Some may believe that there is no connection between selling and honesty, but the best sales people are honest - with prospects and with themselves. When things don't go as planned during the sales process, it's easy to blame others - an unfair evaluation, poor decision-making, an inside connection, a buyer who wouldn't listen, a misunderstanding, competitive dishonesty, prejudice, a closed bidding process, poor price-support, a dishonest buyer, and so on.

Unfortunately, attitude and productivity suffer once a sales person has decided that the process is beyond his or her control.

In this program we will present the concept of being honest with one's self. Once we look beyond the smallness of blaming others, and look, instead, "in the mirror" when things go wrong, we can reap benefits from all of our experiences. We all learn when we ask ourselves, "How could I have handled this situation better? How might I have sensed a problem sooner? What questions should I have asked? What will I do differently the next time? What went right, and why?"

We will also extend this honest self-evaluation process beyond lost opportunities by discussing the concepts of:

• Goal setting
• Work ethic
• Daily activity
• Daily activity documentation
• Distinguishing effort from accomplishment