Whether you know or not, you are always under construction as a person and a business builder. You may feel like you are under extreme pressure to perform but you need to always remember that you “are becoming” and you have not arrived. Life and sales are a continual journey, not a destination. The room for improvement and growth is the largest room in the world.

Sales and business success are more about who we are and why we do what we do than anything else. Our confidence first has to be in ourselves before it is in what we have. Our belief system is what will always hold us up when the purpose and the pain is ever before us. If our client senses that we are unsure of ourselves, why should they be sure of themselves?

What worked last week might not cut it this week. Don’t ask for more time. Ask and plan for an effective use of your time doing things that are income generating and not just foo-foo events. If you don’t care where you are going than I guess it doesn’t matter what road you take to get there. And that kind of thinking would be a mistake!

Remember, the best salespeople on the planet are those who regularly provide an answer to a need that someone has. Listen more and talk less. Remember, God gave us two ears and one mouth for a reason. Don’t spend precious extended time with those who you will have to spoon feed for a very long time. That will not get you where you want to go.

Continue to build your resolve to continue in the fight even if the whole world is against you. Remember, people buy YOU far before they buy what you are offering. Give people the benefit of the doubt. They can see if someone is desperate or carrying a chip on their shoulder. Let it be the last salesperson and – not you. They can measure whether they want to buy you and from you without you.

We may think that our product or service alone will win people over daily. Not true. The customer must see the need for it, or they will pass on it. If we do our part, the willing will come to us with a desire to see their need met. I learned a long time ago that you can’t say the wrong thing to the right person. Look for Mr. and Mrs. Right every day you are in the field. They are all around you. You simply must be aggressive in looking for the lookers.

Sales and selling, does not have to mimic an episode from the latest MMA event. It is not a wrestling match that we are engaged in. It is a soft but firm persuasion match based on people learning to like us and to feel comfortable with us not just with the product we have. And remember this, our clients want to buy but they do not want to be sold. But they need to be sold on us, that is for certain.