PDF Summary:The Greatest Salesman in the World, by Og Mandino

Whether we’d like to be Top Salesperson of the Month, finish writing that novel, or lose 15 pounds, we all have goals we want to attain. But doing it can be daunting. Part self-help techniques, part sales manual, and part Christian allegory, The Greatest Salesman in the World addresses ways we can establish daily habits to strengthen our resolve and character, which will help us achieve our goals. The book’s 10 principles provide a framework centered around positive thinking and self-discipline, the building blocks of any kind of self-improvement.

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Shortform Example:

You’re an introvert, and you’ve always felt a bit out of place among your sales department colleagues who are chatty, fast-talking extroverts. You often worry that your quieter personality makes you less successful at selling. But flip that around—your introversion may be your greatest strength. Many customers will trust your quiet, serious nature and prefer buying from you than the stereotypical glad-handing salesperson. You listen carefully to what your customers want instead of pushing your sales agenda, and your customers value that.

Scroll #5: Treasure Your Time

Today is a precious commodity, so don’t waste it. Don’t focus on the past; put all your energy into the present. You can’t repeat this day or this moment, so give it your full energy and attention.

Shortform Example:

Never put off until tomorrow what you could do today. Every morning, ask yourself what matters most to you today, what will feel like a worthy accomplishment when the day is done. Maybe it’s sticking to your new healthy eating regime or making your elderly mother feel great on her birthday. Or maybe it’s finally gathering the courage to make that sales call you’ve been putting off. Time has a way of slipping away from us—today will be relegated to history in a mere 24 hours—so use this day to your best advantage.

Scroll #6: Master Your Emotions

A good day can quickly become a bad day if you allow your moods to control you, instead of vice versa. Reign in your negative moods and emotions with action. Counter emotional volatility with positive actions or rituals—taking a walk, laughing with a friend, or counting your blessings.

Shortform Example:

When Sharon opens her email inbox and finds it full of customer complaints, she gets upset and loses motivation to work. Then she feels terrible because she’s not productive, and her mood sinks lower. To combat that cycle, she decides to take action—she will not check her inbox until after she’s completed three solid hours of productive work in the morning, which will make her feel good. Then she can tackle the complaints after lunch without letting them derail her.

Scroll #7: Don’t Be Too Serious

Laugh at the world, and laugh at yourself. A sense of humor improves almost any situation. A light-hearted approach to life’s problems makes them seem less daunting.

Shortform Example:

When Jamie drove away from the gas station pump with the hose still attached to her car, she felt ashamed of her absentmindedness and “dumb mistake.” She decided not to tell anyone about the embarrassing incident. But a week later, a friend happened to mention that he got distracted at the gas station and did the exact same thing, so of course Jamie confessed. The two friends roared with laughter, and Jamie felt the joyful release of making fun of her own foibles. She decided right then to admit that she’s not perfect and learn to laugh at her mistakes.

Scroll #8: Set Goals and Exceed Them

Create a roadmap for how you want your life to go—for the goals you want to achieve or the sales you want to close. Strive for constant improvement by competing with yourself and bettering yourself every day. Set goals, meet them, then set newer and higher goals.

Shortform Example:

Last week you planned to sell $10,000 worth of merchandise. You met that goal, but instead of resting on your laurels, this week you set a goal of selling $11,000 worth of merchandise. You keep challenging yourself and aiming higher. (Or a non-sales example: Last week you went to the gym three days a week. You met that goal, so this week you’re aiming for three gym workouts plus one yoga class.)

Scroll #9: Do It Now

Always choose action over hesitation. It doesn’t matter how much learning or preparation you do if it doesn’t lead to action. Acting now (even if you aren’t quite ready) is always better than procrastinating. The only way you fail is if you don’t act.

Shortform Example:

Students often procrastinate on their assignments, but they aren’t necessarily being lazy. They procrastinate because they fear failure—they’re afraid they aren’t smart enough to do the assignment well. But procrastinating makes any job harder because it enlarges and increases fear. During the period when the student is not doing the assignment (they’re procrastinating by doing some other activity), they’re building up negative thoughts about their ability to do it. When they finally sit down to work, they’ve made a mountain out of a molehill, and the assignment seems insurmountable. Students who dive into their work immediately will have an easier time completing it because they don’t allow their fear to expand.

Scroll #10: Pray for Direction

Pray to a higher power for guidance. You’re not all-knowing or all-powerful, so ask for help. In your prayers, don’t request certain outcomes or ask for material goods; pray for wisdom and direction to help you follow the right path.

Shortform Example:

You’re having a personality conflict with your boss. You believe she micro-manages you and doesn’t appreciate how hard you work and how skilled you are. You have to hold yourself back from losing your temper, and you’re starting to wonder if you should quit and find another job. This is a good time to pray for guidance. You don’t know what’s the best course of action, so ask for help. Pray to someone or something bigger than you for help in finding and walking the right path—either working through your problems with your boss or moving on to a new job.