Francis Bacon wrote, "He who will not apply new remedies must expect new evils." But it's not that easy. Pushing too hard for change creates anxiety and resistance. Change imposed is change opposed. To make prospects and customers respond positively, first sell the underlying idea involved. Next, make the buyer believe the idea was his or hers, not yours. Finally, congratulate the customer for having good judgment when he or she accepts the action you had in mind.

Nothing can make a career grow faster than your reputation as an idea generator. Any potential for improvement you observe can be money in the bank. Keep your eyes and ears open. If you see a money-making or money-saving opportunity, get the message across to management pronto. Your interest and concern will make you stand out from the crowd and be remembered when promotion time rolls around. Victor Hugo wrote, "Nothing is so powerful as an idea whose time has come."

"Do not wait: the time will never be 'just right'. Start where you stand, and work whatever tools you may have at your command and better tools will be found as you go along."

"A work well begun is half-ended."

"Winning isn't everything. Wanting to win is."

"Luck is what happens when preparation meets opportunity."

You're making a presentation to a key prospect. Are your points coming across? Are you heading toward pay dirt? Are you impressing or depressing the customer? Is the buyer solidly on your wave length or getting more bored by the minute? In a nutshell, how are you doing? The sooner you find out, the better you can respond to close the sale or take overdue corrective action. When the signs appear negative, a discreet question or two puts the dialogue back on track.