Just Do It
Nike has a great motto that it has used for many years: “Just Do It!”
This is quite compelling for us as sales professionals.
Procrastination is a major issue for sales professionals. It can actually ruin our careers. There are actually two types of procrastination that I have learned about over the years.
The first type is the type that I exhibited in the anecdote I just related. There, I was unable to get started. I looked for every excuse not to prospect.
There is actually another type of procrastination that is just as bad. In fact, I think that this second type is far more common than the first. The second type of procrastination is procrastination between calls. Here, the seller endlessly researches the next call.
What did I ...
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