Keeping the Main Thing, the Main Thing!


Being a salesman for life, let me begin with a question, “When the world around you is good, how are YOU feeling inside?”  How about when the world around you is bad?

The amazing thing is that the impact of the very same world conditions effect my outlook  of the world (good or bad) based on how “I” feel in that moment.

There are many layers to this topic. For this posting I want to ask you to think about where the power is in the “Buying” exchange?  Drum roll please!  At the end of the day, the only world view that is important is that of my customer.  In the exchange between the salesman and the customer, I don’t “Sell”; My customer makes the decision to “Buy”.  In terms of solving a problem, I don’t “Do” anything; I help my “Customer Do” something!

I encourage you to take a look at your written correspondence.  If you have the opportunity to record a conversation, consider doing so.  If you are open to the idea, make a conscious effort to use the word “YOU” as often as you can.  If you need to use the word “I” or “My” look for a way to connect it to “Help You”.

This exercise requires constant vigilance! I believe it’s worth the effort.

Remember, at the end of the day my customer does not care about me or my product. The only thing my customer cares about is how “she is going to meet her need”.  My job, as I see it, is to fully understand what that need is and to earn the opportunity to help her meet it.

Your Salesman for Life!


Quote on my mind:
“Those things that are most personal, are most general.”

Inspired By Gabby

Lake George


My name is Jim Morgan, I am 56 years old; Husband, father, beginning Russian speaker, family photographer, developing musician/vocalist and grinning ear to ear.  “Why?” In naming my blog I am aware of how proud and excited I am in sharing such a big part of who I am.   In this sharing I humbly allow for the thought that what I say in some way brings value to your journey in being not only the best salesperson, but the best person you can be.

Yes, my name is Jim Morgan.  More than a friend of Bill, I am a salesman for life!

I have found that my constrained attention span (some would say ADD) has made disciplined reading difficult.  I have always, however, loved to listen and learn.

In coming posts I will be sharing observations from my 29 years as a software salesman and as a human being sharing this true life adventure with you.

My hope is that you live long and prosper!

Your salesman for life!


Quotes on my mind:

  • “Let every encounter with another be an opportunity to lift that person up”
  • “You see the world today by what you carry in your heart”