Listen to Mike:
Training - I wish there was an easier way, but there isn't. There comes a time when you have to roll up your sleeves and do a little homework. I prefer to call it market research. Regardless of what you choose to call it, positive results more often than not come from hard work. The good news is that your copmpetition is not willing to rise to the ocassion. Don't over react to this challenge. It is not as bad as you might think.
Eye Contact - When push comes to shove it is the little things that will make a difference in who your client will decide to do business with. The fastest way to end a budding relationship is to fail to look your "client-to-be" in the eye. Most people think they are pretty good at this simple sign of confidence and trust. They are not. Don't overlook the importance of the little things --- the details. Work diligently at holding eye contact with your prospects and customers. Watch this video and pay attention.
Enthusiasm - Enthusiasm sells people. If you can't get excited about River Cruising then I am not certain what else I can offer you. You are simply trying to share your knowledge, assistance and enthusiasm for for River Cruising with your targeted audience. Get excited. Become enthused. Share the secret. Watch this video.
Persistence - We all become frustrated at times when it comes to selling. There is no way around it. How you mentally deal with the ups and downs will determine how successful you eventually become. 50% of sales people will quit after a single attempt. An additional 25% will quit after two tries at selling. The majority of your sales successes will come after the fifth contact, or attempt. This should support my recommendation to "hang in there" and keep strengthening your position for the incumbent sales opportunity. Watch.
Speed - This is another way of reminding you that procrastination is a deal killer. Your human nature will tell you things can wait. Don't listen to it. Speed wins in horse racing, and it wins in business. Don't be too impetuous, but continuously move forward with urgency. This video will help you understand what I am implying.
Motivation - The secret to your success lies entirely in your hands. You have the tools. You have the products. You have the marketplace. All you need to do is to define your definition for success and select and adhere to your personal strategy. Don't look outside for your motivating forces. You're in the driver's seat. Motivation is an inside thing.