Martin Luther King Jr taught us to judge someone by the content of their character, not by the color of their skin. That is very difficult. We are predisposed to judge people who are different-to be stereotypical in our thought. People of different race, color, and culture are seen as different and thus we apply traits to them that might not be accurate or true.

MLK teaches us to change our mindset. To treat everyone with a tabula rosa-a blank slate without prejudices. We need to judge them for who they are, not what they look like.

Those lessons are essential in sales as well. When we have preconceived notions about people before they walk into the door because of their culture or race, we will change our behaviors. When our behaviors change, our interactions are influenced and ultimately, our expectations are fulfilled.

As a business speaker, I illustrate the teachings of MLK. We need to treat people without any biases, to simply judge them for who they are and our sales will be fullfilled with more closings

Dr. Gregg Steinberg is a sport psychologist to many professional athletes, motivational speaker, business keynote speaker and sales training speaker. To see more about mental toughness strategies and going Full throttle in your sales, business and life, go to www.drgreggsteinberg.com and see his new book, Full Throttle on amazon.com.

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