How many times in your sales training program has your sales manager told you that if you want to succeed you just have to show your prospects that you're willing to work harder than the competition to get their business? BUNK! Let's look at why that presumption is just wrong, and what you should be doing instead.

Your sales training program should help you to understand that the way you position yourself with your prospects today is how they will always view you and your service. When you begin the relationship based on the premise that you will work harder and go over and above the competition to earn their business you're setting yourself up for a bunch of clients who have impossible expectations. No matter what you do they will always want and expect more for free.

How do you foresee your business growing? Building a client base of high demand clients will keep you from being able to grow into a thriving business. You will spend so much of your time running and jumping in response to their every whim that it will be very hard for you to have more than a small number of clients. Plus at every turn they will threaten to take their business elsewhere.

If you want to succeed in sales you need a client base of good clients that value and appreciate you. When you're over eager to get their business at any cost you look needy, and desperate, and your clients won't respect or value you. Because they don't respect or value you they won't be likely to refer you, they will easily jump ship when someone even more desperate than you comes along, and they aren't likely to do repeat business with you unless they feel they are really getting a deal.

Your sales training program should help you to understand how to position yourself for success. If you want to succeed you have to work smarter than the competition, not harder. That means being more productive than your competition. You're more productive when you position yourself with your clients as someone they can trust who will take care of them, and who they respect and value as a trusted advisor.

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