We all know the failure rate in the first few years of real estate is off the charts. Why? The barriers of entry into the real estate industry are relatively low by comparison to other professions. You don’t need to spend years in school; there’s no apprenticing period and it’s doesn’t require a significant financial investment like many new businesses. Consequently, many people get into the business of selling real estate are merely interested in giving it a try.  However, to succeed in this great profession, and as in any great profession, you must be committed to your success.

I would humbly suggest that everyone is interested in success,
but very few are truly committed to their success.

When things get tough, those interested in success will always look for a way out (or an excuse not to succeed). The committed, on the other hand, always find solutions and strive to make things work. The committed don’t wish for things to get easier – they look for ways to improve, learn and grow.

Commitment is the foundation for success in every area of life from marriage, to family, to business – commitment makes everything work.

Was Steve Jobs “interested” in technology?
Are Olympians “interested” in their sport?

Without commitment, we can only hope for mediocrity.  So back to my original question: Are you interested or are you committed? Let me know in the comments below.

One of the examples of willpower used by the authors is Navy Seal Hell Week training.  During Hell Week, trainees pushed their physical limitations beyond belief with continuous running, swimming, crawling - all while cold, hungry and on less than 5 hours sleep a night.  Not surprising, over 75% failed to complete this gruelling training but what may surprise you is the one common trait shared by the survivors had nothing to do with being in the best shape or having the biggest muscles. It was their ability to look beyond themselves and set aside their own pain to focus on helping their fellow trainees get through Hell Week.  Studies showed that those who were less focused on their own survival and more focused on the survival of the others, experienced more self-control, more willpower and more discipline.

So what does all this have to do with sales?
Let me explain. I recall one of our coaching clients who struggled to make follow-up calls to her open house guests.  After a few questions, I discovered she didn’t make the calls because it felt like she was bothering them and she feared being rejected. But why did she feel this way? Because she was focused on producing a result for herself, rather than on helping the person she was calling. I suggested that instead of worrying about rejection or thinking that she was bugging someone that she develop a mindset that she was simply calling to help.  If they accepted her offer to help, great, if not, that was okay too but at least she did her best. With this small shift in thinking and huge shift in her intention – making these calls became second nature and her business soared within a year.

It seems that self-control becomes easier when it is not selfish. It seems that self-control becomes easier when we are doing something for others rather than for ourselves. 

So next time you are struggling to make your prospecting calls, afraid to ask those tough prequalification questions or perhaps avoiding those post-sale service calls fearing there might be something wrong with the house – remember the selfless few who survived Navy Seal Hell Week – and shift your thoughts away from yourself and focus on how you can really help those you are privileged to serve.   

"Man becomes great exactly in the degree in which he works for the welfare of his fellow men." Gandhi

Are you a Navy Seal of sales?

I was listening to an interview with John Maxwell and he asked a powerful question: What is your intentional growth program?It’s a perfectly timed question. As we begin a new year, many of us look ahead to how we will grow and improve ourselves in the coming months.

For all our reflection, though, how many of us have what Maxwell is referring to: a plan for intentional growth?

Intentional vs. Unintentional Growth
Everyday we grow without realizing. When we overcome challenges, we grow. When we solve a problem, we grow. Even when we make mistakes—or perhaps especiallywhen we make mistakes—we also grow. Just like a muscle that changes when we put it under strain, we grow as human beings when we test ourselves.

This unintentional growth is natural. It’s a normal state, and it happens without our choosing just by the process of going through life.

What most of us are missing out on, however, is intentional growth—the personal development that comes from choosing to test ourselves and expand our minds and abilities in a very specific way.

What Intentional Growth Looks Like
Intentional growth is quite distinct from the growth that happens simply by virtue of passing through life. Intentional growth has three specific characteristics:

• It has an objective. Growth without purpose isn’t intentional. It’s how children learn, but intentional growth requires that you have a goal that stretches you. Do you want to “get in better shape,” or do you want to reduce your body fat by a specific percentage?

• It has a timeline. Growth with no timeline is unintentional. Want to learn to speak before an audience? Decide on the date you’ll do your first engagement.

It measures improvement. Growth means positive change, and for growth to be intentional, you need to know if you’re getting better. Are you converting more prospects than you were last quarter?

