Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at


Find your attitudeBEFORE you go into the sale. Set your mind on building positive, notknocking down the prospect with fear and false process. Look for thepositive. Find the relationship and the value.

The whole notion ofpain is negative. You may make sales with it, but you’ll be doingit for the money, not the relationship.

I think the entire”find the pain” element of selling is a bunch of crap.

There are those whodisagree with me. Most of them still have a car payment.

Take the list ofpositive things to find I gave you, and carry them with you for ayear. Implement them on EVERY sales call and you will go pain freefor a lifetime.

If you want anotherviewpoint, go to, register if you’re a first timevisitor, and enter the words MY SUCCESS in the GitBit box.