allof your conscious attention be focussed on the cause of earning the commission youdesire.

New Habits

Choose three activities, any one of which you know would guarantee you thecommissions necessary to reach your unit objective. These would be activities youmay be periodically involved with, but definitely are not habits.

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“The Law of Cause and Effect is the Law of Laws.”George Bernard Shaw

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TTTTThe Difference BetweenComfort And Luxury

Hard work and honesty alone have never made a person wealthy. Clear thinking,good habits and dedicated service will make the difference for you. Choose two ofthe three activities you wrote on the previous page and make an irrevocablecommitment to do both of these activities until they are deeply rooted habits.

“Words are words, explanations are explanations, promises are promises.But, performance is reality. Performance alone is the best measure

of your confidence, competence and courage.Only performance gives you the freedom to grow as yourself.”

Paul K. MarchandInsurance Salesperson

Mentally prepare to make a commitment that you will personally hand to yoursales manager within the next 48 hours.

FFFFFocus On What You Do

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2.

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My Signature

Sign Above

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“Are you in earnest? Seize this very minute;what you can do, or dream you can do, begin it!

Boldness has genius, power and magic in it;only engage and then the mind grows heated;begin and then the work will be completed.”

Goethe

I have made an irrevocable decision to earn a six figureincome. Please accept this as my commitment to myself and toyou, that beginning immediately, I will do whatever is required toturn the activities outlined below into habits.

1.

2.

These activities will help me earn

$

over the next 12 months.

I am fully aware that commissions arean effect and my selling habits are the causeof my commissions. If, at any time, younotice my performance slipping, please showme this signed document to remind me thatmy commitment to you is at stake. I want tothank you, in advance, for your support andassistance in helping me reach this goal.

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Signature

Date

IrrevocableInk

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My MissionMy MissionMy MissionMy MissionMy Mission

My good name will only mean something toothers when it means something to me. Mysignature represents my irrevocable decision tolive up to the commitments I have made and towhat is written on this page.

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My CommissionMy CommissionMy CommissionMy CommissionMy Commission

Over the next 12 months I am committed to dowhatever is requ i red to prov ide honest ,

excellent service worth (fill in the amount above)

My SignaturMy SignaturMy SignaturMy SignaturMy Signatureeeee

$

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Your Mission In Commission Workbook.pdf

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Transcript of Your Mission In Commission Workbook.pdf