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The Tim Commandments

To encourage the attitude of entrepreneurial selling endorsed throughout the book, I suggest you consider 10 Productivity Questions as you work through the Sequential Model. They are designed to challenge your daily activities and embrace the role of a sales entrepreneur. I refer to these 10 Productivity Questions as the Tim Commandments. Consider the Tim Commandments as your navigational buoys guiding your activities throughout the day. As you master the Sequential Model strategies, you will develop a new-found sense of confidence and personal satisfaction that will regenerate your enthusiasm for one of the most exciting and rewarding professions, selling. The Tim Commandments are spread throughout the book to guide you as you complete the steps.

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Chapter 1: The Sequential Model of Professional Selling

Adult Learning: How It Works

If you havent read the Introduction, go read it, then come back. Ill wait. The Sequential Model of Professional Selling represents one of the fundamental principles of adult learning: Learning is not an event. It is a sequential process marked by stages of growth and development. Learning is cumulative. As we mature in life, we come to know and accept this principle of continuous process. A child must learn to crawl, sit up, walk, talk-and then to sell. Even superstars like Wayne Gretzky and Tiger Woods had to respect the principle of sequential development. Their parents were instrumental in their success and Im sure they would be happy to confirm the endless hours of practice required to develop the basics. Attempts to shortcut the principle only result in disappointment, frustration, and a lousy pay-check.

Remember when you were a child wrestling with jigsaw puzzles or building model airplanes and ships? When you finally put the last piece in place, your proudly displayed finished project was most gratifying. During construction, you had to deal with several frustrations: extra pieces, missing pieces, wrong-sized pieces-and the worst part: not realizing you still had glue on your fingers until you rubbed your eye!

The good news is that the Sequential Model of Professional Selling has already been put together for you-no assembly required. It has no missing pieces and comes with an excellent users manual-this book. The manual represents 30 years of my personal sales experience, learning real-world selling skills on the street. In fact, feedback from my customers helped me write this users manual. Unlike many other manuals, this one is simple. When you follow the instructions, customers will cast their votes of confidence with orders. A purchase order is the ultimate ballot of confidence. The beauty of this model is that you can always add extra pieces by adding your own unique personality and your own selling skills. You can be the architect of your own personalized selling style using the Sequential Model as your guide.

Although many salespeople constantly search for the secret of little effort, big returns, or the quick fix, the selling profession is not immune to the principles of adult learning. There are no shortcuts.

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