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Dave Richardson

Sales Truths: Anything Worth Doing is Worth Doing Poorly

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WHY IT’S TRUE
Anything worth doing is worth doing poorly … at first. When you first jumped on a two-wheel bike, did you take off and ride like Lance Armstrong? Or did you wobble erratically, trying to maintain your balance until you finally fell over? ?Quit? was not a part of your vocabulary, so you carefully climbed back on and tried again … and again … until you rode perfectly. 

PLAN OF ACTION
We are disappointed when new salespeople don’t perform to our expectations. Until they get their balance, expect them to make a few mistakes. As difficult as it may be, let them lose a small sale. Always debrief them by asking two questions:  

1. How did you describe the benefits and features the customer was seeking?  
2. What indications did the customer give you that she might be ready to buy? 

Through encouragement and training, they will begin to ride each sale to its successful conclusion.

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