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Sell with Hustle, Passion, and Intensity

Editor's note: We recently asked 5 sales experts, "What is the one piece of advice you would give a seller to help them exceed their sales targets this year?" The following is Mike Schultz's response.

 "Take time to deliberate; but when the time for action arrives, stop thinking and go in." - Napoleon Bonaparte

I've seen more people intend to crush their goals than I have seen people actually crush their goals. They talk about how they're going to make it to the top. They read books and attend seminars. They talk a good game.

Then many go nowhere. Oh, they can justify their lack of production: the competition has advantages, the buyers won't act, the economy is rough. No luck this year.


If you really want to crush your goals, you have to find your hustle, passion, and intensity. Bring the HPI. Bring it for hours on end. Days on end. Months on end.

Dig in deep and bring it. Only then will you know what you are capable of.

Kareem Abdul-Jabbar is the NBA's all-time scoring leader with 38,387 points. He hit 15,837 field goals in his career. He also missed 12,470. That's a 56% field goal percentage. (For those who don't know basketball, that's pretty damn good.) He brought it every day. He took the shots. Sure, he missed some, but he went all out, and enough fell in that nobody has ever scored as much.

Will someone say that about you? No one ever brought it harder, and no one ever sold as much?

Don't get me wrong. I understand that people can't bring it all the time with all their energy. Families have troubles. People hit rough patches. Wedding planning happens. Newborns stay up all night. I get it: real competing priorities happen.

And then there's the record playing in people's heads: not sure if they have the skills. Afraid of executive conversations. Afraid of failure. Afraid of success. Afraid.

If raising your game is truly a priority for you, and yet you're not taking the actions you need to sell, here's my best advice:

Get in the Game and Bring the HPI

If you don't get passionate about selling, if you don't approach every day with HPI, it's likely you'll find yourself on the short end of the crush-the-target stick.

People judge you by your actions, not your intentions. You may have a heart of gold—but so does a hard-boiled egg.

Don't intend to crush your targets. Crush them!

Additional Reading
The #1 Way to Decrease Anxiety and Gain Leverage in Sales Negotiations

Alison Brooks and Maurice Schweitzer, two researchers at the Wharton School at the University of Pennsylvania, conducted an experiment to induce varying levels of anxiety among negotiators.

One group was subjected to the not-so-melodious screeching strings from Psycho. The other group was treated to calming Water Music by Handel. After listening for a while, the groups were sent off to conduct simulated negotiations.

5 Sales Strategies for When Buyers Go Cold

By: Mike Schultz and Jason Murray

After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.

How to Maximize Prices and Improve Margins

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.

At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.