Paul Sloane at Sales Conference

And I know most salespeople, the only time they use any creativity is when they're filling in their expense claims. But I'm convinced that you can use creativity, you can use lateral thinking to become much more effective. No matter how good you are, you can improve your performance by adding a layer of lateral thinking. And there's 2 reasons for this. First of all, in every aspect of the job you do, whether it's generating leads, Qualifying, whether it's speaking to the customer, whether it's putting together a proposal, whether it's handling objections, whether it's closing the deal, you can find more creative and more effective ways to do that work than you're doing at the moment. And secondly, and quite separately, I'm convinced that you can change the relationship you have with your client if you can become an idea carrier, somebody who brings fresh ideas to that relationship, fresh ideas for his business. And when I say his, I mean his or hers.