Having interacted with many owners and sales professionals, it is easy to see which ones will become successful. It depends on what they are committed to. It depends on if they are asking the right questions. Very few will commit to doing the hard work of building and positioning their business around true expertise. Instead, the masses will opt for some kind of creative trick to get someone to pay attention or to buy. They are not building their business; they are chasing sales. In so doing, their businesses are inconsistent and unwieldy at best.
We all learned that the person who pays the price wins from our childhood stories. We were told this, yet so few adhere to it. Perhaps our culture of instant gratification is too much for us to apply the discipline of building foundations that will grow our business for us. Whatever the case, my encouragement to you is develop your credibility rather than just your creativity. In a world of too many choices, the consumer is skeptical of being tricked or gimmicked. They are seeking the expert who delivers true value.
