One of the best definitions of selling I have ever heard is also the shortest ?

?Selling is Serving?.

This means giving service above and beyond your client?s expectations. In this way you earn the respect and loyalty of the people you serve, this will ensure you retain their purchasing power.

Remember the first sale to most clients is usually the hardest one, now that you have done the hard bit; it makes sense to look after them.

The client is the building block for your personal equity in the business.

So in the peace and quiet of your study time make it a daily habit to think about ways of increasing your service to existing and prospective clients.

The ideas will be slow in coming at first but soon they will start to flow. At this brainstorming stage do not criticise any idea, as this will stop the flow.

Just write the ideas down as they enter your mind. When you have a list of say half a dozen, study the list for the one or two ideas that are practical and start putting them into effect.

Discard the ones that turn out to be impractical. Then start again. There should never be an end to your efforts to improve your business and this is the easiest, cheapest and most satisfying way I have found to make it happen.

Creative Visualisation. For the last 15 minutes of your hour session relax in your chair, close your eyes and in your minds-eye make a picture of yourself, as you would like to be. You are creating a mental picture of ?the ideal you?.

See how you would stand, how you would dress, hear how you would speak, see yourself making the sale, time and time again. See your commission cheques getting bigger and bigger, see yourself and your loved ones enjoying the fruits of your growing success. Enjoy the feelings.

Everything starts in the mind. ?If you can see it, you can be it.?

Your appearance tells people at a glance who and what you are, they then respond to you, as they believe appropriate, they respond to the person they think you are.

In the first glance you win or lose important attributes like respect and authority.

Next, how do you sound? How does your tone, pitch, and vocabulary sound? These speak volumes about your attitude, your character, your education and your social status.

Carry this ideal mental image with you everywhere and constantly ask yourself how this imaginary person would act in each situation that you find yourself in.

As this comes into your mind more and more you will find yourself acting as your ideal would act and every time this happens you reinforce your ability to make this your "new self"

You will find, over time, that you dress better. Gradually a sense of well-being and increased self-esteem will help strengthen your resolve.

You will find that you have no desire to revert to your old self. This is a progressive state of personal development.

This practice is a form of self-hypnosis and NLP (neuro-linguistic-programming), which has proven to be very effective in altering people?s view of themselves and their world.

"You can help people most in this world by making the most of yourself."