To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge.  You have to know and understand yourself and your goals.  You have to recognize and accept your weaknesses as well as your special talents.  This requires a kind of personal honesty that not

everyone is capable of exercising.

In addition to knowing yourself, you must continue learning about people. In any sales effort, you must accept other people as they are, not as you would like for them to be.  One of the most common faults of sales people is impatience when the prospective customer is slow to understand or make a decision.  

Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own capabilities and failings, and understand and care about the prospects you are calling upon.

Our society is predicated upon selling, and all of us are selling something all the time.  We move up or stand still in direct relation to our sales efforts.  Everyone is included, whether we're attempting to be a friend to a co-worker, a neighbor, or selling multi-million dollar projects.

Accepting these facts will enable you to understand that there is no such thing as a born salesperson. In selling, we all begin at the same starting point, and we all have the same finish line as the goal - a satisfied customer equals a successful sale.

Getting up out of bed in the morning;  doing what has to be done in order to sell more units of your product;  keeping records, updating your materials; planning the direction of further sales efforts; and all the while increasing your own knowledge---all this very definitely requires a great deal of personal motivation, discipline, and energy. But then the rewards can be beyond your wildest dreams, for make no mistake about it, the selling profession is the highest paid occupation in the world!

Selling is challenging.  It demands the utmost of your creativity and innovative thinking.  The more success you want, and the more dedicated you are to achieving your goals, the more you'll sell.  Hundreds of people the world over become millionaires each month through selling.  Many of them were flat broke and unable to find a "regular" job when they began their selling careers.  Yet they've done it, and you can do it too!

Remember, it's the surest way to all the wealth you could ever want.  You get paid according to your own efforts, skill, and knowledge of people.  

The key comes down to this: Suspend a mindset of “Whats in for Me” and instead have one that is about “Whats in it for You” as your customer. 

Focus on wanting to solve their problem not on signing a contract and the wins will come.

Be the Difference,

Rich