Warrior-Salespeople Always Go For The One-Call-Close! |
Fear wears many masks.
But if you are a warrior-salesperson, as I think we should all aspire to become, you have to relentlessly unmask this foe.
If you don't you'll not only dwell forever in the gray-toned world of the timid, but you'll let a lot of vivid and vital opportunities slip through your fingers.
One of the ways people deal with fear isn't by quitting or avoiding challenges altogether, but by insisting that they be confronted incrementally.
"Inch by inch, it's a cinch, and yard by yard it's hard," we tell ourselves.
But when it comes to selling this advice is utterly wrong.
We shouldn't plan, for example, three-call closes as so many investment advisers are taught. We should always go for a one-call-close.
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