A patient comes into a doctor’s office for an examination and, after it was over, the guy says: “All right, doc. I don’t want you to give me a bunch of tongue twisting scientific talk. Just tell me straight out in plain English what my problem is.”
“Okay,” says the physician, “you’re FAT and you’re LAZY.”
“Uh, fine,” replies the rep, “now give me the scientific terms so I can tell my friends.”
I’ll tell you one of the biggest secrets I reveal when coaching sales executives and entrepreneurs:
IF YOU FOCUS ON INCREASING THE QUANTITY OF BEHAVIORS, EVEN THE BAD AND MEDIOCRE REPS WILL MAKE YOU MORE MONEY.
See, everyone’s a bit lazy. Some are a lot lazy.
Stop the lazy streak for a day or a week. You close more business.
Then, later on, you can focus on increasing skills. In the mean time, you make good time, making more money.
Increase quantity of behavior; number of calls per day, etc., and you can cash in with a grin.