The Science and Art of Selling by Alen Majer

On March 25 I am holding a webinar titled: Find Buyers Who Are Ready to Buy…Now!

Learn to Identify the Trigger Events That Motivate Prospects to Buy

“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify which prospects are ready to buy now.

In this webinar, you will learn how to:

• Use trigger events to select the right prospects to pursue
• Identify prospect needs before you ever contact them
• Recognize the difference between internal and external trigger events
• Leverage trigger events to increase your sales effectiveness

By learning where to find and how to use trigger events, calls you will make in the future will never ever be cold!

Suggested Attendees: All sales people, sales managers, and small business owners

Register here: http://triggereventswebinar.eventbrite.com/

As an added bonus, you’ll receive my e-Book, “Trigger Events,” a $13.95 value.

More about the e-book Trigger Events - click here.

In sales you’ll always know where you stand. No longer do you have to torment yourself with the question of your performance. At the end of the day, your sales figures will be the yardstick that indicates how well you’ve done in selling. You’ll always know how your performance was for that day, for each and every customer. The proof is in the purchase of the product that you’re selling.

No-one can fake a purchase or lie to you about how great your pitch was. Customers aren’t concerned with stroking your ego just to pacify you so that they can make a quick escape. If you’re great at what you do, they buy your product. It’s as simple as that. And if you’ve really impressed them, they’ll keep coming back for more. And they’ll tell their family and friends about you and refer them to you for your excellent service.

That’s essentially what they talk about – how great you are at performing in the sales arena. They don’t care what kind of physical shape you’re in either. They don’t sit around and chat about your physique or snigger about your six-pack that’s been left abandoned for years. In fact, most of the best sales guys are usually out of shape. You don’t have to concern yourself with sweating it out at the gym.

As a successful sales guru, you’ve got the customers coming in already, in droves. Because you don’t have to be concerned about your fitness in order to be a brilliant salesperson, you don’t have to feel embarrassed by selling with the lights on! In fact, if you turned the lights off, most of your clients might start feeling a little concerned about their own safety and well being. Leave the lights on; forget about the gym; in sales you can be a success regardless of what shape you’re in.

As well, what makes all of this a lot easier is that a new sales job comes with an instruction manual – complete with graphs and pictures and everything that you might need to come to grips with the basics. Imagine how easy some things in life would be if everything came with a manual? Sure, some of us are blessed with a natural charm and an outgoing and vivacious personality (among other things), but there are still things to learn.

There aren’t too many of us that can be really successful without further enhancing our education. It’s not like a few tips from your Dad are all that you need to make a good go of it. No – we start with the manual and we progress from there to more extensive, specialized courses in skill and technique. And then it still takes practice to perfect the technique. At least, with selling, you don’t earn yourself a reputation for being promiscuous when you expose your sales pitch to a wide variety of customers.

Let’s face the facts here – as a salesperson you don’t have to pussy-foot around your clients and question them in subtle, tactful ways to find out if you were any good. If you were good, they bought your product. Your massive sales figures at the end of each day will show the world what a sensation you are, a market leader in your field. You have the magic touch – you know it and you can prove it!

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Before you begin to sell, you will need to decide who you’re going to sell to. This means finding your Target Market. If you know who you’re selling to, you immediately have the advantage of being focused on a specific market and knowing who and what you need to research.

In your search for a Target Market, try to identify those that have a major problem and who are willing to spend money in order to fix it. Straight away, this gives you the advantage of knowing that your customer has the funds to pay for the excellent product or service that you can offer. It’s no use walking in with guns blazing, shooting off fantastic selling techniques when your client hasn’t got the resources to make the purchase.

Investigate, research, explore.

You need to select a market that you can identify with. This will be the place where you spend your days fulfilling your dreams – you need to be comfortable and able to enjoy yourself, and able to identify with your customers. This will benefit you as much as it will benefit them.

For example, it would be fruitless to try and market a Rap CD at an old-age home. For starters, your audience will never identify with your appearance (most likely resembling your most favored Rap artist). And secondly, a group of octogenarians is less likely to scramble over one another in order to purchase a CD that doesn’t qualify as “music” to them and certainly doesn’t have any lyrics that they can actually understand.

Focus. This seems basic, but in the frenzied rush to accumulate sales, this detail may be overlooked.

