TIPS
VIDEO: ANDY HEDRICK'S 2V2R SYSTEM FOR RAPID SALES GROWTH
‘‘ SELLING TIP The Importance of How You Feel
The most important thing in life is not book learning, or grades, or degrees, or even sales. It’s not important what you do or what you have. It’s how you feel about yourself (and what you do and have) that counts. Your self-esteem and self-confidence are what make the day worthwhile. The pursuit of perfectionism is a game that many people play so hard that
they lose sight of the importance of how they feel. There’s nothing wrong with striving to be good at what you have chosen to do. It’s a worthwhile goal – but not at the expense of your happiness. This is the only shot you’re going to get at life. Today is the only day you have. Tomorrow is always a question mark. If you’re not enjoying it, you’re wasting it. While enjoying your day may take many different forms, you can certainly tell when enjoyment is missing. Do you complain a lot? Do you put off tasks that would lead to the suc- cess you say you want? Do you spend hours daydreaming of faraway places or plan endlessly for future events that may or may not take place? Do you avoid taking responsibility for your own actions? These are just a few of the indications that enjoyment is missing from your day. But what can you do about it? Start by listening to your own self-talk. If it’s negative, wipe your mental slate clean. You can choose your thoughts just like you choose what clothes you’re going to wear. Make a list of the five worst things you have to do today and start with them. When they’re out of the way, review your feelings about them. Try to find out why you put them off in the first place. Eliminate your own negative responses to them and see what’s left. You’re right, there is enjoyment even in tasks you think you don’t like. Finally, make a mental note every time you’re having a good time. Repeat
those sensations as often as you can and you’ll find your day full of enjoy- ment in the here and now.
– HENRIETTA GOLDSMITH
The sweetness of low price never equals the bitterness of poor quality. – THOMAS B. LEHON
SELLING TIP
How to Pinpoint Sales Problems
We asked one top-earning tool salesperson how he managed month after month to exceed the performance of competitive reps. In short, what made him stand out from the rest of the pack? “The trick,” he replied, “is
to care about customers as if they were family members. When family members have problems, your goal is to help find solutions. Ditto for cus- tomers. They all have prob- lems. Dig deeply enough and you’ll find them.”
A sales manager we spoke to couldn’t agree more. “Too many salespeople,” she says, “talk too much and don’t listen enough. Listen hard and carefully to prospects and customers with one key goal in mind: to reveal their business chal- lenges. With this launching pad, you can quickly over- take the competition. The deeper you dig, the better you’ll understand customer needs. The better you’ll be able to show your overall value instead of just your product knowledge.”
– RAY DREYFACK
SELLING POWER SEPTEMBER/OCTOBER 2026 | 5 © 2026 SELLING POWER
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