After 10 years of studying many of the most successful salespeople in the world, I am convinced that their secret comes from a basic formula for success. Its application and adherence to its principles can ensure your success as well.

In 1979 Joe Gandolfo sold more than one million dollars of life insurance. During the early days of his career, he worked seven days a week and over 14 hours a day. He couldn’t have put forth such a consistently diligent effort without first believing in himself and his product. You have to believe that what you are offering to your prospects is the best on the market and that you are the best possible person to share it with them.

W. Clement Stone sold insurance policies to people throughout entire buildings. By going door to door, office by office, floor after floor, until he had covered every square foot of space in a systematic efficient progression, he sold more policies in less time than it would have taken to go into different buildings all day long. He used his time effectively.

Effective time management is another portion of the formula for success. Your time is your most valuable asset. Budget your time so it is spent doing what earns your income – selling. Don’t waste your precious selling time with information seekers or people who don’t need or appreciate your services. Do your organizational paperwork early in the morning or in the evening so it won’t interfere with your selling time.

Mary Kay founded an incredibly successful cosmetics company. In the beginning, when all she had was determination and a few samples, she asked women what they wanted, how they felt, and what made them feel pretty. She listened to their answers, then gave them good products. Asking questions and listening are critical ingredients in the success formula. The prospect will tell you how he or she wants to be sold if you ask questions and then listen carefully to the answers you get.

Buck Rodgers spent countless hours at customer sites installing computer systems and then staying on the job to get all the bugs worked out. He was always on call to help the customer, even if the sale had been made a year before. The sale really begins after the sale is made! Servicing and establishing a relationship with your client are ways to ensure lasting success. If a client feels you care and are looking out for his or her best interests, you will keep that client forever.

There you have it – the formula for success. Believe in yourself and your product, be willing to pay the price of hard work, effectively manage your time, listen and ask questions, and show your clients you care. Adhering to these main building blocks will put you well on the road to success.