"Ambition is at the very core of success and extraordinary achievement. Unlike greed, it's a powerful, creative and constructive force."

In childhood, we are measured by dietary, health, and intelligence quotas; in youth, by performance quotas; in adulthood, by achievement quotas; and, in old age, by the success with which we have met the quota standards of all three periods. One has to be better than average to achieve 100 percent in anything, whether it be an ordinary spelling bee or a competitive test of physical fitness. In business, make it your goal to establish a record of preparation, application, and execution that is unquestionable proof of personal ability.

"There are only two ways to live your life. One is as though nothing is a miracle. The other is as though everything is a miracle."

It might sound odd, but money is not the root of great motivation. We all share a desire to get better and better at something that matters. Whether you're a great artist, athlete, software developer, or sales professional, you need room to grow. The best way to tap into intrinsic motivation, according to author Daniel Pink, is to take the issue of money off the table and put the focus on the work itself: "The more prominent salary, perks, and benefits are in someone's work life, the more they can inhibit creativity and unravel performance."

Want a starting point for keeping yourself pumped up? Start by watching the company you keep. Every sales team has a grumblers' table, where naysayers gather to share stories of failure. Never take a seat at that table. Negativity multiplies and, pretty soon, failure and rejection seem normal. Begin to believe that, and soon you'll believe that there is no exit to a rosier future. Choose instead to spend your time with people who can help get you back on track.

Technically, every job is temporary (as is life). The trouble with the "temporary" attitude is that it makes us take the tasks at hand less seriously than is necessary to do an outstanding job. The result is that salespeople who take their jobs seriously tend to move up the career ladder faster than those who think sales is a temporary thing. Commit yourself to sales, and watch your success take off.

"Experience tells you what to do; confidence allows you to do it."

"Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, "What's in it for me?""

"Character is much easier kept than recovered. "

It's always easier to face problems when you're prepared. The last thing you want to be thinking when a crisis hits is, "Where do I go from here?" The problem associated with this reaction is the time it takes to plan after the fact. In essence, you have two problems: one is the actual problem, and the other is your emotional energy. You can't prevent problems from creeping into your life, but you can prepare. Start to protect yourself today from the unexpected by anticipating problems or reviewing major challenges from the past. Build alternatives to better navigate obstacles, and you'll keep your momentum up.

"Should you find yourself in a chronically leaking boat, energy devoted to changing vessels is likely to be more productive than energy devoted to patching leaks."

Salespeople are great at brushing off rejections. While it's true that every no leads you closer to a yes, there's a fine line between healthy optimism and denial. Don't ignore real frustration or try to put on a happy face if you really feel down. Constantly suppressing negative feelings often leads to a short temper. Instead of lying to yourself, acknowledge the lost opportunities and the fact that they don't feel good – and then continue working.

To achieve your goals, you need to stay focused, even if it means giving up things you'd rather do. When Ron Rice quit his teaching and lifeguarding jobs to found the suntan-lotion company Hawaiian Tropic, he left the beach behind and did everything himself. He mixed the lotion, bottled it, sold it, packed it into boxes, and delivered it to beaches and pool decks along the East Coast. He stayed focused on his goal of making Hawaiian Tropic a household name. Eventually, the other lifeguards who used to kid him about how hard he worked were left on the beach while he went on to great

"I just knew, even though I had not yet named the technique, that a gift with a purchase was very appealing."

Treat yourself with the compassion and kindness that you'd show to others. Suppose things were going badly for a friend or colleague. You wouldn't say, "You're right, Joe. You really are a loser. Things look pretty hopeless for you." So if you wouldn't do that to a suffering friend, why do you berate yourself? If your mind is filled with negative self-talk – "I'm no good," "I'm a failure," or "I'll flub this call like all the others" – stop those thoughts in their tracks. Next time a self-deprecating thought comes to mind, write it down. Then read it aloud, but pretend someone else is saying it you. Doesn't it make you want to rush to your own defense?

"Progress always involves risks. You can't steal second base and keep your foot on first."

"The greatest gift that you can give to others is the gift of unconditional love and acceptance."

You can most certainly help others through your thoughts, and they can help you. Every good thought you send to another is a living force.

