Sales Truths : Failure Is Not Falling Down, But Staying Down

BY DAVID RICHARDSON

Published in the December 2011 issue.

WHY IT IS TRUE: Everyone is going blow a sale. In fact, if you are really a sales professional, you can expect to blow
many sales in your career. Selling is a business of successes and failures.

PLAN OF ACTION: If you blow a good sale, step back and carefully evaluate what just happened and why. If you can’t
get your mind around it, share your thoughts with a fellow staffer or even your manager. Put it behind you, and jump
into the next sale with passion and energy. After all, you are a pro! — DAVE RICHARDSON