By finding your Target Market before you get ready to sell, you can save yourself a lot of time and money that would otherwise be wasted on inappropriate targets.

Another important factor in selecting the correct market segment for your product is finding out if you have a competitive advantage over your rivals who are in the same selling industry as you.

As part of your research, there are other factors that you may want to take into account before selecting your Target Market. Firstly, you might want to identify geographic factors. You’re not going to be terribly successful if you try to sell air-conditioning units to folks in Alaska. Secondly, take into account the demographics of your clients. You’re not going to want to sell hair-loss prevention products to young women, or shampoo to bald men. Age, gender, race, income-earning potential – these are all things to take into account when selecting the right target for your product.

And, thirdly, some companies see themselves as being high-tech or innovative, or it may be important to them to maintain a reputation of social responsibility. These are psycho-graphic characteristics that you can use as a marketing tactic. This is all good information.

Finally, investigate the behavioral characteristics of a potential market. Understand what their buying habits and buying patterns are. For example, Fortune 500 companies don’t take purchasing decisions lightly and they certainly don’t rush into them. If you understand your target market and if you can identify with them and what they stand for, you’ve taken the first tentative steps to success. You’ve found a select group of customers that may actually want to buy your product.

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So you think you can sell? is a series of sales seminars and workshops dedicated to three groups of salespeople that exist in the world today. The first group is a group of novice sales reps that are entering the field of sales. Second is a group of experienced sales professionals. Finally, the third group is a group of non-sales people who need help selling their newly created product or ideas themselves.

Please keep visiting this blog in the month of November when we will share more info about this unique sales training program: So you think you can sell?

Download our free Crash Course

We’ve all heard the saying “you win some; you lose some”. And it’s true. But as a successful salesperson you’re not interested in settling for winning SOME of the deals and simply accepting that you’ll lose a few as well, just as a matter of course. A successful salesperson will set about discovering the reasons behind lost sales and will learn from these causes in order to advance and beat the odds. No more settling for “win some; lose some”! You’re in the business of selling. So let’s focus on winning the deal instead of being prepared to lose the sale some of the time.

You cannot be expected to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training.

Download our free Crash Course and discover the cause of the lost sale. Find its remedy so that you will be better equipped to handle the next presentation and close more sales.

You’ve probably heard of my book, “Trigger Events - How to Find Your NEXT Customer.” It’s the book that helps sales people easily differentiate prospects from suspects, gives them a new set of tools to find new customers who are on the market today, and makes them successful by using 21st century resources to close more sales.

You don’t have time to read the book. You want the important information in that book, and you want it now.

Now there’s a new, better way to absorb the secrets of sales success  from the book:

“Trigger Events - How to Find Your NEXT Customer” Audio Book!

You need this audio book if:

• You’ve never heard of the book.
• You’ve got the book but haven’t read it.
• You’ve read it, but didn’t master the material, and haven’t received the wealth and success you want.

Just released on October 10th! If you order now, you will save $10 on the full price of the audio book plus the shipping cost ($6.50) is on us on every order received before October 31st!

Regular Price: $29.95

Special Price: $19.95

The problem:

Consider these questions…

• What is the Holy Grail of Sales and how can YOU use it to sell more?
• How can you KNOW where to focus your selling activities right now?
• Where and how can you find customers who are in the market TODAY?
• How can you be in front of your customers at the exact time when they are in the market?
• What is the curse of the sales job and how can you overcome it?
• How can you use online and offline resources of trigger events to close more sales today?
• Why it is not enough to simply know how to sell; why do you have to deeply understand how your customers buy?
• How can you easily differentiate prospects from suspects, save your time and sell more today?
• How can you find the perfect timing to contact your prospects and sell?
• What is the importance of uncovering customers’ needs and wants before you speak with them?
• How can you win the deal and not even touch the topic of discounting of your product or service?
• How can you make customers realize that they are on the market with trigger events happening?

Grab the most out of each minute! Listen to this audio book during your commute, morning walk/run or while you’re driving to your sales appointments.

If you are in sales, you need this audio book - period. When you start using techniques mentioned in this book and learn where to find trigger events and how to use them, you will be able to get to the proposal itself much faster because you will know that your prospects are already qualified for your product or service, and you will have information about their needs gathered before the meeting or presentation.

Listen to this audio book carefully and it will boost you a step ahead of your competition, who is most definitely not spending enough time learning about the customers before any sales call is made.

