Mike Loncono

Location: Mobile, Ala.

Company: Hub International Gulf South Limited

Walk and chew gum. Always try to have some level of activity in all stages of the sales cycle. This starts with constantly feeding fresh coal into the furnace. The benefits are multiple: You're less likely to hover over that big case and micromanage them. It becomes much less painful when you don't get the business (or keep the business) when the pipeline is full. Plowing and planting lots of fields diversifies your investment of time just as it would with the market.

Lose graciously. We want to win. The fun of our line of work is the chase and wins. But the ability to lose graciously can yield long-lasting benefits (the converse is true, burning bridges reflects a lack of discipline). Decision makers come and go but if you alienate the whole department you aren't in good shape. Like the country song says, “She doesn't love me, yet.” Perhaps ask for an exit interview, not to re-litigate the sale, but to better understand your perceived or real shortcomings.

Understand their priorities. It's silly to think that your top ten items to do on a given day will match the priorities of those you are trying to sell. Sure, you have a compelling proposal worth immediate attention. But when they arrive at work, there are multiple compelling issues that have little or nothing to do with what you wish to discuss. Give them room. Pace yourself.

Learn constantly. Never stop loading the cranium with trends and product innovations as well as pursue some level of credentialing. Most programs, like CEBS, have preliminary designations you can achieve rather quickly and this will fuel your desire for more. Your clients won't necessarily recognize what the initials mean; there is a lot to be said for having something besides junior after your name.

Choose your words. Recognize and remember effective language or phrases. They are like gold. When you find a phrase, interrogative or even cadence that seems to resonate with prospects and clients—remember it. These are your special tools, the colors of your palette.

It's OK to be wrong. We can all name products that seemed exciting from a need and design standpoint but somehow didn't translate into sales. That's OK. It's better to fire the arrow than just scoff at the archer's poor aim.