I is for invest. Get some ‘skin in the game’ and invest a few bucks of YOUR money every month for self improvement (books, magazines, DVDs, CDs whatever). Or invest a dollar or two to nurture, groom and delight your clients (e.g., thank you cards, bags of candy, books, etc.) When you invest your own funds you tend work a little bit harder and a little bit smarter … because NOW you have something to lose and something to win. Start investing with Art Sobczak’s book “Smart Selling” http://smart-calling.com/launch.html
J is for join. Get involved and expand your knowledge, skill set and network. Join a user group, LinkedIn, a sales association, a networking group, a Master Mind group …anything that can give you an edge or that can push you ahead a little further.
K is for knowledge. Build your knowledge base and become a ‘resident’ expert on a particular product, market, process … whatever. Knowledge is power. Take 15-20 minutes each day to read, learn and grow.
L is for listen more and talk less. Learn more by asking questions and tuning in rather than pitching your product. Find out your client’s pain and gain points; determine what keeps them up at night. Don’t bother pitching until you know! Shut up, let them speak. Focus. Take notes (See: “N” below).