Connect with us

Dave Richardson

Sales Truths: Anything Worth Doing is Worth Doing Poorly




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. 

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.



Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

Promoted Headlines

Most Popular