In the sales process, you are always under observation and it’s uncomfortable for many sales professionals. That’s probably because so many of them hate being held accountable and don’t follow through on what they say they’re going to do. Recently I met with a sales rep who said she was going to follow through on something which was critical to the operation of my business. I am a long time customer, so I’m sure she must have put me at the bottom of the priority pile. It’s three months later and I’m still waiting for it to happen. So I’m talking to her competitive vendor. If she can’t follow through on the little things, then she’ll drop the ball on the big things. . . even though the big one has already been dropped. . .
YOU are a very large part of the equation, more than you might even realize. YOU are the reason this business never has been and never will be a commodity. It is an intensely difficult profession and an intensely personal one . . .