Your Intentional Growth Plan
Your plan for intentional growth can focus on any area of learning you like, but here are some ideas to get you started:

• Intentional reading plan. How many books are you going to read in the next year? If you don't like reading you can listen to audio books in your car or on your iPod.

• Intentional skill building plan.Practice sales scripts and dialogues. Practicing objection handling. As a salesperson, your income will be determined by your skills.

• Intentionally learning from others. Each month, invite someone out for lunch that you can learn from. Follow people on Twitter or Facebook, or subscribe to blogs that provide great content. Join a mastermind group or better still, start a mastermind group.

• Intentional personal development. Decide how many personal development retreats or training programs you are going to attend this year.

As you bid farewell to 2011, and work on your business plan for 2012, don't forget to plan for your personal growth, and ask yourself: Am I growing intentionally?

What are your intentional growth plans for 2012? Let us know in the comments!

“Everyone thinks of changing the world, but no one thinks of changing himself.”

-Leo Nikolaevich Tolstoy

The challenge is, for all the resolve we have in January, without action we are no further ahead.  We start off strong, but all too often we find ourselves back in the same old rut, repeating the same patterns and producing the same results.

How Reading Insights Can Help
One of the reasons I love reading and writing insights is because a simple idea can change a life forever. When we’re struck by an insight or idea, it gives us hope. How we feel changes, and when we’re feeling good, we make better decisions and choose better actions.  When our actions change, we produce different results.  Voila!

Here are 28 Insights to Inspire and Ignite Your Thoughts in 2012 

1.     Believe in yourself. You have and are everything you need to be to succeed beyond your wildest dreams.

2.     In 2012, you are writing the next chapter in the story of your life. Write something that makes you proud.

3.     Remember: if it is consistently hard, it's probably not right.

4.     Fully commit to your goals.  Many are interested in achieving their goals, but few are really committed.

5.     In 2012, resolve to be the calming influence in all situations.

6.     Find the positive when faced with a negative experience.

7.     In 2012, refuse to accept anything less than your best work.

8.     Don't wait to see what type of year you are going to have. DECIDE what type of year you are going to have.

9.     Inspire others rather than trying to impress; be interested rather than trying to be interesting.

10.   Lead with your heart, not with your head: the heart is always smarter than the head.

11.   Be open to everything and limited by nothing (thank you, Ron Dickson).

12.   Choose to be happy - no matter what.

13.   Choose to eliminate all negativity in your life.

14.   Act as if you could not fail.

15.   Spend less than you earn.

16.   It’s great to be liked and respected; however, if you can only choose one, choose being respected.

17.   Eliminate all non-important and non-productive activities from each day.

18.   Say what needs to be heard, not what wants to be heard. Tell the truth no matter what.

19.   Make the choice to live a life you love in 2012.

20.   Stop trying to be everything to everybody and learn to say NO!

21.   Embrace the challenges, embrace the struggles and embrace work.

22.   Get in the best shape of your life. You will love the way you feel physically but most importantly, mentally.

23.   If you are in sales, focus on how many connections – not contacts – you make.

24.   Replace a bad habit with a great habit every month.

25.   Make 2012 the year of NO EXCUSES. We can’t produce results and excuses at the same time. Excuses only justify our lack of results.

26.   Stop complaining. Now.

27.   Never stop believing.

28.   Fall in love with your work, with your life, and with yourself.

Read your favourite insights daily to help you stay on track all year round. What’s your favourite insight, and what are you committed to in 2012? Let us know in the comments.

“Few things are as dangerous as being busy.” - Robin Sharma

It seems we’ve all mastered the art of being busy. Ask around—you won’t find many people who wish they were busier. But I think Oprah said it best: "The essential question is not, 'How busy are you?' but "What are you busy at?'"

The Problem With Busy
What Oprah was getting at is that where you direct your time and energy matters. It’s not enough to just spend time and energy. You need to spend it wisely. Emails, phone calls, staff interruptions, checking voice mail, texts—these are all things that feel important. When we do them we feel like we’re getting something done. We feel productive. But often those things are nothing more than the squeaky wheel that gets the grease.

Cutting Through Busy to Productive
I was listening to an interview with Mark Sanborn and he posed a wonderful question:

What are the three things that you should do everyday to ensure your ongoing success?

At its core, this question is about separating the urgent from the important.  About avoiding the trap of being busy but not productive. After I heard this question, I took a few minutes to think through what mine were. I’m sharing my top four here and invite you to share yours so we can all learn from each other.

