LESSON 31Think Prospects
Too many salespeople worry about the number of their monthly sales. The salesperson can feel happy when he or she had a good month, but at the same time worry about what will happen next month. The same is true for the sales managers. Despite good months, they are always looking ahead to the future and worrying about whether the good results will continue and how to guarantee that they do. This phenomenon happens regardless of the type of business.
The key to long-term success is to quit thinking about sales. A sale is a short-term goal and focuses on the present. I like to believe in long-range goals. Focusing on the future keeps things more consistent over the long haul.
Let’s look at it from a statistical approach. ...
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