Money Problems?

As the old gag goes, “Do you have too much month left at the end of your money?

Just to clarify, by “money troubles” we’re talking about “too little money”, right? If that’s the case, then this short article will give you the straight scoop on how to avoid money problems.

Many years ago, Henry Ford said this: “A business that only makes money is a poor business.”

That statement is still as true today as it was when it was first uttered.


Because money is not a product and it’s not a service.

Money is the exchange or the reward received for delivering services and products.

So, setting up a goal to make money does not work unless you happen to work at The Bureau of Engraving and printing, where money has been printed since 1877.

Money is the thing that you receive in return for creating products and services that others find desirable. And if you don’t make things that people want, you won’t be receiving much money in return.

Too little money” is not the source of the problem. It’s a symptom of the problem.

It’s a warning sign that you’re not doing your job to generate a volume of sales sufficient to earn enough money, or you’re wasting what money you do have, thereby creating other problems.

Either way, you have to face the real problem.

Lets assume that you have a job, and what you’re selling is desirable and considered valuable to people. Lets also assume that you’re making some income, but you need more.

What to do?

My first guess is that you’re not talking to enough people, or more correctly, you’re not listening to enough people.

If you insist that you can’t see more people in a day, then, my next guess is that you need more leads, or you need to work on your communication skills, perhaps both.

My guess is that your communication skills need a tune-up or an overhaul because communication is the primary tool of any salesperson.

The more you know about communication, the better you are at using it, the greater your success.



The natural laws of selling are no different from the common-sense methods of dealing with people.

Selling is a profession that involves communicating with people. The more you know about communication, the better you’ll be with people. The more you understand about people, the better your results will be in selling.

Now then, the intention of this short article is not to give you all the help you need on understanding communication skills. The rest of my book, “The Sales Journal” goes into detail on this subject.

For now I’m only trying to correct this one false assumption:

Scarcity of money is not the problem.

If you’re fixated on too little money, you’re focusing on the wrong target.

If you’re assuming that money shortage is the source of all your problems, you’re missing the boat.

The underlying problem is not a lack of money; it’s a lack of understanding about people.

Selling is 5% product knowledge and 95% people knowledge. Understand people and you’ll understand all selling.

Communication is the tool or method that we use to build relationships with people that we sell to. The better your communication skills are, the more effective you’ll be in selling.

Want more money?

Start communicating to more people. Write to everyone on your list, email them, call them, knock on some doors, be audacious, and don’t accept “no” as an answer. Don’t qualify from the seat of your pants; get out there and get face to face with more people.

You’re not selling them anything yet anyway, just start talking to a lot of people and develop some relationships. Either those people or someone they know will need and want what you’re offering.

Are you still here?

What are you waiting for?


daniel w. jacobs
© 2012-2030, all rights reserved


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