My Top Four:
Exercise
Building relationships
Content development
Leadership of my team

Quiet, But Critical
Highly productive activities often share a common characteristic: they’re quiet. Unlike the squeaky wheels, important actions don’t come calling. They just sit back and wait. That’s true of my important activities.

For example:
If I don't get on the exercise bike and work out, the bike doesn't call to ask why. Yet being healthy and energetic is critical to my productivity.

If I don't develop any new content today, my customers don’t call to complain, even though new content is critically important to my business.

If I don’t build relationships, other people won’t build them for me, even though relationships are critical to my personal and business life.

The important things in work and life don’t always come knocking. They’re easily pushed to the background by the squeaky wheels that make you busy, but not productive.  And they also play second fiddle to the voice in your head that tells you to do what you want not what you should. To put off what’s important to another time.

Being busy is easy. And while being productive may be hard, it’s also what defines the difference between the good and the great. What 3 to 5 actions would ensure your success if you did them every day? Let us know in the comments!

In this second video of our 6-part series on sales mistakes, we look at 3 simple questions that can INSTANTLY qualify a prospect, and save you hours of wasted time and energy.

How much have unqualified prospects cost you? And how have you tackled the problem? Let us know in the comments!

In this two-minute video, I'll share one of the most dangerous misconceptions in our culture, and how it affected the life of one of the great visionaries of our time.

If you were to stop making this mistake today, what would it mean to your business? Let us know in the comments!

Here is my simple, yet very effective solution to this ongoing challenge:

Book your time off before your time on.

When I look at the top producers that we work with who have mastered work-life balance, this is there is one common denominator: they book their time off first and give their work what’s left.

The Time-Money Parallel

To see the same principle in action elsewhere, you don’t need to look any further than the world of financial management. Time poverty, it turns out, is no different than financial poverty.

The poor tend to spend first and save what’s left, which we all know is almost always nothing. The rich, however, save and invest first, then spend.

Time works the same way: those who struggle with work-life balance are “spending” their time first. Like the financial strugglers who feel there’s always more month than money, balance strugglers feel there’s always more work than time. There are never enough hours in the day because they work first and then give what little time remains to what is truly important.

Not only does this leave them feeling run down or sick, but they’re plagued with guilt because their daily actions are not aligned with what they value.

How To Book Your Time Off First

To get you started, I’ve prepared a list of things you might want to consider booking first.

As you go through the list, though, remember this: blocking the time off requires more than just saying you’ll take the time. You need to actually schedule the time in your calendar. A holiday you just talk about is a holiday that never happens.

1. Block vacation time. When you are going to go on holidays for the next 12 months? Why not take 6-8 weeks next year? Remember there is money and then there is life. Challenge yourself to take more time this year, and be more productive when you are working.
2. Block your personal development seminars and retreats. Try booking one every quarter. What you know has gotten you where you are. The question you need to ask is what do you need to learn to get where you want to go? Many sales people have performance goals, but very few have learning goals.
3. Block one long weekend every month to do something fun. And while you’re at it, book a full 24-hour period off every week where you’re undisturbed. Many salespeople take a day off, but are taking calls and answering emails all day. You need at true day off to rest and recharge.
4. Block a date night every week with your partner. Take turns planning the date night so that it’s always a surprise for the other. And don’t ever call at the last moment to cancel because of work! The date night must take priority over all work-related issues.
5. Block time for a weekly simple pleasure. Think of something relaxing that you really enjoy, but that you have trouble finding time for. A massage? Walking through a book store? A manicure and pedicure? Coffee with a friend? Stopping in to see a favourite relative, walking through a park, volunteering, joining your favourite club, reading, writing…find your simple pleasure and book it.
6. Block time for daily exercise. Try to do it at the same time every day so it can become a habit. That could mean going to the gym, or it might be going for a run, or a simple walk. Your body is the only place you have to live—if you don’t make time for exercise you’ll eventually have to make time for illness.
7. Book time daily for family dinner and other family time, and then turn off the phone. Just enjoy each other! Your phone should be for your convenience, not everyone else’s.

How do you stay balanced? How do you make time off a priority? Let us know in the comments so we can all learn from each other.

