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Action Backed by Confidence Sells

When learning and action are working in unison, they create the opportunity for sales success.

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This story appears in the February 2009 issue of Entrepreneur. Subscribe »

We learn from our actions, and we act from our . Without one, the other suffers; together, both provide clarity and truth. If there's one thing I've learned about selling over the years, it's this: There is no one way to sell. And whether it's breaking into new accounts, making a presentation or a , I've realized that no matter what someone says, action backed by confidence can dispute the naysayers and create many new opportunities and breakthroughs. But when we take action all the time and leave out the learning process, it can become dangerous. Here are two points for staying sharp, being focused and moving forward.

1. It's what you put in your head. We are--and we become--what we think about all day long. Each day, I plan who I will see and what I will read. Those are the two biggest influences on my actions. What are you learning and who are you surrounding yourself with? When you think of , realize that you don't really manage time--you manage activities. What activities do you surround yourself with each day? What are you reading? Keep copies of industry magazines and newsletters that educate and update you. I also read biographies of history's best, books on energy and other titles like The Oxford Companion to the Mind.

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