It did. Now I hear people say, “Let's wait until the election and see if we really have to deal with these changes.”

Trust me, it's here to stay. The good news is we're an industry full of highly intelligent, resourceful, critical thinkers. We'll make it through this and continue to thrive.

Listen. Salespeople talk too much. Salespeople spend too much time working on sales pitches. The really successful people don't have a pitch. They listen to their clients. Everything you need to know about acquiring a new client will be provided if you listen carefully. There's a reason you got that meeting with a potential new client. It's because they have a need and they need someone to fill it. All you have to do is listen, and then, of course, have the resources to fill that need. The point is, if you aren't listening, you're just guessing.

It's  a solution-selling business. Yes, you have to build strong relationships with your clients. That doesn't mean you're going to get the business. Instead, focus on providing solutions. Focus the sales conversation not on features and benefits but insight. Bring a unique perspective on the customers business. Come to the table with new ideas. The most successful people in this business have a finely tuned sense of individual customer objectives and value drivers and they use it to position themselves as the best person for the job.

(Hint: It's not always about the lowest price.)

Photograph by Polina Osherov