Walk Like a Giant, Sell Like a Madman

1.8. Your Chapter 1 Checklist

• Think like an entrepreneur, not an employee, like a salesperson, not an order taker. Set your own goals. Prepare your own marketing materials. Set your own schedule. Take a proactive approach to pursuing customers rather than just waiting for them to walk in the door.

• Get all the training and education you can as early as you can.

• Commit yourself to lifelong learning and improvement.

• Invest in yourself to be a success. Startup costs are simply a part of business.

• Learn from salespeople who are more successful than you are. Shadow top-producing salespeople in your industry and find a mentor. Never be afraid to ask for advice.

• Focus less on selling and more on building relationships. Relationships drive sales, so always act in the best interest of your clients.

• Master the tools and technologies that have the potential to make you more productive and enable you to better serve your clients.

• Stick to it. Quitters never win.