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_{Having just read these articles some of you may be feeling a little anxious. You have suddenly realized your business card reads sales representative, the very title I have unceremoniously denounced. But, don't despair. Don't think that all your customers will hate you and stop buying from you. If they do it's not because of how your business card reads, trust me. My intent is not to discourage you, but rather to nurture an entrepreneurial philosophy. I don't want to read in tomorrow's paper, "Hundreds of distraught sales representatives were seen leaping from tall buildings as sales entrepreneurs looked on." Seriously, my objective is to foster a professional code of conduct guided by the qualities of a sales entrepreneur. You don't have to change your business card, simply change your outlook. Your customers are more concerned with your conduct than what your business card says.}

_{As you work through the ten steps of the Sequential Model, I will continue to refer to both titles, sales representatives and sales entrepreneurs. By now I'm sure you can appreciate that there is a big difference. Sales representatives react, constantly playing catch-up, whereas sales entrepreneurs are proactive, always a step ahead of their customers. Sales professionals can no longer afford to just represent the business, they have to be in the business. We need to stay abreast of ever-changing customer expectations.}

_{Common currency of a sales call includes trust, rapport, respect, commitment, and knowing that people buy from people. Success today and in the future means recognizing changes within the sales arena. Selling is more sophisticated today than it was even five years ago. Although the core competencies of selling have not changed, change is coming in the form of a longer list of responsibilities. We must manage and embrace change so that it doesn't manage us}