What does it take? What does it take to be successful in this business? A potential employer once asked me that question. I answered as any good interviewer would: passion, energy, dedication, go-get-‘em attitude, along with some other adjectives that described what I thought he wanted to hear. Also as any good interviewer would, I asked him the exact same thing. “What do you think it takes to make it in this business?” (By way of an aside, this was not the car business.) His answer has become part and partial to my philosophy of success. His answer simple: self-awareness. I thought to myself, you’ve got to be kidding me, right? Self-awareness? I asked him to explain. Again, his answer was simple: no matter how great of a salesperson you may be, you have weaknesses and area that need improvement. But, he continued, you also have great strengths that we must tap into and develop. So there you go: Know Thyself. Know yourself better than your opponent ...