01/ Let nothing interrupt your money hours - the hours in the sales day where you can talk with prospects/ customers.
02/ Start early and go long.
03/ Live a salesday schedule of calls first, paperwork last.
04/ Excite prospects with strong opening statements that mean something.
05/ Know everyone by networking more.
06/ Develop a comfort with closing through solid preparation and solid front work.
07/ Keep your personal problems to yourself during the sales day - especially when you're with your prospects/ customers.
08/ Pause at the start of each week or month to quickly (and objectively) evaluate your personal sales value.

SalesTough™ is the perfect "first read" for your newly hired salespeople as well as a great reminder for your more experienced people (including you).

The book is quick a read (less than 30 minutes).

It opens with 8 short essays, each focusing on one of the fundamentals. Next, it includes 4 coaching tools... A guide on creating effective opening statements, a networking guide, a checklist for effective closing (with sample closing statements), and a list of the top 30 open-ended questions used by salespeople to encourage prospects and customers to share their challenges, concerns, and other important information.

Closing the book is the classic essay on initiative and responsibility, A Message to Garcia. Less than a 10-minute read, this essay is well-known with the big dogs of business and required reading for Marine Corps recruits and at the Naval Academy.