“Diamonds are only lumps of coal that stuck to their jobs.”

B.C. Forbes (1880–1954)
Scottish journalist and founder of Forbes Magazine

There are only three ways to become a diamond in your career. If you are a professional salesperson, the formula is easy:

1. Become smarter and more skilled than the average rep

2. Make more prospecting calls than the competition

3. Be smarter, more skilled AND outwork the competition

And you know what is so great about this formula? You have total control over it. So if you are unhappy with your sales results at this point in the year, take a close look at that list above and decide which one you are going to work on. If you chose option #1, then here is your mission. Buy a business book, sign up for a sales seminar, or schedule time each week to get on the phone with a respected mentor. If you are the option #2 type, increase the number of prospecting calls you make by at least 20% this quarter. And these 20% don’t all need to be cold calls. In fact, just by turning a portion of your current account “order-taking,” follow-up, and service calls into SALES calls, you will find it easy to get to that 20% number.

And lastly, if you are looking to become a 5 Star Quota Busting Diamond, choose option #3 and do both! Because if you dedicate yourself to both mastering your great profession through consistent education as well as increase your activity level, the only thing that will be lumpy at the end of the year will be the wad of extra cash in your wallet!

To learn more lessons about getting to the TOP, listen to Brian interview some of the nation’s premier business and motivational minds on his weekly radio show by going to www.preciseselling.com/Radioaccess.htm. President of Kansas City-based PRECISE Selling, Brian delivers seminars and internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com.

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