Secret #1: Never try to sell. Instead, try to form relationships.

As Grant Cardone says, “The difference between a contact and a contract is the ‘r,’ and the ‘r’ stands for relationship.” I have mixed feelings about Grant Cardone. On one hand, I really resonate with his message about "massive action," which helped me immensely in getting things moving. But on the other hand, I feel like he's always trying to sell something, which can be a bit off-putting. Still, there's no denying the power of his concept of massive action. Self-reflection: I’m selling tea. So while I value relationships, I’m still in the business of selling, too.

Secret #2: Never end on a miss.

When playing basketball with my kids, whenever I’d call them inside, they’d always say, "Wait, I have to make my last shot!" That’s when it clicked: never end on a miss. Always finish your sales day with a win—even if it’s an easy layup. Save a simple transaction for the end if you can, to finish on a high note. Momentum matters. Ending with a positive boost helps carry over to the next sales session.

Secret #3: The best time to make a sale is right after you’ve made a sale.

This one is all about momentum. After closing a deal, you're in the right headspace—energized, confident, and on a roll. It’s the perfect time to go for the next sale, leveraging that momentum to keep things moving forward.

Secret #4: Address your problems—but do it like a sailor.

Life will throw you all sorts of trivial problems, like losing your place in an audiobook because you fell asleep listening to it. You can approach these first-world problems with a little lightheartedness. Instead of getting frustrated, tackle them with a bit of humor. Face your problems, but not head-on—approach them at a 15-degree angle. It’ll make them less daunting and easier to handle.

Secret #5: Know Your Product Inside and Out

If you sell what you love and love what you sell, this one is easy. When you’re truly passionate about your product, knowing it inside and out isn’t a chore—it’s a joy. I love tea so much that I almost forget to think of it as a “product.” All the hours I’ve spent learning about tea have never felt like work. We’re learning machines, born to absorb knowledge. Learning is fun, and it keeps us young. So, dive deep—learn all you can, and then go out and learn more. And when someone asks you a question you don’t know the answer to, don’t BS them. Instead, say something like, “That’s a great question. I’m going to look into that. How would you like me to contact you when I find the answer?” Honesty builds trust, and that trust is invaluable in sales.

Secret #6: Be Authentic

I hope those of you reading this can see that authenticity is something I hold dear. It’s one of my favorite qualities in sales—and in life. Back in 2005, I was making tea for a group of tea enthusiasts in New York. These guys were the core members of a Google Group on tea, back when that was a thing. I had met them online and arranged to spend an afternoon sharing the teas I’d discovered in Taiwan. They were all older and more knowledgeable than me. At the end of the session, I received one of the best compliments of my life: “I’ve got to hand it to you. We gave you many opportunities to BS us, and you didn’t take one.” This authenticity led to them encouraging me to pursue an account that became one of my biggest wholesale clients.
Being authentic not only wins people over, but it also saves you energy. You’ll be on the right track because you’ll be making decisions that suit who you really are. Remember, there’s no “right way” to do business—there’s just the way that’s right for you. And only you can find that path for yourself. Here’s to enjoying the journey.