9 Selling Truths I’d Teach My Younger Self

My hair is now gray, and these are the 9 selling truths I’d teach my younger self. Professional selling began for me 26 years ago. I was 24, had a baby on the way and my family figured I’d starve.

Gratefully, I now have lots of wins and losses under my belt, and I’m still in the game. Given the luxury of a time machine, the ideas below are what I’d share with my younger self.

The order is open to debate, and that’s why there are no numbers. My selling truths to pass on, along with a few suggested to read, are:

Prospect Daily

There is no substitute for consistent activity. It doesn’t matter if you call it cold calling, prospecting or whatever; do it every day and the seeds you plant will grow.

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

In the book, Jeb Blount advocates the “Golden Hour.” Use this whether you are in the field or working in the office smiling and dialing. Protect it, look forward to it and stay focused because it is like mining for gold.

Disqualify More Than You Qualify

A hard selling truth to grasp early in your career is disqualifying. Like many things in life when you’re getting started, any interest fuels excitement. As you gain experience, it becomes clear that time spent gathering information and asking questions save a lot of time later.

When you ask questions, confirm understanding and probe deeply, you will avoid wasting time on tire kickers and price shoppers.

Get to Know a Finance