How many times have we seen the new guy come in to an organization and outsell all the “old hands”. Beginner’s luck, they call it.
Nope.
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| http://butchbellah.com/new-guy-outselling/ |
I call it something else: doing it the right way.
Too many times what happens is as we get used to a process—or the steps to a sales, we start to take shortcuts. “I think I can skip this part” or “It won’t matter if I don’t do this this time”. Well, yes it does matter. And over time, you get out of the habit of doing thing the way you were taught—the way you did them when you started.
