Published on April 2, 2003

Abraham Lincoln once said, “Always bear in mind that your own resolution to succeed is more important than any one thing.” When you read about Lita Rosario above and analyze all of the superstars in sales today, you realize that Lincoln’s quote is still relevant to our success.

The passion to follow through on your resolution to achieve a desired outcome is critical to your success. It is your passion that forces you day in and day out to do the little things that count. To achieve success in sales, the little things include: consistently making the number of calls to succeed; leaving customer focused messages so they will return your calls; and grounding yourself before each sales call to make sure you are operating out of a customer focused mindset versus a self focused mindset.

To sell value, you must be passionate about making a difference in people’s lives. Finding out what’s missing for them and filling in the blanks. How strong is your passion? If it is not strong enough to motivate you to consistently do the little things day in and day out, then you probably should re-evaluate your mission. Too often I see sales people going through the tasks of making sales calls, but without a strong sense of purpose. These sales people are simply playing the numbers game that produces mediocre results.

Ensuring your passion is strong enough to achieve your desired level of success is something we must constantly test and monitor on a daily basis. To sell value, we must be passionate about the impacts we provide our customers.

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