nd make it even better. If you are not contributing to the profession, you are not being professional. You have to take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and your impact to others will increase.

Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!

It’s just to easy to be complacent, apathetic, and unaware of what your professional calling entails. So do not let yourself become one of the masses.

Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or petty, never

From a seasoned salespro, here are some words of advice...

But a word of warning... if you're looking for the "top ten tips" for closing the sale, or the "3 easiest ways to overcome objections", then this article might not be right for you.

There are many different resources available for salespeople in how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.

In fact, there has not been a major advance in the sales profession since the early 1900s -- since the beginning of what is now called "solution selling."

The next evolution in selling is upon us, and it requires all salespeople to conduct a thorough review of where they are, who they stand for, and what they are trying to achieve. If you are not actively embracing this evolution, you will be passed by -- by those who are now just coming into the profession -- the "new" sales reps who are seeking to first understand "WHAT" sales is, before they learn "HOW" to apply selling techniques.

The evolution underway was born from each salesperson’s ability to fully customize their own selling system to the needs of the clients and their territory. Seasoned sales pros of today have a deep command of the basics, and they've come up with something that is uniquely their own over time.

They have fully customized an approach that maximizes strengths and minimizes weaknesses -- it just took 10--15 years (or longer) to do for many people.

In the next evolution of selling, each of salesperson must have a foundation of sales competency and and understanding of the framework of selling is, before they learn a single technique.

So, my advice for any new person coming into sales would be to first strive and understand the universally applicable knowledge, skills, and abilities you must have to be successful. When you read as many books as you can, attend as many seminars as you can, and ask as many questions as you can, then do it some more. You must work hard to to understand the common "sales language" that other salespeople have. You must be able to engage in a professional discussion with another salesperson who might even be your competitor because of this common language. One way to think of it --- work hard to learn and discuss what it means to be a professional. Just like doctors who all understand the contents of "Gray’s Anatomy Book."

The harder you work at the beginning of your career, the better we all are. Other people outside the profession will soon begin to see selling for what it is – a major catalyst in the global economy. Until that time, be proud of selling. Do not be afraid of who you are. Take comfort in the fact that there are over 30 million of you across the globe.

I also challenge each person to look at his or herself and engage in a dialogue with their customers around what a great sales professional is in their mind. I would also challenge you to submit your contributions to UPSA and help us define the universal selling framework and make it even better. If you are not contributing to the profession, you are not being professional. You have to take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and your impact to others will increase.

Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!

It’s just to easy to be complacent, apathetic, and unaware of what your professional calling entails. So do not let yourself become one of the masses.

Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or petty, never

eve. If you are not actively embracing this evolution, you will be passed by -- by those who are now just coming into the profession -- the "new" sales reps who are seeking to first understand "WHAT" sales is, before they learn "HOW" to apply selling techniques.

The evolution underway was born from each salesperson’s ability to fully customize their own selling system to the needs of the clients and their territory. Seasoned sales pros of today have a deep command of the basics, and they've come up with something that is uniquely their own over time.

They have fully customized an approach that maximizes strengths and minimizes weaknesses -- it just took 10--15 years (or longer) to do for many people.

In the next evolution of selling, each of salesperson must have a foundation of sales competency and and understanding of the framework of selling is, before they learn a single technique.

So, my advice for any new person coming into sales would be to first strive and understand the universally applicable knowledge, skills, and abilities you must have to be successful. When you read as many books as you can, attend as many seminars as you can, and ask as many questions as you can, then do it some more. You must work hard to to understand the common "sales language" that other salespeople have. You must be able to engage in a professional discussion with another salesperson who might even be your competitor because of this common language. One way to think of it --- work hard to learn and discuss what it means to be a professional. Just like doctors who all understand the contents of "Gray’s Anatomy Book."

The harder you work at the beginning of your career, the better we all are. Other people outside the profession will soon begin to see selling for what it is – a major catalyst in the global economy. Until that time, be proud of selling. Do not be afraid of who you are. Take comfort in the fact that there are over 30 million of you across the globe.

I also challenge each person to look at his or herself and engage in a dialogue with their customers around what a great sales professional is in their mind. I would also challenge you to submit your contributions to UPSA and help us define the universal selling framework and make it even better. If you are not contributing to the profession, you are not being professional. You have to take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and your impact to others will increase.

Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!

It’s just to easy to be complacent, apathetic, and unaware of what your professional calling entails. So do not let yourself become one of the masses.

Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or petty, never

of salesperson must have a foundation of sales competency and and understanding of the framework of selling is, before they learn a single technique.

So, my advice for any new person coming into sales would be to first strive and understand the universally applicable knowledge, skills, and abilities you must have to be successful. When you read as many books as you can, attend as many seminars as you can, and ask as many questions as you can, then do it some more. You must work hard to to understand the common "sales language" that other salespeople have. You must be able to engage in a professional discussion with another salesperson who might even be your competitor because of this common language. One way to think of it --- work hard to learn and discuss what it means to be a professional. Just like doctors who all understand the contents of "Gray’s Anatomy Book."

The harder you work at the beginning of your career, the better we all are. Other people outside the profession will soon begin to see selling for what it is – a major catalyst in the global economy. Until that time, be proud of selling. Do not be afraid of who you are. Take comfort in the fact that there are over 30 million of you across the globe.

I also challenge each person to look at his or herself and engage in a dialogue with their customers around what a great sales professional is in their mind. I would also challenge you to submit your contributions to UPSA and help us define the universal selling framework and make it even better. If you are not contributing to the profession, you are not being professional. You have to take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and your impact to others will increase.

Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!

It’s just to easy to be complacent, apathetic, and unaware of what your professional calling entails. So do not let yourself become one of the masses.

Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or petty, never

and discuss what it means to be a professional. Just like doctors who all understand the contents of "Gray’s Anatomy Book."

The harder you work at the beginning of your career, the better we all are. Other people outside the profession will soon begin to see selling for what it is – a major catalyst in the global economy. Until that time, be proud of selling. Do not be afraid of who you are. Take comfort in the fact that there are over 30 million of you across the globe.

I also challenge each person to look at his or herself and engage in a dialogue with their customers around what a great sales professional is in their mind. I would also challenge you to submit your contributions to UPSA and help us define the universal selling framework and make it even better. If you are not contributing to the profession, you are not being professional. You have to take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and your impact to others will increase.

Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!

It’s just to easy to be complacent, apathetic, and unaware of what your professional calling entails. So do not let yourself become one of the masses.

Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or petty, never

nd make it even better. If you are not contributing to the profession, you are not being professional. You have to take ownership and you have to take responsibility for yourself and your success. With this becoming outwardly visible, believe me, your sales will increase, the trust of your customers will increase, and your impact to others will increase.

Finally, I would submit that many salespeople have become their own worst enemy. Work hard to not let this happen to you!

It’s just to easy to be complacent, apathetic, and unaware of what your professional calling entails. So do not let yourself become one of the masses.

Winston Churchill said :"Never give in--never, never, never, never, in nothing great or small, large or petty, never give in except to convictions of honour and good sense. Never yield to force; never yield to the apparently overwhelming might of the enemy.'' Your enemy is your own ignorance about your profession. To overcome this ignorance attend sales training (not product training). Read sales books. Get a higher level business degree. Never stop learning. Be a student of selling – and you’ll reap the rewards.