CCNA certification is tough enough without you making it tough on yourself. There are a few simple things you can do that will increase your exam day performance greatly. Let’s take a look at these simple yet powerful techniques.

First, get plenty of sleep the night before. I’ve taken certification exams from the CCNA to the CCIE, and I’m always amazed at the number of bleary-eyed test takers that show up at the testing center looking like they’re about to fall asleep. Don’t cram the night before - if you don’t know it by 10 PM the night before the exam, you just don’t know it. In the words of Dave Attell, “Get some sleep!”

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Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career. Regrettably, many sales training courses ignore this area completely. In this series of articles, I will give you some strategies that will help give you the edge in order to Sell at Mastery! This is Step 3 of 8.

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In a prior article I explained how important “flow” is to achieving positive results in our sales activities.

I mentioned that in cold calling, prospecting by phone, and tele-selling we fail to achieve flow, that effortless, “in the zone” feeling for a number of reasons.

For one thing, if our lists are patchy or not ready for calling, we waste time and have a jagged experience, somewhat like driving a stick shift and continuously popping the clutch.

That jerky, ragged, on and off again routine is the opposite of flow.

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Diving has been around for hundreds if not thousands of years. Firstly this was in the form of free diving without any apparatus. Using hollow reeds as a snorkel and primitive goggles to create clearer underwater vision followed this.

Diving suits were designed to allow air to be pumped down to the diver. This continued and allowed man to do tasks underwater and to explore the underwater environment.

In 1828 a patent application was lodged in France by D’Augerville for a diving apparatus similar in design to modern day equipment, but this faded into obscurity.

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Like that scene from the horror flick, “The Shining,” when Jack Nicholson axes his way through Shelley Duvall’s bathroom, telemarketing is just as dramatically asserting:

“I’m B A C K!”

Taken for dead, this incredibly useful yet widely misunderstood and abused medium is assuming its rightful place in the pantheon of promotional tools.

And why shouldn’t it?

The Web, for all of its sweeping grandeur and cascading impacts, simply isn’t nearly as effective in SELLING as the humble, real-time, person to person phone conversation. As I’ve said elsewhere, and as so many would-be dot com moguls can attest:

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