When you show your prospects that you actually care and you have done your homework and you know about trigger events happening inside their company, you also show them that you are interested about their issues, and most importantly concerned about their wants and needs. You will create interest in their eyes because you are different from anyone else who contacts them and who is simply trying to sell something without really understanding their needs.

Just released on October 10th! If you order now, you will save $10 on the full price of the audio book plus the shipping cost ($6.50) is on us on every order received before October 31st!

Regular Price: $29.95

Special Price: $19.95

Please spread the word!

We tried our best to make this audio book affordable and useful to every sales person worldwide. Please spread the word about the upcoming Trigger Events Audio Book in your blog posts and tweets. We really appreciate your support.

Tweets (copy and paste):

The Trigger Events Audio Book is available now! - http://bit.ly/3RTefB - Pre-order now! (via @SalesScienceArt)

Get the new set of tools to find new customers who are in the market today! http://bit.ly/3RTefB - Pre-order CD now! (via @SalesScienceArt)

How to be in front of your customers when they are in the market?  http://bit.ly/3RTefB - Pre-order audio book now! (via @SalesScienceArt)

“Tell me and I forget. Show me and I remember. Let me do and I understand.” - Confucius (551 – 479 BC)

Research clearly illustrates that most people learn best by doing; by being in an environment that is conducive to what they are learning and by being able to actually put into practice whatever topic of interest is under discussion.

Sales seminars are dynamic tools that can educate; inspire; and enhance one’s knowledge of selling. Sales training, as in distance-learning courses and online training programs, may teach the basics of selling; about what selling is and about how to do it; but a sales seminar is an education that will lead to a greater understanding and appreciation for the science and the art of selling. This level of education is what leads to transformation within a team; it can revolutionize the way daily operations are carried out in a company. This kind of enhancement, in any business, will surely lead to more efficient strategies and more enthusiastic team members who are far more capable and confident in their own abilities thus contributing to greater successes and a broader bottom line. There is no substitute for the real thing.

Long-distance learning courses and online training seminars may seem to be the way of the future; especially in this day and age of modern technology. Yet they are no match for a sales seminar which is held in a classroom environment, where learners are challenged in person, in a charged and dynamic setting, surrounded by like-minded professionals who all share the same enthusiasm and who are gathered with the same purpose.

A seminar has a finite agenda. It has an achievable target with a rewarding outcome that is set for the end of that same day. The success of this course is reliant upon the active participation of each attendee and is an opportunity to network and make new connections from near and far.

Training individually when actually working as part of a larger team almost seems futile. It would be impossible to expect a team to move forward and become successful when only select members of the group are intent on advancing their technique or improving their skill. A team is only as strong as their weakest link. Rather, focus on the headway that could be made; the breakthroughs in change and advancement, when entire sales teams, from the support staff to the reps and managers, are able to train together, just for one day, and walk away on an even footing with a mutual understanding and respect for their new and improved team. This could never be achieved separately, as individuals with differing goals and different learning capacities, while making use of isolated distance-learning courses.

Great changes can come from training as a group with the same goal in mind; as a unified body moving in sync as it grows from strength to strength. Here is where the role of each team player is realized and recognized; where the importance of understanding each person’s function is the key to success in harmony; and where taking cognizance of each person’s responsibilities while being accountable to the team will ensure that higher standards of service are maintained. Greater expectations – greater change.

A session of group training must be seen as an investment in a firm’s greatest asset – the sales team. They are the fundamental core of the business. They play an important functional role in the business and investing in their expertise and improvement is a logical decision that should be easily made.

Research shows that the greatest learning successes come from “on-the-job” experience. Most people learn best by doing, as opposed to reading, listening and making notes. There is a classroom environment that is set up to enrich with a “hands-on” approach; guided by our sales experts who are specialists in their field. This situation replicates the working environment so closely where participants are additionally guided by experts while gaining real hands-on experience and presents the opportunity for sales teams to learn together; all the while networking and making new contacts who share a passion for selling.

In times of recession, it is expected that people would protect their assets and be less willing, perhaps, to make any unnecessary spending decisions. However, even in such recessive times, the benefit far outweighs the cost of attending a sales seminar – which is an investment in its own right.

