One of my favorite books of the Bible is the Book of Proverbs, which contains the verse, "A fool and his money are soon parted."
Likewise, a fool who fools himself (or herself) into thinking that they have real business in the works is...well...foolish.
NOTE: That is not Dan Tudor in the above picture.
A cornerstone for sucking at sales is the keen ability to trick yourself (and your boss) into thinking that you have real, closeable business in the works. When in reality, you have a collection of long-shots that probably have no chance of seeing your commission check.
But man oh man is it FUN to go to sleep at night with that false hope. Mediocre sales professionals have an uncanny ability to really lull themselves into a false sense of security with so-so long-shot deals that they tell themselves, and their company, are "just about to close."
To suck at sales, you really need to master the art of fooling yourself. Try it! It's the easy thing to do...and it's OK if you sleep in, too!
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