Two Days

When I first started in sales I used to worry quite a bit about two days. Actually, I worried about them for too many years. The first day is yesterday. I’d rehash the mistakes I’d made yesterday and beat myself up for not making one more sale or more cold calls or whatever it was I could find to worry about.

The other day is tomorrow. If it was close to the end of the month, I’d worry about making my sales quota or I’d worry about tomorrow’s big presentation or if someone would cancel an important sales call or if the competition would release a better product. I could spend lots of time in tomorrow.

Finally, I realized that yesterday is gone and tomorrow is yet to be born. I only have today so why not live it and work like it is the only day that matters – because it is the only day that matters.

And, so I wrote a list of sales principles to follow. They work for me. Maybe they can help you too.

Today I will –

  1. Listen with my heart and not just my ears.
  2. Treat everyone the way I would want them to treat me.
  3. Look for the good in everyone. Run like crazy if I can’t find it.
  4. Deliver more than what is expected of me.
  5. Look at failure as a learning experience that can now be avoided.

And, most importantly, I will always remember to focus on providing value to those who invest their time with me on every sales interaction. Remember it isn’t about me.

Today is the only day.
~Frederick Buechner

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Selling To The Four Personality Types

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