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done it, but the remarkable thing was, my client all of a
sudden began to smile! He sat back in his chair and he
said, “You know what? You are right.”
I said, “Really?”
He said, “You are right, that’s not the truth at all, is it?”
“No, it’s not.”
“You are right,” he said. “There’s a lot I can do.”
“Yes, there is.”
This is the main lie you hear in the world of business
and especially in sales: “There’s nothing I can do.” This is
the “I am helpless and powerless” lie. The truth is, there is
always a lot you can do. You just have to choose the most
creative and efficient way to do it. As Shakespeare wrote,
“Action is eloquence.”
One way a salesperson we know starts her day with
action is to ask herself, “If I were coaching me, what would
I advise myself to do right now? What creative action would
bring the highest return to me?”
Another quick cure for the feeling that “there’s noth-
ing I can do” is to ask ourselves, “If I were my customer
or my prospect, what would I want me to do?”
And what you can always do is GIVE. Great sales-
people, and any people who lead their teams in perfor-
mance and who prosper the most from their profession,
are great givers. They stay in constant touch with their
power to
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