2. Being interesting rather than interested.

3. Trying to closing a sale, rather than open a relationship.

4. Preparing by thinking about what you are going to tell the prospect, instead of what you are going to ask the prospect. Selling is asking, not telling.

5. Trying to sell or persuade prospects, rather the educate them. Education is the highest form of sales.

6. Not generating/prospecting for new business every working day!

7. Working with unqualified and/or unmotivated prospects. When people don’t have to make a decision, they often won’t.

8. Not visualizing your desired outcome before an appointment. Your focus will quite often become your reality.

9. Not following a highly productive daily schedule. Plan your day and then work your plan.

10. Not having a compelling value proposition. Make it a no-brainer decision for prospects to do business with you.

11. Focusing on what you are going to get (money), rather what you are going to give and contribute (the value you deliver).

12. Competing on price, rather than value. Only 10% of people want the best price, 90% want value.

13. Not believing in you! You must believe. If you don’t believe in you, no one else will either.

14. Not engaging in lifelong learning. What you know has gotten you where you are. The question you need to ask is, “What do I need to learn to get where I want to go?”

15. Not learning from unsuccessful presentations. Always ask yourself, “What did I do right? What did I do wrong? What could I have done better?” .

16. Not spending 80% of your working day in dollar productive activities.

17. Not doing lead follow-up EVERYDAY!

18. Not setting a qualified sales appointment EVERYDAY!

19. Not taking QUALITY time off to rest, renew and recharge. (BIG MISTAKE!)

20. Focusing your sales presentation on what you are going to do, rather than what you have already done for others.

21. Thinking that social media, e-mail and other tools mean you no longer need to make outgoing sales calls.

22. Focusing more on pre-sale service, rather than post-sale service.

23. Thinking the sale is complete before the customer is satisfied! (BIG MISTAKE!)

24. Putting what could/should be done today off until Monday. Top producers get it done NOW!

25. Trying to be everything to everybody. Sometimes you need to say no.

26. Being afraid to strike out! Babe Ruth was not only the home run king. He was also the strikeout king!

Do you have a sales mistake to add? Let us know in the comments!

At about 9:30 am, I was well into my talk when I noticed one of our partners walking straight up the centre aisle towards the stage to speak with me. I knew this person would never disturb me during a talk unless the news was urgent. It’s amazing how your mind will fill in gaps in information. In the minute or so it took him to walk up the center aisle, a dozen different scenarios passed through my mind, all while I was still speaking as if everything was fine.

I remember thinking did something had happened to my wife, or was one of the kids in trouble? My father was with me on the speaking tour, so I wondered if my Mother had experienced a health emergency. It was all speculation over the few moments it took him to reach the stage, but I knew that whatever the news was, it wasn’t good.

It was terrible news, or course. And just as I gave the audience the limited information I had, American Airlines Flight 77 struck the Pentagon killing 184 people. The unease only deepened when at 10:03, United Airlines Flight 93 crashed to the ground in Shankville, Pennsylvania, about 20 minutes from the hotel meeting room that I was standing in, killing 40 passengers and crew. The attacks eventually took 2977 lives.

As I write this blog, I am back on a plane once again. It’s the 10^th anniversary of the attacks, and I’m at 35,000 feet flying to Vienna, Austria where I will be speaking this coming week.

My wife and family were not terribly excited about me flying on this particular date, but I am not going to allow terrorists to determine what I do and what I do not do. If the goal of terrorism is to instill fear, then I’m proud to fly on September 11^th 2011.

What I Learned: The Triumph of Spirit over Tragedy

It took me over a week to get back to Canada after September 11, but despite the tragedy and chaos, it was a great experience to be in the United States to watch the human spirit at work.

I learned that the human spirit is much stronger than we think. When people come together focused on a common goal, truly anything is possible. The firefighters, police, medical workers, companies, professionals and countless volunteers that united as one to risk their lives for people they didn’t even know was amazing to watch, and a testament to what is possible.

It doesn’t matter whether it’s a family, a sports team, a business, a non-profit organization, a company, a division of a company or a government—when you have a group of committed people brought together by a common cause and unattached to credit or reward, truly anything is possible.

As I look at the financial crisis facing the US today, the lack of jobs and the undeniably difficult times for so many, I can’t help but wonder if both federal parties could benefit from this same spirit. To commit to a common cause. To stop posturing, and work with the same sense of urgency and selflessness that so many amazing Americans did post 9/11.

