Author Archives: Billy Cox

Friends

My mentor, Zig Ziglar, “America’s Motivator” and bestselling author, has written what is sure to become a beloved classic, Born to Win.

Every now and then I recommend a book to you and hope you like it. But this book is a “must read” and I strongly encourage you to get one for yourself. Zig takes his 40+ years of teachings about success and what it really is and how to get it and puts it all in one easy-to-understand book.

Zig uses stories from his own life as well as many current examples of people all around the world to show you how you can plan, prepare, and expect to win in your life.

I highly recommend you click the link below to learn more: www.borntowinbook.com

Sincerely,

Billy Cox

 The following thoughts were inspired by John Maxwell.  I have this posted on my wall and read it every day. I HOPE you will too.

• Hope shines brightest when the hour is darkest.
• Hope motivates when discouragement comes.
• Hope energizes when the body is tired.
• Hope sweetens when the bitterness bites.
• Hope sings when all melodies are gone.
• Hope believes when the evidence is eliminated.
• Hope listens for answers when no one is talking.
• Hope climbs over obstacles when no one is helping.
• Hope endures hardship when no one is caring.
• Hope smiles confidently when no one is laughing.
• Hope reaches for answers when no one is asking.
• Hope presses toward victory when no one is encouraging.
• Hope dares to give when no one is sharing.
• Hope brings the victory when no one is winning.
• Hope gives us the strength and the courage we need to make the most of life.

When People Sense Victory:
They sacrifice to succeed.
They look for ways to win.
They become energized.
They follow the game plan.
They help other team members.

When People Sense Defeat:
They give us as little as possible.
They look for excuses.
They become tired.
They forsake the game plan.
They hurt others.

—-John C. Maxwell

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How do visionary leaders arouse the passion in their teams to perform at extraordinary levels? They accomplish this by generating a culture of certainty and confidence while others unconsciously promote doubt and fear.

The golden thread that runs through all powerful leaders is BELIEF. Belief is the feeling of certainty that something is going to happen. In the movie Secretariat the owner Penny Chenery always viewed and considered her horse a champion. She maintained her belief and kept steering her horse, jockey and trainer towards the vision.

Leaders have an intense belief in themselves, their team and what they are working for. They remain calm, cool and composed about themselves and their work. People are attracted to and INSPIRED by those individuals because they exhibit CONFIDENCE, COURAGE and an unshakeable BELIEF in the vision.

If you don’t truly believe in the vision and your own ability to rise above current circumstances and short term challenges, others will not follow. If you believe in the vision, it is easy to instill it in the minds of others so they will start to believe as well.

People will follow you if you believe in the vision and the mission. They will buy into “what you’re selling” if they know that you believe in it and they see your willingness to do WHATEVER IT TAKES to achieve it.

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Salespeople often ask me how they can increase their income. I explain to them that the fastest way is to increase the number of qualified prospects they spend time with. Even if everything else stays the same (your skills, your averages, etc.), if you will double the number of qualified prospects you see, you will double your sales income.

I learned that early in my sales career. I understood that as long as I had a decent closing percentage, I didn’t have to be the best in any particular area in order to be No. 1. All I had to do was know my averages, set a goal, and then play the numbers.

The top achievers are taking massive action to achieve massive results. Always measure your results so you can see how you are doing and find those little areas for improvement. Be open to criticism and suggestions for others and be determined to find ways to improve your performance. But, most important, remember that massive action is the cure-all and selling is a numbers game.

The individuals who take massive action every day, analyze what is working and what’s not, make slight adjustments in their heading and take more massive action are the ones who will ultimately “achieve” the next level of success.

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Todays achievers need an edge…they must be on top of their game. This is why properly implemented self development programs play a vital role in building Winning Teams and Successful Organizations.

Winning today is not easy. If it was easy… everybody would win. It takes commitment, teamwork and relentless focus. In addition you must be willing to do the small things every day your competition don’t or won’t.

The best part is…it’s possible. It’s possible through Empowering People to be their best and perform together at the highest level. Zig Ziglar says; “ True joy comes when you inspire, encourage and guide someone on a path that benefits him or her”.

Remember, there is nothing more powerful than a CONFIDENT AND ENERGIZED TEAM working together toward a common and compelling goal.

Move Mountains!

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Top sales professionals take consistent action, and they are constantly monitoring and analyzing their performance. They are willing to try new things and they have developed the sensory acuity to recognize what is working and what is not.

The key in sales is to keep doing a lot of the things that are working and very little of the things that are not. If you were playing basketball and you kept missing a shot, you would simply adjust the shot and keep shooting until you made the basket. That’s exactly what the top sales professionals do.

