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Yesterday, I put my toe into the swimming pool for the first time this season, and as expected, it met with a very chilly reception.I waded deeper, generously sprinkling myself with the icy water.Then I got numb, and it was at that point that I really started to enjoy myself!Call this immersion, “Getting in touch with my inner Swede,” if you like. But I see it as the necessary ritual to starting your sales day, whether it is face to face or on the phone.You just have to wade into it, there’s no better way.By forcing yourself to take the initial step, you’ve done the most difficult thing there is about selling: You STARTED.As I review the literature and folk wisdom that’s handed down from veterans to rookies, there is inordinate emphasis placed on ENDING sales encounters, which is commonly called CLOSING deals.“Closers Wanted!” the classified ads and online job agents bellow.They would be better off seeking “OPENERS,” people who are willing to crawl, limp, hobble, hop, or stumble their way to the doorsteps of prospects.It doesn’t truly matter, how badly you come across during that first phone conversation of the morning, with one eyelid closed and sucking your first cup of Joe through a straw.You heard the bell, you champion you, and you made it into the ring for ROUND ONE.That’s what counts.Leave the pretty moves to the ballet stars and the perfect moves to the procrastinators.“There is power in beginning,” the sage says.You’ve heard, “The harder I work, the luckier I get,” haven’t you?I agree with that, but you can just as truthfully say:“The sooner I work, the luckier I get.”So, don’t wait another second.Get wet. Get numb. Get lucky.And above all, get that sale!
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Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities, including UCLA Extension, where he has taught since 1999. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of five degrees, including a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms across America. Much more than a “talking head,” Gary is a top mind that youʼll enjoy working with and putting to use. He can be reached at: gary@customersatisfaction.com
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