True to course, it is the survival of the fittest that will determine who stays afloat during the down times. There is a natural tendency for those who are stronger and better equipped to be able to endure and triumph over a recessive period. Those who have adequately invested in their education and their dedication to being successful in their calling will surely survive and will prevail in spite of financial down times. Such seminars, where professionals encourage one another and learn from each other, actually equip people to think out of the box and enable them to get creative when the rest of the world doesn’t really want to part with its hard-earned cash.

A basic sales course may teach the fundamentals of selling, in terms of what selling is about and how best to do it. But a sales seminar is a practical procedure where everyone gets involved and contributes to a process of evolution and transformation. It is not about “teaching”. It is about evolving with a greater understanding; enriched with a more determined course of action; and set to take on the toughest markets in such severely challenging times.

This is the right time to go back to the fundamentals of training, where great thinkers can gather and thrive on participating and engaging in productive deliberation. There is no substitute for the real thing.

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For fees, availability, references and more details, contact The Science and Art of Selling toll free at (866)-876-4761. Our Business Hours are 9:00 AM to 5:00 PM EST Monday through Friday.

You can fill the online form here and we will contact you back in 24 hours.

A person’s largest commercial reward in the world is receiving their full value for their services. Some receive less than they are worth, but what we hope for is that we receive our just and earned shares.
Who wants to buy a stock that misses or waives dividends, stands still, or decreases in value? You’ll find your answer in stock offerings that have no takers.
What company wants a treadmill runner who stands still or backpedals? You’ll find the answer to that question in the army of unemployed.

One morning Elizabeth Potter wakes up to find she is out of work. Her firm has been purchased and will be moving to another region of the country. Elizabeth is not in a position to move, so she begins to look for another job.

Along with hundreds of other emails, Elizabeth’s application slowly hits a company that is interested and grants her an interview. This position was carved to fit the person who is satisfied with what life chooses to give out to him or her – food, clothes, place to lay his or her head, and the right to exist.

But as she progresses, she is not satisfied with just a livable wage, and presents a well prepared portfolio of what she can do. She is hired for a gain in income.

Who did she beat out for this job? Hundreds of applicants both inside the company and out, who did not fight for what they were worth. Elizabeth showed what she could do. It was not just words. The amazing thing in this case is how the internal employees failed to demonstrate that they had the performance ability for the position.

By hiring someone who could demonstrate their abilities it may mean the company can save hundreds of thousands of dollars. No inside employee could match her ability to sell her competencies. It doesn’t mean they might not have those competencies; it does mean they didn’t sell them.

In another case a company is searching for a new auditor. Outsourcing costs are running too high and the international business work seems too much for the current auditor. In the New Z-Laser Company in Pittsburgh, a thirty-five-year-old dynamo, Bill Marin, is making a name for himself in the auditor’s position, and as a leading member of the professional auditing association. On top of it he has sought international finance and marketing expertise.

His ability has been noted by outsiders as well as by those above him. So, winding slowly through the grapevine, word reached the searching company that a right person for their open position exists. They send an invitation to Bill Martin for lunch.
One month later, entrenched behind a mahogany desk in a private office, Bill Martin is on that success road to a six figure salary.

In this case the job found the person. The CXO’s are congratulating themselves on having secured Bill’s services and are doing everything in their power to help him get a fair, square start.

Think it over.
Both Bill Martin and Elizabeth successfully sold themselves, purveyed their strong personalities, while hundreds of others, many that should have had an advantage by being current employees failed to make the effort. It did not happen overnight: both Bill and Elizabeth trained, expanded their talents, developed, and as their personal worth grew their incomes as well expanded. One of their trademarks was their dedication to a constant repetition of intended and steady tasks.

But an in-house employee should have been in line for that job. A person out of their own organization who had delivered every step of the way would have been far preferable at the time in the eyes of the employer. This person had overlooked the necessity of selling themselves and their possibilities to his employers.

There are three classes of workers:

1. The person who doesn’t try;
2. The person who builds their ability but fails to demonstrate it.
3. The person of success: a combination of ever-increasing ability and constant personality selling, who wins in spite of person barriers.

And, after all, you can be what you make yourself. Often just a little longer pull and a little stronger one and the sky is your earnings limit.

On the other hand, the person, who lies down and rests; who is satisfied at any point is lost. They become one of the vast wayside army which acts as background and scenery for the ones who really follow through.

