【正文】 0美元 . = Annual Ine Goal $60,000 .=年收入目標(biāo) 60， 000美元 To generate $60,000 per year, you would need to have $1,000,000 invested at a 6% rate of return. 想要每年收入 60， 000美元，你必須在匯報(bào)率為 6%的事業(yè)上投資 1， 000， 000美元 What‘s your goal?你的目標(biāo)是？ . = $ . = $ .=＄ .=＄ Using a 6% rate of return, how much do you need to have invested? Take your annual amount and divide it by 6% for your answer. Write your goal here: $ 就以回報(bào)率為 6%計(jì)算，你必須得投資多少錢？列出你的年收入目標(biāo)，然后按 6%的回報(bào)率將你的月收入分割一下，在下面寫出你的的目標(biāo)：＄ Copyright 2020 Tom Hopkins International, Inc. 5 Must know all 4! b. Your personal acplishment and status symbol goals should be carefully thought out. 慮 1. Your goals must be vividly imagined. 2. Your goals must be ardently desired. 2. 你的目標(biāo)必須是熱切的愿望 3. Your goals must be worth mitting to. 4. Your goals must be in writing. c. Work backwards from 20 years, 10 years, 5 years, 3 years, and 1 year. Breaking your oneyear goals down to months, weeks and days shows you how to plan your time today to move forward towards their achievement. c. 將你的工作退后 20年、 10年、 5年、 3年和 1年。將你的年計(jì)劃分割成月計(jì)劃、星期計(jì)劃和日計(jì)劃以此來表現(xiàn)你今天都干了什么來實(shí)現(xiàn)不同的計(jì)劃。 Questions to Ask Yourself When Setting Goals 需要問你自己來設(shè)立目標(biāo)的問題 Who are the people in my life that I want to achieve for? 哪 些人是我生命想 追求的那種？ What do I want to own? 我想得到什么？ 1. 2. 3. What will I invest my time doing? 我將把我的時(shí)候都用來做什么？ 1. 2. 3. 6 Copyright 2020 Tom Hopkins International, Inc. What actions must I take to achieve this? 要實(shí)現(xiàn)這個(gè)我需要做什么？ 1. 2. 3. Copyright 2020 Tom Hopkins International, Inc. 7 SelfDevelopment Assessment 自我發(fā)展的評價(jià) One of our major goals is to honestly evaluate ourselves and continually strive to bee the people we would really like to be. 我們的一個(gè)主要目標(biāo)就是要認(rèn)真地審視自己然后努力成為我們想要成為的那種人 1. Continual growth and selfdevelopment requires an acceptance of and mitment to change. P. C. D. 2. It takes 21 days to effect a change. 21天 3. You must walk, talk, act, and believe like the person you wish to bee in order to overe your fears。 、說話、做事和思考以克服你的恐懼 4. You must imitate the disciplines you respect in true Champions. They include: ，包括： a. Punctuality b. Fast attention to details 8 Copyright 2020 Tom Hopkins International, Inc. c. Moderation and balance 、穩(wěn)重 d. Responsibility and accountability ，負(fù)責(zé)任 e. A love for serving others. e. 樂于為他人服務(wù) f. A mitment to being a student of selling. f. 有決心學(xué)習(xí)銷售 g. A willingness to do what you fear most. g. 愿意去做你最害怕的事 h. Having a predetermined time to Practice, Drill, and Rehearse selling tactics and strategies. h. 有事先安排好的實(shí)踐、演練、排練銷售技巧和策略的時(shí)間 Must know all underlined w ords. 5. You must be a wise manager of time. There are 86,400 seconds in every day. Set priorities to invest time wisely and live by the word mitment. 。每天有 86400秒。一定要重視合理安排時(shí)間，奉行 ―單詞承諾 ‖： 我 必須 在每一秒鐘 做 最 有成效的 事 I must do the most productive thing possible at every given moment. 6. You constantly work on changing your attitude toward rejection and failure by treating all aspects of selling like a fun game. Take advantage of the formula for falling in love with ?No39。 要不斷轉(zhuǎn)變你的態(tài)度，把整個(gè)銷售看成是一個(gè)有趣的游戲 利用下面這個(gè)公式愛上 ‘NO‘： 1 Closed Sale = $ 一筆成交的生意 =＄ 5 Qualified Contacts — 1 Closed Sale 1 Yes and 4 No‘s Thus, each No = $ 5個(gè)有限的交流 ——一筆成功的交易 一次 Yes和四次 No 所以每次 No=＄ 7. Emotionally build your rejection strength by asking your self this question every morning: ―Who in my life must take the ?no?s? to ensure we get all the ?yeses? life has to offer?” ： ―人的生命中總會承受無數(shù) ―No‖才能確保得到生命賦予我們的所有的 ‖Yes‖.‖ a. The true Champion learns, internalizes, and uses the Attitudes Toward Failure* to alleviate the stress and anxiety that rejection causes. 、吸收和利用 ―導(dǎo)致失敗的態(tài)度 ‖，以此來緩和被拒絕引起的緊張和焦慮 1. I never see failure as failure, but only as a learning experience. 1. 我從不把失敗當(dāng)成失敗，而只是一次學(xué)習(xí)的機(jī)會 2. I never see failure as failure, but only as the negative feedback I need to change course in my direction. 2. 我從不把失敗當(dāng)成失敗，而只是我要改變我的方向的一個(gè)負(fù)面的反映 l. 3. I never see failure as failure, but only as the opportunity to develop my sense of humor. *Some of the motivational material in this workbook is based on the works of Arthur Mortel 6 Copyright 2020 Tom Hopkins International, Inc. 8. Start living the Champion Creed. I‘m not judged by the number of times I fail, but by the number of times I succeed. And the number of times I succeed is in direct proportion to the number of 4. I never see failure as failure, but only as the opportunity to practice my techniques and perfect my performance. 5. I never see failure as failure, but only as the game I must play to win! Attitude Chart Must know all underlined w ords. times I can fail and keep trying! 9. To learn and internalize your people skills, you must live by and constantly use the five steps in the learning process. Step 1: Impact Consciously hearing, writing, reading and saying the techniques. Step 2: Repetition You must hear, write, read, and say the techniques a minimum of six times to get 62% retention. Copyright 2020 Tom Hopkins International, Inc. 7 Step 3: Utilization Consciously making myself use the techniques. Step 4: Internalization When the techniq