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C O N C E N T R A T E O N T H E T A R G E T, N O T O N T H E W E A P O N

are great, often brilliant. Yet just as often, they don’t generate big
sales, which is really what counts.
We all love inventive ideas, fabulous events, and beautiful
things, and I try to always have them in my life. However, when it
comes to business, they are just a means to the end. Events,
advertising, and promotions are not ends in and of themselves.
They exist to attract people’s attention and increase sales. Even if
they help you get your foot in the door, or into a conference
room, you still have to close the deal and make the sale.
It’s easy to lose focus. Things come wrapped in the most
attractive, alluring packages. Many may take your breath away,
but don’t let them. Zone in on what matters most and try to excel.
Don’t be diverted; instead, stay focused on what matters most or
you could be expelled.

Ask Mr. Trump: Questions from Readers of the
Trump University Blog

Q: What is the best way to coach members of your sales force
who consistently don’t reach their sales goals, but who have
excellent personal qualities and work habits.
DJT: Business is about making money; businesses need income to
stay alive. It may sound simplistic, but it’s a fact. Make it clear to
your salespeople that if they don’t close sales, your business can’t
stay afloat, and they’ll lose their jobs. Stress the importance of their
productivity to your company’s success. Point out their strengths
and encourage them to build on them. If they still don’t meet your
sales goals, they may not be right for the job. Some terrific people
have a talent for sales and some don’t. See if their strengths would
be better suited in other parts of your organization.
I had a sales associate who showed a greater aptitude for
property development than he did for sales. So we moved him to
our project management team where he has become very valu-
able. When employees have great traits, but aren’t succeeding,
look for the hidden talents and areas where they could thrive.

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