For Bill and Elizabeth the future wore a cloak of question marks, too. But they pulled back that curtain and traveled the identical road that you are following. Therefore, there is no reason under a blue sky above why you can’t do as much.

Now I’m going to repeat: Step by step-constantly adding to your store of knowledge - constantly fitting yourself for the step ahead, that is a step above you: study and work; use every capability within you; develop your talents and create new ones; then build yourself, your ability, and your possibilities day by day; and sell yourself all the way.

When you stop to analyze it, a salesperson selling products has just exactly three things to do:

1. first find a customer,
2. then make the sales to happen,
3. and last, but not least, that sales person has to cultivate customers to buy more.

It all comes down to selling yourself - selling personality.

You are your own wares. The person who employs you is your customer. You’ve got to find your customer by locating a business that offers opportunity for you and needs what you have to offer. You have to make your first sale: actually land the position.
And then, where the salesperson’s work is to make his customers buy more of his products, your task is to build the value of your services and get a cash return - promotion - if you follow these steps.

First, as insurance against under-payment, learn to sell your personality and ability at its full market value.
Second, keep on building and adding to what you have to sell; day by day making yourself worth a little more, and year by year collect for it.

To learn more about the Crucial Points to Succeed in Sales (and Life) get my e-book here.

My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now!

Learn to Identify the Trigger Events
That Motivate Prospects to Buy

“I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to buy, you’ll waste precious time that could be better spent pursuing accounts that are ready to sign. Although the economy is in strife, people are still buying. The key is to identify which prospects are ready to buy now.

In this webinar, you will learn how to:

• Use trigger events to select the right prospects to pursue
• Identify prospect needs before you ever contact them
• Recognize the difference between internal and external trigger events
• Leverage trigger events to increase your sales effectiveness

As an added bonus, you’ll receive my e-Book, “Trigger Events,” a $13.95 value.

Suggested Attendees: All sales people, sales managers, and small business owners

Read more here.

There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: “new” sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.

Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold calling and open-ended questions, but customers are changing rapidly in their behavior, buying habits, knowledge about the situation on the market, and most important - their expectations from sellers.

Selling itself is changing. Whole business environment is more dynamic, we have many and breaking new products on the market, and competition is bigger, harder, and stronger day-by-day. Buyers are more educated, they are searching for information by themselves, and they are looking from providers to understand buyer’s situation, needs and business.

Sales cannot continue to resolve twenty-first century situations in the business world using last-century tips and tricks. Tomorrow’s sales challenges cannot be met using last-century’s understandings and strategies. Those skills and information are not wrong; they are simply incomplete for today’s market. Unless this is acknowledged and the sales professional admits that he does not know all there is to know about sales and customers behavior, there can be no hope of continuing excellence in sales as is.

I believe it is finally the right time for the dinosaurs of sales to become extinct.

The 21st Century changes the rules of engagement. New knowledge is needed and also new set of tools which will include the technology, to help you in your search for your next customer.

Technology is developing at a pace that rarely anyone can catch up, and especially the last two decades many trained sales people are not in the position to utilize the advantages of the technology. In this regard, the technology can be your friend or foe.

Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or days.

Trigger events are great tool set to help you find new opportunities on the market for your product or service. With trigger events it will be easier for you to find companies that have immediate wants and needs. You are looking for events that can trigger the sales opportunity for you.

Trigger events can be divided depending where they have been triggered, inside or outside the company. Therefore we have two sorts of trigger events:

Internal trigger events are events triggered inside of the company or business.

External trigger events are one that we cannot influence, but we need to adapt to a newly created situation. It affects the customers’ success and could change business environment dramatically.

Learning about the trigger events, what they are, where to find and how to use them, your benefit is that with this newly acquired knowledge you will be able to qualify prospects faster and find your next customer much easier than before.

And not just that - you will be able to put customers in the market who didn’t feel that way before you contacted them. Trigger events can be a very powerful weapon for sales person who wants to be able to qualify prospects faster and understand his customers’ situation, and even identify needs with customers together.

With trigger events you will be better prepared for challenges that customers are putting in front of us each day. You will be equipped with a completely new set of tools needed to recognize who could be (and should be) on the market today for your product or services, giving you the better understanding where you should focus your selling activities.

