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Life Health > Running Your Business > Prospecting

Sell like you’re on the highlight reel

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I love watching sports highlights on television, especially segments featuring the “plays of the month.” What always stands out for me is the effort a particular player has made.

Whether it’s catching a baseball, making a dunk shot or preventing a goal, each play exhibits extraordinary effort. Sometime a player will run full speed to catch a fly ball and slam into the stadium wall. Or dive to make a save or fly into the crowds to make a catch. These extraordinary players do whatever it takes to make the play.

Do you push yourself that hard?

Do you start your day early and finish late?

Do you make one more call even when you’re exhausted?

Do you push past objections, blocks and stalls in order to secure an appointment with a decision-maker?

Succeeding in sales requires a lot more effort than it used to. Increased competition means we need to fight harder for each and every deal. We need to prepare more thoroughly for important prospecting calls, sales appointments and presentations. We need to negotiate more assertively. And we need to push ourselves harder.

Sell like you’re going to be on this evening’s highlight reel and really stand out from your competition. 

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