--- title: If What You Are Doing Was Working | The Sales Blog description: If your dream client could produce the results they need without your help, they’d already be doing it. It is hard to see is how much we are like them. image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_403572442.jpg --- ### [Now booking SKO meetings for 2026/27! 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If your competitor, the company and people serving them now, could help them produce those results, they’d have already done so. If the [financial investment](http://thesalesblog.com/2012/04/16/how-to-keep-your-client-from-underinvesting/) your dream client was making was enough for them to be completely satisfied, that financial investment would be the right amount. If continuing to do things the way they’ve always done was going get them where they wanted to go, you wouldn’t have found your dream client where you found them. No doubt, you agree with these ideas. Your experience tells you that they are true. You know that if your dream client really wants what they want, they’re going to need to change, and maybe more than they think. What’s harder to see is, however, is how much we are like our clients. ## Take a Look At Yourself If what you are doing right now was producing the results you want, you’d already be producing those results, wouldn’t you? If your client acquisition efforts were enough to get you the clients you need, you’d have those clients. If what you are doing here isn’t getting you those clients, what do you need to change? If [the way you sell](http://thesalesblog.com/2016/05/13/sell-peer-go/) was enough to command the investment you require, you’d have no trouble acquiring that investment. If how you sell isn’t working to allow you to capture the appropriate share of the value you create, you need to change the way you sell. If you want to be a [change agent](http://thesalesblog.com/2014/12/12/11-observations-on-how-groups-decide-to-change/), then you first have to be able to make changes yourself. When you recognize how difficult this is for you, you’ll know why it’s so difficult for your clients. Your potential exceeds anything you can imagine, and it’s your job to reach that potential, an impossible feat, but one worth pursuing. What do you have to change to get closer to your full potential? ###### Tags: [Mindset](https://www.thesalesblog.com/blog/tag/mindset) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on October 10, 2016 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.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. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/a5c9ad9d-eb17-49f2-b8d2-2d0d07f221c7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/a5c9ad9d-eb17-49f2-b8d2-2d0d07f221c7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:36:18 PM", "datePublished" : "2016-10-10 22:02:18", "description" : "If your dream client could produce the results they need without your help, they’d already be doing it. 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