Welcome to the business buffet side dish. This is a quick snack on a specific area of business.

Today we will present a concise element you need to run your business. Remember to visit

business buffet.page. page or listen to wherever you get your podcasts. It's snack time.

A book by Stephen Schiffman. In this two-part tip, we'll explore how not being

obsessed with the sales side of your business hurts. More importantly, we'll explore a formula for

changing your ways from a stalled process to a sales machine.

Stefan published this book back in 1995, and it is hard to find in print these days,

but it is well worth the read.

On to mistake number one.

Not being obsessed.

You must like what you are doing for a living, selling,

enough to become obsessed with it. Not 15 hours a day obsessed, but rather, I have to absolutely

go do this right day in and day out. For my money, the most crucial work in sales today is obsession.

Close behind it are two supporting ideas, utilization and implementation. Let's talk a little bit

about what these three works really mean for you.

Obsession.

Every day, I make 20 cold calls.

And by making 20 cold calls, I can get through to maybe seven people.

Once I get through to seven people, I'll usually set up one appointment.

I'll do that five days a week, which, by extension, means that every week I have, on average, five new sales appointments.

I close one out of five, so at the end of the year, I should have 50 new customers. I mentioned my daily

routine, my obsession, if you will, my repetitive second nature approach to sales, so that you'll

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