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A couple of years ago an entrepreneurial salesperson came up to me during the workshop I was facilitating to tell me that she believed everything I said about what was necessary to grow her business and improve her results. Then she said, “I want to grow my business, and I want to make more money, but I don’t want to do any of the things that you said.”

A few weeks ago at another workshop I recommended that people spend more time face-to-face with their prospective clients. Some of them are doing quite well closing opportunities over the phone. But not well enough. They’d like to do twice as much as they are doing now.

Two people walked up to speak to me after the workshop to tell me about their revenue and that they would like to increase it dramatically. When I recommended that they do more work in the field face-to-face with their prospective clients, they tried to smile, they nodded ever so slightly, and they walked away.

Wanting better results and wanting to make more money are not the same thing as being willing to produce better results and willing to do what is necessary to make more money.
What you’re doing now is producing the results you are presently generating. If you want to produce different results, you have to do something different.

Change almost always requires that you do something that makes you uncomfortable.

The results you want may require that you do something that you’re not presently doing now, including things you don’t really want to do. Your desired results may also require that you stop doing something that you’re doing now even though you are comfortable doing it and you’d prefer not to.
This is a universal law, like gravity. You don’t have to believe in gravity, and you don’t have to like gravity, but it exists, and you are going to obey it either way.

If you want better results, you have to be willing to change in order to have them.

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Sales 2016
Post by Anthony Iannarino on April 27, 2016

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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