A long time ago I read that the definition of a CEO or President of a company was to "make it bigger and better". For a lot of companies that may be a true statement but I know at our own company we have no desire to make it bigger but are always looking for ways to make it better.
When I perform magic I strive to make my shows funnier and better. I am always on the look out for funny lines that may fit and I will go to You Tube to see how other magicians are presenting material. Yesterday I was in San Francisco at Misdirections Magic and the owner, Joe Pon, showed me a move that I did so many years ago and had over time thrown out of my magic bag. The drive from San Francisco to my office in San Jose is about an hour and I kept thinking about the move Joe showed me. Suddenly I saw where it could fit nicely in my magic show; not as a stand alone effect but by simply adding it to a routine that I already perform makes that routine just a little better; a little more mysterious and fun.
The same with sales. It is all the little things that can make us better; taking the attitude that the client is a guest when he or she visits- not a client, a guest. Being determined to really focus on listening to what the guest or friend is saying instead of being so anxious to 'show and tell'. Being 100% engaged with the guest when visiting in person or sending a note, on the telephone, or even sending an email - keep the focus on your guest. Relaxing before communicating and spend a minute thinking about your guest or friend and simply communicate mentally; " thank you for allowing me to participate in your event; thank you so much. I like you and appreciate you so much"-- Mumbo Jumbo? Maybe but Mumbo Jumbo has worked for me for many years and I think I do a better job and have happy friends and guests because I practice "mumbo jumbo". For me, mumbo jumbo makes it all better.