Where do i start

Don’t aim at success – the more you aim at it and make it a target, the more you are going to miss it. For success, like happiness cannot be pursued; it must ensue, and it only does so as the unintended side-effect of one’s dedication to a cause greater than oneself”

Viktor E. Frankl

This is the framework that those who sell with their soul work from. In sales terms, those that are successful do not pursue the sales for sales sake; they realize the most prudent use of the energy is to focus on the relationship. Because when one honors the relationship above else, the sales will come more consistently, efficiently and with greater ease. People do business with people when they feel understood. A healthy business relationship is one where there is an exchange of value overtime. This can only be achieved when one is dedicated to something greater than just the personal benefit one derives from the transaction. When one surrenders oneself to focus on the creation of mutual value the by product is profound, productive relationships embedded in trust.


Trust is where it starts! The ability to build trust starts with yourself and emanates outward. We need to look inward and understand our own drivers: what motivates us, what do we value, what’s our reason for being. Why do we get out of bed every morning? It is through this process of self awareness that we develop the sensitivity, confidence and meaning needed to be in rapport with others. Rapport gives us permission to ask the probative questions needed to determine what value looks like through the eyes of our prospect. In addition, the confidence and sense of purpose we build through the process of self awareness empowers us with the courage to stand up for our own needs. The end result is a relationship based on mutual respect, and sales professionals who have been able to successfully differentiate themselves as trusted advisors.