“The only place where success comes before work is in the dictionary.”

Vidal Sassoon

“The world remembers Thomas Edison as an inventor, but he was also a spectacular salesman. Edison understood that simply inventing a product, no matter how useful, was not enough. He knew that he also had to sell his product to the public. And he did.

“Like any good salesman, Edison was an energetic worker. In fact, he attributed his success not to intellect but to diligence. He once said, ‘Genius is 1% inspiration and 99% perspiration.’ The same ratio applies in sales…”

From: The Salesman’s Book of Wisdom, by Dr. Criswell Freeman

In my 35 years of selling, managing, and coaching inside sales, there is one thing that has remained constant: The top producers in any company or industry are also the hardest workers. And if you’re in sales, then I know that you see this relation as well.

Here are some quotes to keep you focused on working hard:

“Selling is the easiest job in the world if you work it hard, but it’s the hardest job in the world if you work it easy.” – Frank Bettger

“If there is no wind, row.” – Latin Proverb (And great advice during summer!)

“I’m a great believer in luck, and I find the harder I work, the more I have of it.” – Thomas Jefferson

“If you believe in the Lord, He will do half the work: the last half.” – Cyrus Curtis

“Doubt, of whatever kind, can be ended by action alone.” – Thomas Carlyle

“It’s the job that’s never started that takes the longest to finish.” – J. R. R. Tolkien

“Action is worry’s worst enemy.” – Old-Time Saying

“The shortest answer is doing.” – George Herbert

So, bottom line? Get busy…

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Who Should Attend?

Any sales reps dealing with the following issues:

• Reps struggling with call reluctance
• Getting screened out by the gatekeeper
• Overcoming blow off objections like, “Just email me something”
• Identifying decision makers
• Qualifying prospects
• Setting call back appointments that stick
• Giving successful presentations and dealing with objections
• Staying motivated