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How to Get Business to Drop Out of the Sky

Guest post by: Dave Kurlan

Article Overview: I think it's both predictable, phenomenal, and fulfilling. I'm talking about the magic that occurs when you and your salespeople leave their comfort zone and work hard to perform the very work, activity, behavior and actions that, left to their own devices, would choose not to do. Whether it's a salesperson who finally:

How to Get Business to Drop Out of the Sky

I think it's both predictable, phenomenal, and fulfilling. I'm talking about the magic that occurs when you and your salespeople leave their comfort zone and work hard to perform the very work, activity, behavior and actions that, left to their own devices, would choose not to do. Whether it's a salesperson who finally:

• embraces prospecting,
• begins asking good, tough, timely questions,
• recognizes the importance of thoroughly qualifying their opportunities
• actually closes at closing time
• rises to the occasion when the going gets tough

I've been witness to this magic for 37 years - without fail - whenever salespeople finally do what they must - consistently - even though it's difficult. It's happened to me. It's happened to everyone I've ever worked with when they put forth a genuine effort. So what is this magic I speak of?

Rewards. Gifts. Business that comes out of nowhere. It's not the stuff you've worked so hard on - that's earned. Since it comes from out of nowhere you know that it's gifts. The fact is that when you do what you are supposed to do, and you do it with conviction, and it's something you weren't doing before, you will be rewarded with business.

I was witness to it again this month - right in my own office - when one of my colleagues was rewarded with five unexpected projects in the first two weeks alone. He was rewarded because he worked harder than ever during November and December, in the face of resistance, at a time when it would have been easier to celebrate Christmas early.

Are you ready to personally experience this magic yourself?

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Article Tags: 37 years, activity behavior, blockquote, christmas, closing time, colleagues, comfort zone, conviction, genuine effort, li li, magic, resistance, rewards, salespeople, salesperson, timely questions, ul, witness



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