Welcome to Darren Daly on demand, your most trusted resource to help you become better every day.

Here's your success mentor, Darren Hardy.

Today is our final day in building your foundation for selling success.

To be sure that you're fully caught up, point number one was understanding your real job description, which isn't selling, but rather helping people decide, connecting

with them, and properly qualifying and sorting them by priority. Point number two was on the

three Cs of positioning, confidence, not convincing, and control. And our final aspect to building

your foundation for selling success, and this is where

most of the magic to becoming influential and persuasive in selling emanates from. And that is

approaching it all with the right mindset. There are four points to having the right mindset in selling.

The first is having the right intention. You are selling

to human beings who have desires, wants, needs, fears, feelings, ambitions. It's oh too easy to get

lost in the grind of running all the numbers and forgetting this important point. I confess

this myself inside the pages of the entrepreneur roller coaster book.

In my selling real estate days, I would occasionally meet with a man who became an

influential mentor to me in the industry. This man was the most skilled salesperson that I knew

at the time, and I wanted to always hear anything he had to say. So one day, we met for lunch,

and I expressed my frustration with my latest

sales numbers. They just weren't where I know they could be, and I couldn't figure out why.

He asked, well, let me see your prospect list. And I pulled out a file, and I pushed it across

the table at him. At the top, in thick black marker, I had written hit list. He raised an eyebrow,

pushed the folder right back to me,

and he said, well, I can, I can see your problem. What's that? I asked. Did I not have enough

...