Sales Journal

Be sure to take detailed notes so you’ll be able to refer to the prospects exact phrasing later in the process.
I started a sales journal in 1980 and wrote all the great things that happened in the front of the journal and all the difficult challenges from the back to the front. I would read the journal challenges prior to going into a new account. It would remind me of all things that I needed to pay attention to. It was my greatest teacher.
I also went on calls about once a month with others who were successful. I’d watch and listen to their way of talking. I’d see what they would do to handle difficult people or how to handle or how to engage perfect strangers in such a way they seemed like long term friends.

Be sure to take detailed notes so you’ll be able to refer to the prospects exact phrasing later in the process. I started a sales journal in 1980 and wrote all the great things that happened in the front of the journal and all the difficult challenges from the back to the front. I would read the journal challenges prior to going into a new account. It would remind me of all things that I needed to pay attention to. It was my greatest teacher. I also went on calls about once a month with others who were successful. I’d watch and listen to their way of talking. I’d see what they would do to handle difficult people or how to handle or how to engage perfect strangers in such a way they seemed like long term friends.

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