I’m one of those people who’s always writing little sayings down. I couldn’t begin to tell you where I got this one but I’ve always liked it.
The Four Surefire Rules For Success:
1. Show up
2. Pay attention
3. Ask questions
4. Don’t quit
Let me add a few more tidbits to each of these.
You never know what’s going to happen on a sales call so don’t just show up but visualize before the call how the call should go.
Pay attention means really listening to someone talk. It does not mean that while someone else is talking you’re using that time to prepare your next comment. Your next comment depends on what the prospect says so pay attention!
Asking questions assumes we really want to know what the prospect means by some of their comments. The better we know what the prospect wants the easier it will be to provide a solution.
Quitting is a surefire end to a potential opportunity. Crawl out of your mental box and look at an opportunity from different perspectives and maybe, at that point, quitting won’t make sense.
The Final Thought: Fat Chance and Slim Chance Mean The Same Thing.