have to go through at this time.” I’ve got a glass of water and you say to me, “Is the glass of water real?” I say that the question is not whether it’s real, but, “Does it slake my thirst? Does it serve me in the way I want it to?” If it does that, then I don’t care whether it’s an illusion. In other words, whatever helps you make your life work, don’t argue with it. Don’t fight it. Don’t do anything with it – just stand back and have one


SELLING TIP Reassessment Plan


Although you visit your clients regularly to make sure things are going well, do you take the extra step of reas- sessing where you stand with the account? Some reps are afraid to ask more than the generic,


“How’s it going?” because they don’t want to rock the boat. What if things aren’t going well? What if the cus- tomer has some stored-up hostility? What if the client cancels? Those are the possible downsides. But there is an upside to the reassessment process. You want your clients to see you as a partner, not just as a sales rep. Get in there and ask the tough questions. Things change – the market, their business,


little corner of your consciousness that says, “I’ve put myself into this act. This is the play I am in. This is the role I have chosen. There must be a rea- son for me to choose it, so I’m going to go through the role – but I’m never going to let the role destroy me.” That’s the key.


I truly believe you can transform yourself. Transformation means the ability to go beyond your form. Trans– form–ation.


When you can see that, you’re much more than just form. You are able to pre-transform what you are in this moment and what you may become in the future.


A lot of people think they are their packaging. And they believe that the package is more important than what the package contains. What the package contains is your ability to be anything you want. That’s what’s important. 


new competition moving in, expansion, new loca- tions. Business is rarely stagnant. Your job is to make sure what you sold the client is working for them. If it needs to be changed, tweaked, or reassessed, it’s your job to find out and make it work! That’s serving the customer. Here’s another good reason to reassess a client. It’s called “upselling.” The more you understand about your customers’ situations, the more you can offer them. And let’s not forget referrals. What better time to ask than when you’re taking good care of them and things are going well?


Go to your clients regularly – whether quarterly or biannually – and reassess. Evaluate where they were, where they are, and where they (and you) are headed. – MARY SALAFIA


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