Need a little motivation? Here's a do-it-yourself kit

Friedrich Nietzsche once said: "He who has a 'why' to live can bear with almost any 'how.'" Does picking up that phone seem tough sometimes? Does researching a potential client seem boring? Is asking for a referral uncomfortable? Is all the work that goes into making the numbers hard? Answer this question: Why do you do it? Is it the paycheck? Is it the satisfaction? Is it the challenge? Is it something else? There must be a reason and if the reason isn't all that compelling... chances are you won't be either. When the reason is compelling... you are too! Pushing a product can be awful... helping clients succeed can be awesome (especially when we're paid well to do it). Get beyond the product, get beyond the numbers and get into what the client needs to succeed. Sometimes this isn't exactly related to your field or your products or services. So what? Help them if you can. Give them a tip, point them in the right direction, go the extra mile. Focus on them and be aware of their needs, discover their needs and help them succeed! Karma will reward you. I constantly see evidence this enhances sales. Here's a few recent examples (last week): First, I checked into a hotel that I have stayed at several times over the years. The young man at the front desk asked if I was a member of "the club" (they all have one) and I said I thought so, but didn't know. He checked and I wasn't. On the spot, he signed me up using the info he had and requesting almost nothing from me. That was ...

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