Great way to start my Monday morning is to read this interview with Miguel Ruiz, author of The Four Agreements. 
This book was published 10 years ago and it’s wisdom still applies today. We begin a new year with new promises and some of the biggest promises are the ones you can make for yourself. Here are the four agreements and how they relate to your sales life:
Agreement #1. Be impeccable with your word- In sales terms, this would best be interpreted with your level of follow-up. Whether you promise to get back to your prospect or you put something on your forecast or announce the new price changes to your customer, be honest- tell the truth.
Agreement #2. Don’t take anything personally-How can we really believe we know anyone if we hardly know ourselves. We are constantly risking and confronting rejection on a daily basis in sales and when we receive objections from the customer, we must remember that it’s not about us, it’s about them. Take the time to ask more questions versus reacting to their defenses.
Agreement #3. Don’t make assumptions- Our listening capabilities are becoming more corrupted each day. We are surrounded with distractions and noise and the level of our listening turns into assumptions. We are so quick to jump to a conclusion, solution or story without checking it out. Ask trial closing quesitons to check out your observations.
Agreement #4. Always do your best- This is the most important agreement because it’s not enough to just try to get by. Salespeople tend to sabotage their success by getting by with the bare minimum or once they reach their numbers, they slow down and the other areas in their sales suffer. Don’t settle for being mediocre, do your best all the time.
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