Todd Duncan's Sales Mistake #1: Hyping.

Hyping, "relying on 'you can do it' propaganda to maintain your sales motivation." )p. 1) It's relying on external stimulation to gain energy and maintain your enthusiasm for selling. He would say you have to put yourself into the equation, find your true motive. Only then will you be successful and feel satisfied.

I agree with Duncan on all these points. You should get a copy of the book and read it. And if you feel like you've been guilty on this count, go through the exercise he suggests on pp. 12-14.

This comes from Todd Duncan, Killing the Sale; the 10 Fatal Mistakes Salespeople make and how to avoid them. (Nashville, TN: Thomas Nelson Publishers, 2004).

What do you think about this? Have you ever been guilty of it? I'm trying to create more skilled entrepreneurs. Do you think this helps?

This is some of the stuff that will go into my entrepreneurship course. The ideas in it supply the life's blood of my professional activities: teaching, writing, and real estate. For entrepreneurial real estate go to www.yourstopforrealestate.com/blog and for entrepreneurial writing to www.kearneymusicschoolmurders.blogspot/com.