Now there is a difference between analyzing and “anal”-izing. Too many people spend all of their time over-analyzing to the point they become anal and not nearly enough time taking action. So be careful not to over-analyze the situation because over-analysis equals paralysis. We are all going to have hang-ups and minor distractions that are easy to get caught up in. Learn how to recognize whether something is really a problem or if it is just a minor hang-up that you need to work through.

In sales you will always have competition, new products that are hot, different seasons, different promotions and different lead generation methods. You should always be analyzing situations and open to new ideas, but the most important thing is to keep taking action and adjusting as you grow.

If you stay focused on your goals and dreams, it will be easy to see the adjustments you need to make to stay on course and achieve your goals.

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Selling is simply helping others believe the same way you believe about a product or service. In the world of professional selling, YOU are the message. Before a consumer decides to buy, he or she must buy into you.

In other words, they are judging you not only by your words, but by your actions, attitude, posture, facial expressions, voice inflections, etc. They are sizing you up to see if you really care about them and if you believe what you are saying.

To sell anything, you have got to be sold on it yourself. If you don’t believe in your products and services, how can you convince others? If you were a car salesman, how could you sell a Chevy automobile if you were driving a Ford? Many people say they believe, but the customer can tell (consciously or subconsciously) if you really mean what you are saying.

There are a lot of salespeople who learn a lot of closes but they don’t work because the salesperson just isn’t certain about what they are saying.

On the other hand, if you believe in something, then it is easy to get other people to believe in it. When you believe totally in your products and services, your beliefs will be transferred to those around you. This will cause more people to buy your products. Your belief becomes a compelling factor that will attract new customers and keep existing ones. There are many salespeople who aren’t the greatest closers, but they get results because they believe what they are saying.

The key for you is to develop the belief system of superstars. Start building the foundation for your future by developing more of the positive uplifting beliefs and constantly challenging the negative, self-limiting beliefs.

Believe that your future is better than anything you may have experienced in your past. Build stronger beliefs in your products, your leadership, and believe in your own ability to move your life to the next level.

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It’s Super Bowl Week. Living here in Dallas this is something most have been looking forward to for years. Unfortunately, the last four days we have experienced some of the worst weather on record.

Four days in a row of sleet ice and snow. Four days below freezing. Four days the kids were home from school. Four days of delayed flights. Four days of everyone taking shelter. Four days of freeways looking like frozen Tundra’s. And, four days of nonstop media telling everyone what a disaster this is.

However, TODAY THINGS CHANGED BIG TIME! It’s “SUPERBOWL EVE”. The storms have passed and the Dallas world woke up to a beautiful, clear, bright, sunshiny day. The snow on the ground makes it even more magnificent. The media is showing beautiful views, the roads are jam packed and the shopping centers are full.

I went to the gym this morning and I had to wait on a parking space. Then I had to wait on an exercise machine and I even had to wait on a space in the shower. The beautiful thing is no one seemed to mind. Everyone…and I mean everyone was excited. There was a pep in their step, a spunk in their jump and a spark in their bark (ok, maybe I’m exaggerating a little).

The bottom line is, the SUN brought with it a lot of excitement, enthusiasm and renewed attitudes. Yes, even the car washes and the body shops are happy. (Possibly even Jerry will find a smile and a little rest.)

However, what if there would have been no storms? What if the entire week would have been nice weather? Frankly, no one would appreciate the SUN near as much as they are appreciating it right now.

So what’s the moral of the story? Remember, THE SUN IS ALWAYS SHINING…sometimes we just gotta go through a few storms to appreciate it.

By the way, I don’t really care who wins the game…. as long as there’s a lot of GOOD COMMERCIALS!

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Practicing mentally is just as important as practicing physically. Our mind cannot distinguish reality from what we repeatedly imagine. The more vivid we are with our imagination, the more likely we are to see it materialize.

Astronauts use flight simulators and other mechanisms to guide their imagery. Olympic athletes exercise a mental visual training regiment just as they do intense physical
training. The reason top performers look so natural is because they have been there many times in their mind

When I have an important meeting, function, or event I make it a practice repeatedly visualize the perfect performance. When training salespeople, I teach them to take 5 or 10 minutes before each sales call to visualize their desired end result.

The reality is…without mental training there will be no gaining.

To properly train you must go through the moves mentally, over and over again, until they become second nature. If you can go there in your mind, you can then take your body there Why? Because your mind stores, as a reality, everything you repeatedly think about. The mind will replay success or failure; so the performance you see in your mind will make a difference in how you perform physically.

However, if you go there in body but haven’ t been there in your mind, then chances are you will not perform at your highest level.

So imagine yourself performing at the highest level. Play everything out in your head first. When you play it out in your mind you won’ t fail. When you practice a mental
rehearsal ahead of time, you won’ t agonize when your performance is on the line.

It will seem effortless and natural.

Billy Cox

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