How many cold calls have you made today? How many new business relationships have you started? Do you wake up, run to work and dive for the phone to make calls to find prospective clients? If you answered 10 or more to the first question, 2 or more to the second and yes to the final question, this article is NOT for you.

Now, for those who are still reading, have you ever given thought as to why you hate to make cold calls? Why making new business relationships is so tiring and why you loathe getting to work just to see that phone staring you in the face?

Chances are the reason you don't make the cold calls is you are too involved with the process, the work, the job. Huh? That's right, you are putting so much pressure on yourself to make the calls because you are equating your success (or the lack there of) of your cold calling, business relationship building efforts with... that's right, your value, how good you think you are. Think about it. Most people hate sales and selling because they are afraid of rejection, afraid they will not be accepted, that they are not good enough.

Well, there is good news! It is not about YOU! The one thing to get, to really understand is this point. Although you think it is about you, it really isn't. Even though you feel like it is about you, it still, really isn't. And even though you may have heard it is about you... guess what, it really, truly isn't.

The more you put the emphasis on your client, what they need and what their issues are, the more success you will find in actually finding what they need, solving their issues and helping their organizations succeed. This total focus on the client is what is meant by Selfless-Selling.

Change is a three part process. Change, who said anything about change? Well, you did. You are either reading this out of some form of curiosity, which really means you did not know you needed to improve (you were un-aware) or you were aware you needed to improve (read: change) your selling skills and abilities but you were not sure what to do.

The three part process below will help you know what to do and it goes like this. First you become aware, second you need the desire to make the change and last you need effort and practice to carry out the change.

1. Awareness

2. The desire to grow

3. Effort and practice

So, now that we are all aware, now desire combined with effort and practice will lead you (always and every time) to your goal. Being aware means you are 1/3 of the way there. The last two thirds are up to you. The desire to pursue your selling skills to the point of selfless selling is obtainable and worthy. Through selfless selling you will always be successful and find your desires satisfied. Keep focus on your desire.