Have we learned? Will it take something so terribly tragic as 9/11 for people to work together as one again?

Graham was a realtor, married with two children, and living in British Columbia. After losing access to his kids, his real estate business went to zero – he had no motivation to work and lost his confidence and drive for work and life in general. He was soon drinking too much, hooked on crack cocaine and hanging around the wrong people.

For the next three years, Graham spiraled further downward until he hit rock bottom. He spent over $200,000 in savings, began stealing to support his habit and eventually wound up homeless and in jail.

After hitting bottom, he was helped into a recovery centre for six months of treatment, then lived for another year in transition housing. He had lost his confidence, and lived with remorse, guilt, anger and embarrassment. He looked for work, but could only find odd jobs because of his police record.

Turnaround

The treatment centre, however, had taught him that he had to change his way of thinking. Slowly, Graham began to change his behaviours to support his efforts to rebuild his life.

1. He started to read great books, including Think and Grow Rich by Napoleon Hill, How to Win Friends and Influence people by Dale Carnegie, A New Earth by Eckhart Tolle and The Greatest Salesman in the World by Og Mandino.
2. Graham had learned that addiction is about isolation, and he began to make "social deposits". He got involved in the community, became an Adopt A Street leader and organized and played at children’s Christmas concerts.
3. He created prayers and affirmations that he used through the day to begin to shift his thinking to a more positive mindset.
4. Between odd jobs, he wanted to get his real estate license back. Because of his record, he had to plead his case before the real estate board. After a nervous presentation, they agreed to give him a chance.
5. He set a goal to make $100,000 in his first year. He ended up making over $250,000.

How does a broke, recovering addict with a criminal record make over a quarter of a million dollars in the real estate industry in one year? Here’s what Graham did:

1. Knocked on doors five days a week for an hour each day.
2. Developed scripted questions to ask while door knocking. Graham says it took him 100 doors before he felt comfortable with the scripts. It took 1000 doors before he felt like a pro.
3. Studied and internalized the top ten real estate objection handling scripts, and practiced them hundreds and hundreds of times.
4. Used a quality, real estate-specific database management system to track and follow-up leads and transactions.
5. Became obsessed with internet marketing and maximized all sources available.
6. Continued to chant his affirmations as he walked from house to house.
7. Persisted even when things got tough or frustrating moving forward to the next door/expiry/FSBO/COI with faith and the determination to succeed.
8. Stayed actively involved in the community and routinely spoke about crime prevention, addiction. Emceeing music festivals and performing with his band...Social deposits!
9. Interviewed 3 TOP producing realtors in his area and took notes on what they do to stay on top – to this day they help as mentors and a support group.
10. Thanked his ‘Higher Power’ daily for all he has been blessed with, and continued to live in gratitude throughout the day.
11. Built an amazing relationship with his children, ex-wife, friends, community, employer, family and most importantly...himself.

I love stories like this. We all face challenging times in our lives—it’s not if we will face them, it’s when we will. I hope none of you reach the depths of Graham’s despair, but what his story shows us is that no matter how bad the tough times get, never lose hope.

You can learn more about Graham and his work in this CTV interview.

Thanks Graham for letting me tell your story.

-Les Brown

My recent blog post, “What Do Professional Athletes And Professional Sales People Have In Common?” received a lot of attention and was the most read blog I have written to date. A big thanks to all of you for the feedback and support

The article finished with this truism: “Just like great athletes, great salespeople don’t just have the ability to perform at a high level. They have the ability to do it more often than the rest.”

As a follow up, I’d like to share some of my strategies for consistently performing at a higher level by maintaining a positive mental attitude.

First, though, I have a confession to make: I am not always in a good mood, I am not always optimistic, I am not always happy and I don’t always have a positive mental attitude! I remember when I was younger I would see speakers on stage, or meet with top sales people and think that they had it all figured out. That they were different than me. That they must be positive all the time. It seemed that their life was perfect.

I’m now one of those people I used to watch and I’ve come to discover that, like everyone else, high performers are not always in a great place mentally. The difference, though, is their ability to get themselves into a good mental space on demand.

It’s not how we perform on the days we feel like performing that matters - it’s how we perform on the days we don’t feel like performing.

