Two Primary Gaps That Hold Us Back are Gaps
in What We Know and What We Do

There are two primary gaps that keep us from earning up to our potential. The first are the gaps in what we know. Gaps in our knowledge of prospecting, making effective presentations, and following up intelligently and thoughtfully. Second are the gaps in what we do. It's one thing to know that we need to be prospecting daily, it is entirely another thing to actually do it as consistently as we know we should. Knowing and doing are two different things.

Finally, as Mark Twain pointed out, there are "things we know that just ain't so." These preconceived, and often incorrect notions also create unnecessary gaps in our lives.

What are the biggest gaps that are currently holding you back? Are they gaps in knowledge, gaps in applying what you know, or both? This week, take just a few moments to consider the biggest gaps that you need to bridge in your selling career. Then commit to taking just one small action today, and each day going forward, to begin bridging those gaps for yourself and those you care about.

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