However, the person you are sending the thought to has to be asking for the same thing you are sending. If the person does not want it, then they are not in harmony with your thought frequency, and it will not penetrate them. 
You cannot create in another’s life against their will, but if it is something they want, your thoughts are a real force that helps them.

An amazing number of salespeople suffer from a lack of belief in their own talents and abilities. They become their own worst enemies. When you predict you can't, you work harder to prove just that. You might even avoid asking for the order to remove the possibility of rejection. But when a customer says no, it does not mean the end of the world, your life, or your career. It only means that the customer has chosen to say no at that particular moment. It does not mean that the customer will say no forever. Remind yourself how many times you've been able to turn a no into a yes in the past to restore belief in your own abilities.

Plato once wrote, "He who does well must of necessity be happy." That thought brings up two questions: Are you doing well? Are you happy? If the answer is yes to both questions, you're on the right track. If you think you are doing well but feel a lack of happiness, then you must consider two questions: How can you continue to make other people happy if you are unhappy? What can you do to be happier?

"I feel that the greatest reward for doing is the opportunity to do more."

In sales, we hear a lot about winners and losers. But top achievers don't restrict their thinking or adhere to rigid characterizations. Instead, they accept people for who they are as individuals. They are flexible in their business dealings and favor compromise. They refuse to think that there is only one right answer to every question. They allow themselves to trust others, and they accept people as they are without judging them.

"It isn't where you came from; it's where you're going that counts."

"Business opportunities are like buses, there’s always another one coming."

There is no such thing as a bad omen. There's also no such thing as a good omen. Both of these beliefs represent superstitious thinking. That can be a dangerous path to tread. When something bad happens, don't assume that more bad things are likely to follow. When something good happens, it won't automatically be balanced out by something bad. Focus your mind on the things you can control. You can't predict the future, but you can always control your reaction to whatever comes your way – good or bad.

Anything that anyone desires is because they think their desire will make them happy. Whether it is health, money, a loving relationship, material things, accomplishments, a job, or anything at all, the desire for happiness is the bottom line of all of them. But remember that happiness is a state inside of us, and something on the outside can only bring fleeting happiness, because material things are impermanent. 
Permanent happiness comes from you choosing to be permanently happy. When you choose happiness, then you attract all the happy things as well. The happy things are the icing on the cake, but the cake is happiness.

Tough times can lead smart business executives to make irrational decisions. While some companies rush to trim their payrolls, others rush to boost promotions. While some customers see great opportunity in tough times, others see in them an immobilizing personal setback. What determines the toll on selling is our own attitude. If current events or changes at your company are bringing you down, put your focus elsewhere. Find a silver lining, or take time out to relax and recharge. If you can keep a balanced mind, you'll make balanced decisions.

"I am grateful for all of my problems. After each one was overcome, I became stronger and more able to meet those that were still to come. I grew in all my difficulties."

Francis Bacon wrote, "He who will not apply new remedies must expect new evils." But it's not that easy. Pushing too hard for change creates anxiety and resistance. Change imposed is change opposed. To make prospects and customers respond positively, first sell the underlying idea involved. Next, make the buyer believe the idea was his or hers, not yours. Finally, congratulate the customer for having good judgment when he or she accepts the action you had in mind.

Nothing can make a career grow faster than your reputation as an idea generator. Any potential for improvement you observe can be money in the bank. Keep your eyes and ears open. If you see a money-making or money-saving opportunity, get the message across to management pronto. Your interest and concern will make you stand out from the crowd and be remembered when promotion time rolls around. Victor Hugo wrote, "Nothing is so powerful as an idea whose time has come."

"Do not wait: the time will never be 'just right'. Start where you stand, and work whatever tools you may have at your command and better tools will be found as you go along."

"A work well begun is half-ended."

"Winning isn't everything. Wanting to win is."

"Luck is what happens when preparation meets opportunity."

You're making a presentation to a key prospect. Are your points coming across? Are you heading toward pay dirt? Are you impressing or depressing the customer? Is the buyer solidly on your wave length or getting more bored by the minute? In a nutshell, how are you doing? The sooner you find out, the better you can respond to close the sale or take overdue corrective action. When the signs appear negative, a discreet question or two puts the dialogue back on track.