Most people have a problem they are called rookies. To me, it’s an advantage. It’s like a compliment. If most sales professionals strived to be the rookies, they would end up selling more. What do I mean by that?

Well, think about it this way. When you are a rookie, you have a certain enthusiasm. You are driven. You want to prove to yourself and your boss that you are fit for the job. As ass results, you tend to go out there and do whatever is necessary to make the sales.

In the meantime, the pros are busy doing things that have nothing to do with selling. They do so because they are not hungry, or they are not starving. After all, they have some established accounts they can count on. Do you see what I mean?

When I’m a speaking to sales groups, I always ask for a show of hand to identify the rookies. My best advice for them is to stay rookies. Keep the hunger. Charge ahead. Do whatever it takes.

I also ask the pros to spend time with the rookies just to remind them what they used to do to make the sales. No matter how advanced we are in life, we still need to some good old reminders.

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