Work Harder on Yourself

 Work harder on yourself than you do on your job.

One creates a living. The other creates a life.

What That Work Actually Looks Like

For salespeople, that work is specific: the mind, the attitude, the perspective, the skills, the tonality, the pieces that shape a call before you say a word. Build those and you become someone people want to buy from. It takes practice, repeated until it's who you are.

The Unfair Advantage

One of the best salespeople I've ever worked with said something I still think about. He walked out of a training program and told me he had an unfair advantage over everyone else in the room. He'd spent the months before working on his mind, his attitude, his delivery, not a new pitch. That's what changed how he sold.

Work on who you are. The advantage follows.

Roy Waterhouse is the founder of Lean Sales Group, where he coaches salespeople on building trust and growing accounts.