Learning about this new set of tools you will be reminded, motivated, and pushed to do something more for your sales career and your sales numbers. A sales person needs to grow, to try to reach that next goal and to have a life filled with success in his or her profession, which makes life more worth living.

I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products or service than other salespeople in the same company.

So you are probably asking yourself – how is it that they can make six or seven figures and you are struggling month by month to make ends meet and reach your quotas?

The first and probably the most accurate answer is that they see themselves as professionals.

How can you grow if you don’t adopt new ideas or learn about new things in business and in sales? How can you expect to advance to better, higher paid positions if you stop investing in your knowledge?

In my 16+ years in different roles in sales, I have met many sales people who never bought a book about the sales in their life. They never attended a seminar about sales, which was not part of their company at the time. However, they were always complaining about how companies are not investing enough in their sales force, yet expect them to be perfect and up to date. That is the reason why they don’t want to invest in seminars on their own.

They believe that if their company does not see the value in it, why would they pay for it by themselves? Also they feel they know everything about the sales, so there is no need for spending money on books and seminars, or finding time for reading magazines or specialized websites. Many of those people who don’t learn continuously wonder why they don’t advance in their career or are skipped over again for a promotion.

I am giving you perfect examples of how the amateurs are thinking while blaming everyone around them for being unsuccessful in sales. You are the one who is making the decision. Every morning, when you look in the mirror, are you seeing the reflection of an amateur or professional?

Sales professional is someone who invests in his knowledge, who reads magazines and web portals dedicated to sales people and attends seminars and conferences. A sales person who follows the trends understands how essential it is to improve him personally.Professionals are ones they know how necessary this is to start selling more. And of course – they are the ones who are earning more.

Be different from the 95% of salespeople out there who are not investing in their knowledge, and you will start seeing the change. It will start first inside of you where you will be hungrier for the new knowledge. You will have a better conversation and better approach to your prospects and people around you will see that difference.

Your self-respect that you’ve gained with that new knowledge will make the world your oyster. Don’t wait for your employer to send you to a seminar. Be proactive, for yourself and your career. It will benefit you in the long term - with your career and most importantly you will see the difference in your wallet!

You are asking your clients to make a change, but if you are unwilling to change yourself, how can you ask your prospects to?

Your sales process will also depend on your efforts invested in research and understanding your customer base, your energy and enthusiasm about your product. If you cannot transfer enthusiasm to your prospects, you are in deep problems. When you talking about something people can feel if you are insincere, or you really know what you are talking about.

It is not what are you saying but how are you saying it.

What does it mean to be sales professional? I am not saying that you have to live, eat and breathe sales 24/7 every day for the rest of your life, but to start seeing your sales position as something more, something bigger than 9-5 job.

Whether you love your sales job or not, you have a choice to do it well or not, to be fully involved or back away, and if you have this attitude of choosing to do your work well, you will enjoy your job itself!

You can be very productive once you consciously choose to be in sales, and if you change your approach from “get things done” to actually enjoy what you do, you can get the job well done and be rewarded for your efforts.

Fulfillment in your life comes with doing a great job, whatever you do. And your occupation, in this case sales profession, is just as important to your personal health as the right food for your body.

Invest in your knowledge; put the seeds in the small steps and watering your skills and constant caring about your sales knowledge. And when the time of harvesting comes, you will have the fruits of your efforts in front of you.

To differentiate from majority of people who don’t like what they do, you have to actually enjoy what you do.

Start your day by doing your job the best you can, and try to do it for a week. Then come back next week and do it all over again. The best you can, not waiting for rewards, not asking for rewards. Don’t wait for results to come, just do the job the best you could. When first results came back, when you get positive feedback from your customers, when you close a new deal – ask yourself: What has changed?

You will start loving your job because success will come, first in small steps, but more and more day by day it will grow. Your customers will start seeing you as a knowledgeable person, your colleagues will see you with different eyes, and you will realize that all of that is important, but most important are feelings inside of you that start building – good feelings about yourself.

You will feel worthy, valuable to your customers, colleagues, and you will build that feeling inside of you that you are valuable part of your environment.

And you will start feeling that you are helping others – your colleagues to be better, your customers to find the best solution, and by helping them you are actually helping yourself to become a more valuable member of the community.

Does it make sense?

Natural order of things is in doing your best at what you do best, and the rewards will follow inevitable.

Remember this - you can’t fail how hard you try it.