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12 Key Concepts for Success

1. Ahead of any other requirement is your personal motivation. If you want 'it', you can have 'it' (whatever 'it' is) if you will do enough of the right things. You must feel a burning desire, neither ability nor knowledge will get you what you want.

2. If your level of motivation is sufficient, the next step is action. Thinking without doing won't get you what you desire. Action truly is the key.

3. Use Pareto's Principle to choose how to use your time. Most of our actions do not contribute much to achieving our goals, 20% do. So identify the 'thieves of time' and reduce them so that you don't find yourself saying, 'If only I had more time'. Remember, successful or not, everybody gets only 24 hours a day. It's what you choose to do in that period that determines your outcomes.

4. Many objectives cannot be reached without concentrated effort, so focus your energies. Massive action will achieve massive results. Diffused efforts leave you with a disappointing array of uncompleted projects.

5. Develop a confident persona. Others will respect your opinions and advice when you deliver them with confidence; a diffident manner invites disbelief.

6. Establish yourself as an expert in your topic. Become an author, write articles and reports, post them on the internet. Give talks on your topic. As a specialist you have credibility and influence.

7. There is a challenge which comes with increasing authority and success, you must always be alert for arrogance. Itis insidious and damaging. The truly great are humble:. When you know a lot, you realise that it's actually only a very little.

8. Show respect. Everyone on this planet knows more about something than you do. Respect engenders respect. Disrespect has the reverse effect.

9. Listen actively. Don't impatiently wait for your chance to talk, hear what other people are saying and read the emotion behind the words. This is how empathy is generated. It's a hundred times easier to obtain what you want when empathy is working with you.

10. Sometimes your ideas will be wrong. Realise that this can happen, take the positives from the experience and then move on. Sincere belief that you are right does not mean that you are. Even Albert Einstein had to face this truth.

11. Build your 'sales' skills. You must be able to make a convincing case for your ideas or you are doomed to a life of implementing those of other people.

12. It’s tooeasy to believe your own dreams. Give your plans a 'reality check' early on. Try and sell the idea to someone, you'll quickly learn what the constraints are. The real-world feedback will allow you to adjust and focus your concept.

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Download a Free Sales Masterclass Information on the Selling for Engineers manual and Seminar Robert Seviour is a sales trainer specialising in business development for technical companies.

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