There is a popular statement among business professionals, owners, and salespeople, and it is based on the book by Rick Page titled “Hope is Not a Strategy.” In this context, hoping to grow our business or hoping that we will make a sale without a solid strategic and tactical plan is true.

Hope is not a strategy.

However, there are times where hope is the absolute best strategy and approach. The business owner without hope to better serve their customers or community will settle for the low-hanging fruit and more than likely accept mediocrity from themselves, their employees, and the products or services they provide. The salesperson who only focuses on making a deal, with no focus on developing winning relationships is likely operating without the proper context of hope. Hope in business and in selling eliminates a “One and Done” or “One Hit Wonder” mentality.

Conversely, the business owner, the salesperson, and each one of us who has hope, works with hope, and lives with hope, is more likely to move from the simple practice of “hoping” and into the planning, doing, and achievement required to reach our dreams and goals. Hope drives change. Hope adds the “will” to our “skill.” Hope powered by encouragement creates a completely different mindset…

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