All salespeople know how to sell. Sometimes, though, they sell themselves on ideas that just aren’t sound. It’s time to stop kidding yourself about your selling.
Sales Truth #1: Know who is and who is not a true prospect.
Start by being honest with yourself about who is and who is not a true prospect for you. Unless you are going to change something about your product, your process, your delivery, or you, you can expect the same results you’ve gotten in the past.
Dispatches From The Front 