Prepare for the Best and Worst Case – Be Prepared!
This morning I received an email regarding the "No Calculator". The computer calculates on the basis of how many "no's" you receive in regard to the number of people you approach, your probability for making a sale. The person sending is a sales professional so I knew what he was referring to and it brought me back to long ago when I first started out.
My first office was tasked with making "cold calls" out in the territory – walking in cold to offices trying to determine any way we might if they would be interested in the business equipment we were selling. At first it was scary but I then grew into appreciating the outdoors and variety of people I met.
Except… one such person threatened me with arrest if I were to ever return. I wanted to be prepared for the worst so I called the police station in that city. Upon answering, I explained to the officer what took place and that I was a professional, nicely dressed and just doing my job to help put my children through college. I couldn't fathom someone would put me in jail just for asking if they might be interested in a product. The officer advised I stay away because he would be required at the very least to take my fingerprints. This was long before 911 and I was just astounded, but took his advice.
While I stayed away from calling on that business park, it left time in the day to call on the same type of parks where I was welcomed. Finding the better route led to many 'a Smooth Sale!
Another person is about to enter a meeting where he has high expectations of promotion but due to past behavior, my concern is he will be very disappointed. He could prepare by researching his expertise versus value and create a list of all the fine things he did for the company prior to going into the meeting. Otherwise, he may be the next to have to interview for a new job.
Take the Scout motto to heart, "Be Prepared" on all fronts and you too will enjoy the Smooth Sale!
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