Top 10 Ideas to maintain a mental "A" game:

1. Review your goals every morning. Focus on where you are going not just where you are. Review your 1, 3, 5 and 10 year goals, then create a plan as to what you can do today to move toward your goals. Remember that success is a journey not a destination.
2. Perform a random act of kindness everyday. Our family calls them RAK’s. Here are a few that I have done in my travels:
   • Pay for the person in the drive-through behind you
   • Call someone out of the blue and thank them for being in your life
   • Give a book I enjoy and had just finished to the person working the counter as I checked out of a hotel
   • Go on a refreshment run for our team in the mid-afternoon
   • Send a friend a book or audio series
   • Hold the door for someone that is walking into a coffee shop behind you when you know there is a line inside (which means they will be ahead of you—watch how surprised they are)
   • Share your points. If you don't have a points card in the store, ask the person behind you if they want your points!
      
3. Exercise daily. This is a big one for me! I don’t feel like exercising daily, but I feel so much better when I do. For some, “exercise” might mean working out hard at the gym. For others, it might mean just going for a walk around the block. Find your own definition.
4. Bring closure to a troubled relationship. Even if you do not agree with what the other person has done or said. Do you want to be right or happy?
5. Listen to positive audio programs daily in your car, or play them in the background in your office. They can be motivational audiobooks or podcasts, or training audio programs. Feed your mind positive ideas and thoughts!
6. Drink lots of water.At least 3 litres a day. It will blow your mind how much more energy you will have and much better you will feel.
7. Get deeply involved in a charity that is close to your heart.
8. Spend less than you make.
9. Have great mental triggers. I use two mantras to maintain my A-game when things get tough. The first is: You always have three choices in life: 1) Live with it; 2) Change it; 3) Leave it. The second is: There is always a solution - we just need to change the way we look at things.
10. Write down what you have to be thankful forat the beginning and ending of each day

Now it's your turn - let us know what you do to maintain your positive attitude - it will help us all. Choose your thoughts carefully… they are the architect of your life.

Make it Count,

Rich

The first and greatest victory is to conquer yourself;
to be conquered by yourself is of all things most shameful and vile.

-Plato

I’ve always believed that being a professional athlete and a professional salesperson have a lot in common.

As a pro athlete, you wake every morning starting again at zero, understanding that your success is based on how you perform in the next game. There is no tenure, no taking it easy because you had a great game yesterday—it’s today’s game that matters.

Sales is much the same. What matters is how you perform today. To be successful, you need to be 100% in the game every day—whether you feel like it or not.

Like pro sports, sales is performance-based. I’m a huge fan of professional golf. I believe it’s one of the purest sports there is. There are no lucrative long-term contracts like baseball, football, hockey, or basketball. There is no team to pick up the slack when you’re down. You’re on your own. Moreover, you’re paid based on your success in each tournament. Much like sales, you only get paid when you perform.

Yes, some professional golfers have enormous endorsement contracts, but they got these because of their past performance and most of the compensation that comes from them is paid out based on future performance.

Sales and Sports Are Both Mental Games

What has intrigued me about golf lately is the number of players that now have mental coaches. For decades, fitness coaches, swing coaches and putting coaches have been commonplace, but more and more athletes now use mental coaches to take their game to the next level.

Dr. Bob Rotella has been the mental coach guru on the tour for years. He began at a time when it was almost unheard of to have a mental coach. When he started to produce great results for the likes of Tom Kite and Nick Price years ago on the PGA tour, many other players took notice. Now a mental coach has become as common as a swing coach.

Why the boost in mental coaching popularity? While physical coaching might create skill and technique, players have struggled for years to figure why one day they can shoot 65, and the next day fumble their way to 75. Clearly it’s not about ability—after all, they had the skill to shoot 65 the day before. It’s about what’s going on in their heads.

It has been said that 80% of success in golf is what goes on between the ears. Sales is no different. Why does a salesperson have a great couple of days, weeks or months and then go into a slump? It’s not about ability—it’s about mentality. It’s what’s going on upstairs. Like athletic slumps, all sales slumps are mental.

The difference between the good and the great in sports and in sales is not how we perform on the days we feel like performing. It’s how we perform on the days we don’t. It’s not how what we do when our confidence is high, it’s what we do when our confidence is low. The difference is almost entirely psychological.

Just like great athletes, great salespeople don’t just have the ability to perform at a high level. They have the ability to do it more often than the rest.

How do you keep your mental sales game sharp? Let us know in the comments!