Hello old friend,
I return after years of field work to share more of the mysteries of the sales universe.
Looking back at my last thread (the AMA): at the time, I had explored every corner of the sales ocean — from NLP to SPIN and everything in between. What I didn’t realize then was that the real value wasn’t the techniques themselves. It was the mentality they forced me to build: resilience, creativity, and the willingness to keep swinging when others quit.
Some time has passed, and as you can imagine, mass-produced “advice” from social media charlatans and cringe LinkedIn posts has polluted the sales world. Let’s be honest: if even half of what you read on there were true, you’d already be three times more successful. But you’re not. You’re stuck, frustrated, maybe even scared of selling.
Here’s the hard truth: the sales environment is the easiest it’s ever been, and your competition is weaker than ever.
Think about it: most people are afraid to pick up the phone and call. They’re afraid to get in their car, meet a client, and actually ask for the lunch meeting. They overthink what they’ll say, hide behind “research” and “strategy,” and waste hours reading “thought leadership” posts that do nothing but make them feel busy. That’s not work — that’s action faking.
Meanwhile, the ones who actually take action dominate.
Translation? It has never been easier to rise to the top. Walk into almost any organization, and within 6–12 weeks you could be one of their top producers. Why? Because your competition is mostly fresh grads who couldn’t land the jobs they wanted, fell into sales, and don’t have the stomach for it.
If you can’t out-sell them… what are we even doing here?
If you are selling for your own business you have every tool in the shed at your disposal, there is even less excuse for failure. You can change any deal landscape to favor you, use and abuse this.
Sales is just the process of nudging someone’s thinking until it aligns with what you offer. It’s not a movie scene. It’s a conversation. And the only way to get better is by taking swings.
Yes, sharpen your ax (prepare, train, practice), but if you spend all day sharpening and never swing, the tree never falls. Too many salespeople are stuck in prep mode forever, paralyzed by the fear of looking stupid on their first swing.
I’ve taught the “how” before. But the “why” is more important — and most people never get it.
Here’s the first truth: you sell for yourself.
No one is coming to save you — not the government, not your boss, not the market. Every force out there is actually trying to take what’s yours. The only way to secure your share is to learn how to sell, position yourself, and navigate the terrain with confidence.
And remember: sales isn’t just about money. Everything is sales. Convincing someone to date you, to go to the movie you want, to hit the gym with you — it’s all persuasion. The most important sale you’ll ever make is to yourself: believing that your “why” matters and is worth fighting for.
Stop sharpening forever. Start swinging.
The opportunity is wide open — but not for long.
I return after years of field work to share more of the mysteries of the sales universe.
Looking back at my last thread (the AMA): at the time, I had explored every corner of the sales ocean — from NLP to SPIN and everything in between. What I didn’t realize then was that the real value wasn’t the techniques themselves. It was the mentality they forced me to build: resilience, creativity, and the willingness to keep swinging when others quit.
Some time has passed, and as you can imagine, mass-produced “advice” from social media charlatans and cringe LinkedIn posts has polluted the sales world. Let’s be honest: if even half of what you read on there were true, you’d already be three times more successful. But you’re not. You’re stuck, frustrated, maybe even scared of selling.
Here’s the hard truth: the sales environment is the easiest it’s ever been, and your competition is weaker than ever.
Think about it: most people are afraid to pick up the phone and call. They’re afraid to get in their car, meet a client, and actually ask for the lunch meeting. They overthink what they’ll say, hide behind “research” and “strategy,” and waste hours reading “thought leadership” posts that do nothing but make them feel busy. That’s not work — that’s action faking.
Meanwhile, the ones who actually take action dominate.
The Pareto Shift: From 20/80 to 4/96
When I started in sales, the top 20% of salespeople made 80% of the money. Today, it’s even more extreme: the top 4% are pulling in 96% of the results.Translation? It has never been easier to rise to the top. Walk into almost any organization, and within 6–12 weeks you could be one of their top producers. Why? Because your competition is mostly fresh grads who couldn’t land the jobs they wanted, fell into sales, and don’t have the stomach for it.
If you can’t out-sell them… what are we even doing here?
If you are selling for your own business you have every tool in the shed at your disposal, there is even less excuse for failure. You can change any deal landscape to favor you, use and abuse this.
Why You’re Stuck
Most people freeze because they think sales is a wild-west showdown: who draws first, who’s smoother, who’s faster. But that’s a fantasy.Sales is just the process of nudging someone’s thinking until it aligns with what you offer. It’s not a movie scene. It’s a conversation. And the only way to get better is by taking swings.
Yes, sharpen your ax (prepare, train, practice), but if you spend all day sharpening and never swing, the tree never falls. Too many salespeople are stuck in prep mode forever, paralyzed by the fear of looking stupid on their first swing.
Why You Should Sell
Over the next couple of posts, I’ll break down:- What’s changed in sales today.
- How to actually stand out.
- The deeper question: Why should you sell at all?
I’ve taught the “how” before. But the “why” is more important — and most people never get it.
Here’s the first truth: you sell for yourself.
No one is coming to save you — not the government, not your boss, not the market. Every force out there is actually trying to take what’s yours. The only way to secure your share is to learn how to sell, position yourself, and navigate the terrain with confidence.
And remember: sales isn’t just about money. Everything is sales. Convincing someone to date you, to go to the movie you want, to hit the gym with you — it’s all persuasion. The most important sale you’ll ever make is to yourself: believing that your “why” matters and is worth fighting for.
Final Word (For Now)
If you’re failing in sales right now, it’s not because it’s too hard. It’s because you’re not taking action. You’re overcomplicating it, consuming garbage content, and paralyzing yourself with fear. Laser focus on your self, the fast lane, and go.Stop sharpening forever. Start swinging.
The opportunity is wide open — but not for long.
Dislike ads? Become a Fastlane member:
Subscribe today and surround yourself with winners and millionaire mentors, not those broke friends who only want to drink beer and play video games. :-)
Membership Required: Upgrade to Expose Nearly 1,000,000 Posts
Ready to Unleash the Millionaire Entrepreneur in You?
Become a member of the Fastlane Forum, the private community founded by best-selling author and multi-millionaire entrepreneur MJ DeMarco. Since 2007, MJ DeMarco has poured his heart and soul into the Fastlane Forum, helping entrepreneurs reclaim their time, win their financial freedom, and live their best life.
With more than 39,000 posts packed with insights, strategies, and advice, you’re not just a member—you’re stepping into MJ’s inner-circle, a place where you’ll never be left alone.
Become a member and gain immediate access to...
- Active Community: Ever join a community only to find it DEAD? Not at Fastlane! As you can see from our home page, life-changing content is posted dozens of times daily.
- Exclusive Insights: Direct access to MJ DeMarco’s daily contributions and wisdom.
- Powerful Networking Opportunities: Connect with a diverse group of successful entrepreneurs who can offer mentorship, collaboration, and opportunities.
- Proven Strategies: Learn from the best in the business, with actionable advice and strategies that can accelerate your success.
"You are the average of the five people you surround yourself with the most..."
Who are you surrounding yourself with? Surround yourself with millionaire success. Join Fastlane today!
Join Today
