Being “in the zone” is typically a sports reference, yet it’s also relevant to being most productive and successful in work and in life. The zone is a state of total focus and effortless performance where your knowledge and skill merge into dominating your challenge or opponent.

Sellers in the zone of sales success are driven to succeed. This success then builds more success and it may seem as if they have a magic touch or are just lucky. But, as Thomas Jefferson said, “I’m a great believer in luck, and I find the harder I work the more I have of it.”

Action is necessary for being in the zone and succeeding. For example, most sellers will intellectually agree with the tools, steps, and behaviors ...

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