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Harnessing the Power of Personal Focus

ACCE National Sales Training 2015

Scott Brown

on 1 April 2015

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Transcript of Harnessing the Power of Personal Focus

Harnessing The Power of Personal Focus
acce Nat'l Sales Training 2015

"What we sell is the ability for a 43-year-old
accountant to dress in black leather, ride through
small towns and have people be afraid of him."
Scott Brown
Be persistent
Scott Brown

"You can dream, design and build the most
wonderful place in the world;
but it takes people to make that dream a reality."
-Walt Disney
It's also worthwhile to take
a second look at what you
are selling to your members
& their organizations.
What do you REALLY
offer your members?
Harley-Davidson's revenues grew from
$1.5 billion in 1996 to $4.6 billion in
2003 when they started selling the
For most organizations, discussions of
"what we offer" often includes "service"
What is "service"?
More importantly - what is
Exceptional Service is
a 2-Part Skill
Quality of Interaction
Technical Knowledge
Product Knowledge
Understanding Policies
& Procedures
= Exceptional Service
This same idea also applies to Sales
These are both skills that you can
improve with effort and conscious
But ultimately success
depends on YOU. You've
got to have the "want to"
Excellence is An
Individual CHOICE
Always Give Discretionary Effort
Be Conscious Of The Voice In Your Head
Focus On The Positive
How Do You Stay Focused?
Create New Habits
What happens when you don't
focus on improving and you
assume you're good enough
right now?
"The greatest danger for most of us is not that
our aim is to high and we miss it -
It's that it's too low and we reach it."
focus on what
Matters -
Live Consciously
Be Consistent
There is no standing still...
If you don't believe in what you do -
All of the techniques, strategies and
training sessions won't be enough.
People can tell when you care.
Challenge yourself to grow & learn!
Then you must realize that
your members' expectations is
NOT equal

to delivering Exceptional Customer Service.
...This can also be referred to as -
"We don't suck,
therefore we are great."
Full transcript