THIS FRESH LOOK at the new positioning game of sales will knock your socks off with inspiring, practical, and proven strategies of today’s real selling masters. Doug Trenary, a high-powered corporate trainer since 1985, devoted eight years to capturing a 12-point profile of power that will take you way beyond outdated sales strategies to the new world of leveraging yourself, buyers, and time.

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“Wow! The skills needed for a successful sales mindset can take a lifetime to develop. But in one practical tool, Doug Trenary has captured the essence of relationship-based selling for men and women who will never accept second-best.”

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The SUCCESSMIND

One mind is not enough. You have to both pursue and defend.

I'm certain your thoughts go to the conventional wisdom: "Stay focused; be good at one thing; don't be a double-minded person." All true. So what's the distinction?

Team sports provide a powerful illustration of the need for "two minds." I just came from a basketball game last night…what you see is the same team constantly shifting back and forth between offense and defense as the game unwinds. This is exactly what the mind is required to do…first go on the offense to be optimistic, have purpose, praise others, and make positive choices. Then, instantaneously shift back to defending itself against criticism from others, media spin, and negative emotions. So The SUCCESSMIND is a tale of two seamless minds working together…the mind on Offense, and the mind on Defense:

The Offense Mind: The offense mind is first a mind of optimism and opportunity. Here are a few of its key traits: One: Look for the good in all things, even obstacles. John Wooden first arrived at UCLA in 1948 to a lackluster bunch and transformed them into college basketball's greatest powerhouse. Second: See bigness and richness in all pursuits. Keep your expectations high and your perspective wide as you attack this gift called life. Big minds do big things. Third: Make solid, positive choices. You are in the condition today from the decisions you made yesterday…and you will be in a condition tomorrow from your choices today. The offense mind moves the ball of life down the field and into the end zone. But, the mind cannot simply operate on positives…it must also guard itself against (internal and external) negatives.

The Defense Mind: There is truth in the adage, "the best offense is a good defense." And remember, your dual minds have to shift rapidly back and forth to deal with circumstances on the field of life. The defensive mind also contains a few core traits: One: Block out deceptive media spin. It is very difficult today if you try to make sense of life by only watching TV, listening to the hype of the media, and falling prey to advertisers. Be sure to always independently determine the facts and realities in any given issue…this is often a departure from the spin. Two: Reject the personal enemies of seeking approval, fearing criticism, being offended, and making excuses. Those mindsets will poison most of your best intentions and make you a victim instead of a victor. Third: Guard against comfort. The "comforts" of taking no risks, having no fears, and sparing no convenience makes you mentally and physically "soft," impedes your drive, and allows you to settle for far less than your potential. Take moments of comfort after you have poured out your efforts for success. It is no accident that extremely hard work is at the core of Tiger Woods' success…and I can assure you he can afford any comfort. The defense mind is simply a moat around your positive thinking.

So, score some personal touchdowns today, slam-dunk some goals, and ace a few dreams… by keeping your mind on offense as you defend against forces that would impede you. Life is a game…so win it!

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