Increasing Sales Effectiveness
Selling is very much like swimming. You cant learn to swim by reading a book about swimming, and you cant learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing results, there is no substitute for experience.
But you dont have to rely on your experience alone. You can learn to produce results faster my modeling people who have already had some of the experiences you havent. You can model people who are already producing the results you want.
There are three things you to modeling: their beliefs, their behaviors, and their language.
Source: S. ANTHONY IANNARINO, The Sales Blog